Tell Your Prospects You Want Their Business

This is perhaps the most overlooked area in the sales process. Most financial sales professionals do a fairly good job of evaluating a prospective client’s goals and objectives, and formulating an investment plan. However, the majority fall short of literally telling the prospect that you would like to have them as a client. Never assume that they know it. If you show your prospect that you care about their needs and their well being, telling them that you would truly like to work with them in achieving their goals will be well received. This can be accomplished in several ways. After you have completed your presentation you can use one of the following suggested statements to let your prospect know:

·         ‘Mr./Mrs. Client, I really appreciate the opportunity to work with you to develop a plan that will help you achieve your financial goals. I look forward to working with you over the years to come, as your financial picture evolves.’
·         ‘Mr./Mrs. Client, I realize that you have several choices in selecting a financial consultant, and I truly appreciate the time you have taken to meet with me today. I have chosen this profession because I derive great satisfaction in helping people achieve their dreams. I look forward to working with you in helping you achieve yours.’
·         ‘Mr./Mrs. Client, I would like to thank you for taking the time to come in and meet with me today. Just as you are cautious in selecting a Financial Consultant, I also am selective in who I bring on as a new client, because I plan on working with you and your family for years to come.’
·         Mr./Mrs. Client, I would like to congratulate you for taking the first step towards planning for your future. I look forward to helping you manage and review your financial plan over the years.’
These are just a few ideas that you can implement to make your prospect feel a sense of importance and that you are committed to helping them achieve their goals. Remember, they will recognize if you truly value them as a potential client or are just looking to make a quick sale. Make sure you are portraying the right image.