by Tony Vidler
A curious thing has happened in recent years with professional advisers: in all the busy-ness and professional focus many are neglecting a simple (but vital!) thing:
They are forgetting to create a conversation that engages people.
As advisers we know so much…often very important stuff…and sometimes brilliantly clever stuff…but it just isn’t interesting stuff in the first couple of minutes to folk.
Of course much of our knowledge IS incredibly interesting really – at the right time. But most people don’t really care how much you know at the start. Most people want to know whether you care and understand their world before they care about how much you know.
So if you are to convert potential customers into engaged clients you have to create a conversation that interests and intrigues them right from the start…literally getting their attention and having them say “tell me more….”
It isn’t that hard. We all have the social skills to do it. It is just a matter of being able to zero in on something that is a typical issue or problem and being able to highlight how it can be fixed easily…and people are usually very interested at that point in hearing more….the key thing is to keep it general – not personal – if you want to intrigue at the outset, and create a conversation.
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