Writing a Great Sales Pitch - Statements of Advice written by your client

So last time we promised that the next step was to discuss what to say in your sales presentation and importantly how to say it.

Well it's a little more involved than that BUT it's paradoxically simple.

Great sales presentations in financial planning and insurance do not depend on being a great presenter. Rather you need to have a great presentation as a base.

This point should instantly ease the minds of those insurance and financial planning professionals who HATE "presenting".

Even a poor presenter can make a few lines from Shakespeare sound good. Who couldn't?

It's the content of your pitch that is critical.

This means it's the right story for the client to hear and see. Using the right words that will resonate with the client. It's about using their words - the very words they've used when answering your lifestyle questionnaire. By doing that you capture the emotion of the core motivating drivers that are in play for the client.

So what's the lesson here when writing your pitch:

1) Use the clients words to show that you appreciate and respect thier values and dreams

2) Connect your financial planning and insurance solution to those values and dreams

3) Do it with a mix of visual, audio and text content

4) Describe it in broad terms

5) Make sure that what you are saying has a structure around it

6) Make sure that you repeat the core essence of the outcomes of your recommendations over and over and over and over again throughout your presentation

Do this in a cover letter, in a visual slide show and in words. Three ways of communicating the same message. Punctuate your Statement of Advice with bold double font quotes from the client lifestyle questionnaire as the "sub-headings" for each relevant recommendation.

The Statement of Advice will then be transformed from a document that is disconnected financial planning jargon to a document that is signposted with the clients words, thoughts, hopes, dreams and ambitions.

It will become a document that they have immense ownership of and when you own something .....you protect it.

In otherwords - they become your client and your advocate.

Next Time:

- keeping it simple
- and the power slide/page in your pitch