Sidney C. Walker
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June 2008

How Do You Connect with Your
Prospect or Client?

by Sidney C. Walker


The initial interview sets the stage for how the relationship will develop.

A connection with the prospect or client comes from building rapport. Building rapport is result of finding things in common. The more you have in common with your prospect or client, the deeper the level of rapport will be.

Small talk in the beginning of an interview can reveal things you have in common. Maybe you went to the same high school or college. Maybe you belong to the same church. Maybe you both have children that are similar in age. Maybe youíve been to the same location for a vacation. Maybe you have similar beliefs about how to make the most of your money. There are endless possibilities in the categories of people, places, things, ideas, and beliefs.

The most powerful level of rapport is created by shared feelings. This is why it is so important to take away any sales pressure in the first meeting so your prospect/client can relax and open up. The best way to do this is to tell people that you are there to help them make educated decisions that feel right to them. This actually includes not doing anything if that is what feels right. This relationship is not about you trying to talk them into buying something. You will be able to see people physically relax if you are sincere.

The first meeting should be you interviewing them not a pitch about what you do. Not a clinical, boring factfinder either. The interview needs to be alive and interesting for the prospect/client. It needs to be about whatever is of interest to them. If your prospect/client has a positive experience in the first meeting, they will want to do it again.

Ask them lots of questions. Find out why they agreed to have the meeting. Is there something related to their finances that is keeping them awake at night. Find out everything you can about what they have done with their money, how they feel about it and what they want that they donít have. If you help people figure out what they want that feels right to them; they will most likely buy something, be a client for life, and give you referrals because of the way they were treated.

Connecting with the prospect/client is about getting to know them, understanding their wants, their dreams, their motivations. The more they share about how they feel about what is important to them, the deeper the connection.

Focus on the connection and the sale will appear. There will be something your prospect or client needs or they would not be talking to you. This is a life changing approach for both you and the prospect/client! This is the most fun, most rewarding, and most profitable way to approach people.

If you want to become more skilled at this approach, I will be doing two PREVIEWS for my upcoming Selling Without Wrestling Teleseminar Sales Training. The four-week training starts July 14 and ends the week of August 4. So there is plenty of time left for vacations in August. Watch your emails for announcements and get yourself ready for a big 4th quarter!

Have a productive June,

Toll-free: 877-985-3297 - Coaching info, buy books, eBooks, CDs - How to "get on a roll" selling financial services. - Free preview of Sales Training
- Detailed Sales Training description - Custom greeting cards at 1/3 the cost. Signup for a Gift Account and you can send out 4 cards from my account, postage included.

Sales Performance Coach to Financial Advisors



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