Selling is about connecting with your prospect and making him or her feel valued. This idea also carries over in the world of entertainment. Have you ever listened to a radio interview and felt like the host and guest just clicked? This connection is something you should aspire to achieve in sales. Being an interviewer can teach you important sales techniques. (more…)
I was asked by my son’s school to participate in Career Day. Like most parents when it comes to your kids, you’ll do just about anything. So, of course I said yes. My son is in the 5th grade, so my audience for this Career Day presentation would range from Kindergarten to 8th grade.
It finally hit me: how the heck am I going to connect with kids from 5 to 13 years old? (more…)
Selling to Millennials
Selling to Millennials can make you a better sales person. There I said it. And I want you to read it as the compliment it is intended to be. It is a generation that has often been maligned by Boomers and Gen X. I have to confess to some of that criticism myself.
I think every generation thinks they are better than the generations that follow. That plus a lack of understanding can attribute to cross-generational jabs. Now as a sales trainer and coach many of my clients are Boomers and Gen Xers. These same Boomers and Gen Xers are now encountering more and more Millennials in the workforce and as customers. According to the Pew Research Center, Millennials became the largest generation in the US Labor Force in 2016.
Why Financial Advisors Should Ask for Referrals
Why Financial Advisors should ask for referrals? Very simply – if you are a good financial advisor you have earned it. Financial Advisors have a great advantage over other sales people when it comes to asking for referrals. Sales people who are selling other products or services typically don’t have the opportunity to positively impact the lives of their clients and their client’s families the way that financial advisors do.
Building a larger client base should be a goal of every professional. Across every industry, referrals are the easiest and most cost-effective way to generate new business. However, if you are like many individuals, you may feel awkward asking your current clients for referrals. Figuring out the right way to request a referral will help you increase your reach.
Are you asking for referrals? If the answer is “no,” then you need to start asking yourself, “why not?”