Use the Whiteboard - Your Next Sales Presentation

So it's your first meeting with a new client. You need to get to the core of their very being - their dreams, hopes and aspirations and connect with them in a way that is memorable and that resonates with them to such a degree that they think when considering the options and perhaps weighing your services up against a competitors that it is you who understands them better that any prospective or current adviser.

How do you do that?

Is it the quality of the brochures you gave them? The luxuriousness of the couch in the waiting room. The way they were greeted by your front of house staff? The magazines in reception or perhaps it was your pure brilliance in the way you desicribed the multi-layered strategy you would put into place for them?

The reality is that is would and should be expected to be none of the above.

Now don't get us wrong you need a lot of the above to even be considered.

A professional air and the impression that you actually have a business that is successful and can afford a decent coffee machine not to mention decent staff are critical factors.

Your capabilities and a demonstration that you have catered for and helped clients exactly like them are non-negotiables.

The way you demonstrate that is therefore key.

So how do you communicate that to clients have different ways of receiving, perceiving and then relaying information?

By mapping out thought processes and strategy using a combination of words, pictures, and diagrams you are able to cater for different learning styles and create a live visual and text diagram of your prospective (or review) clients world.

Better still once you develop a template for yourself - share it with your clients as the example of what you will work through with them together......that's right....give them the pen and get them involved - drawing and COLLABORATING in your process.

Whose appointment will they remember?....yours or the adviser who asked them questions directly from a fact find document OR the adviser who seemed to have no process at all......not to mention instant coffee?