MUST READ BUSINESS TIPS Your Systematic Attention Plan to get more CLIENTS If you want people to do business with you, it is extremely important to generate high level of interest in people for your offerings. Your job is to draw people’s attention by constantly communicating “How can you be of help?”. In this article I am going to share with with 4 principles which will help you get more attention from your prospective clients. I will call it your Systematic Attention Plan. getting attention from clients When you meet new people – you have to design your conversation in such a way, that it leaves deep impact on them. It is a fatal mistake asking someone to become your client just like that, without any context; instead you have to do something special that generates high level of interest in people to become your client. For all this - go slow and follow the simple principles that I am going to talk about. 4 principles of Systematic Attention Plan 1. First Talk about pain points In my experience people are always more focused on problems, than solutions and outcomes. Become a good problem solver and talk about their pain points, help your potential client to figure out what exactly they are dealing with. With the help of right kind of questions asked to prospects - you can always get your potential client to get in touch with their pain points. People love to do business with only those who help them to identify their real pain points; this generates high level of listening in your potential client. 2. Offer Solution Once the pain points are identified, you have got a little buy-in and he/she is now open to listen to the solution that you have to offer. Pick their one biggest pain point and let them experience power of your advice and show them how you can help them to add different dimensions to their financial life. If possible also, share similar stories on how you helped other clients who were in same situation. 3. Share Stories At the end of the day we are all story tellers and stories are something that people can always relate with. When I am on call with my potential client – I always share my story of how I got into advisory profession, our experience of blogging, experience of writing books on personal finance and how did we started our journey as a financial planner and what is our commitment for investors. Your story has to help your potential client to paint a vivid picture in their mind about their financial future and something they can emotionally connect with. Stop selling features, benefits and certifications instead share your story or your past clients success story with a lot of commitment and conviction with every person you meet or interact with. This is one of the best ways to draw people’s attention. 4. Showcase Information People are always looking for more information. After they hear your story – they expect you to share more information with them. They want to know more about the process that you follow or want to know more about your work so far. You can divert them to your blog/website where they can know more about your work and they can also read past clients testimonials, share an e-book or your best work with them so that they get absolute feel of your work. Provide ample information to your potential client as this will act like cherry on the cake. Don’t be stingy in sharing information; share your best work with them. This is the last step of your systematic attention plan. Once this is done give space to your potential client to take a call. Systematic Attention Plan (SAP) When you meet new people they are keen to know – how you can be of help to them. Every person you meet is an opportunity for you to apply systematic attention plan so that you can grow your client list. Thanks to D.MANIVANNAN MBA. Senior Business Associate, CBO XXII, LIC of India,
Posted on: Wed, 11 Sep 2013 10:50:45 +0000