How to create engaging conversations
Quick Tips Videos & Sales & Marketing for Professional Services & Sales Tips

How to create engaging conversations

August 1, 2018

by Tony Vidler  CFP logo   CLU logo  ChFC logo

Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult.  It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something.

 

You can engage even the most guarded and difficult prospects in a meaningful conversation with some strong technique.  “Technique” by the way is not a euphemism for “trickery”…it is just what it sounds like: a structured approach that helps people to open up when it is a struggle to get a conversation going with.

 

The technique involves de-personalising the conversation to begin with, which takes away the unspoken “threat” of exposing oneself (emotionally or psychologically speaking) as it shifts the conversation away from them, and it is a pretty easy structure:

Event…Cause….Effect.

In this very quick video I explain what these terms mean, and how to use the technique to soften conversations and help clients to trust you enough to open up and engage in meaningful conversation with you.

 

watch the video to learn more…

 

You might also be interested in this related article:
Client Engagement: The WIIFM Question Is Really 3 Questions
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