Remember this country song when you are meeting with a prospect…
Toby Keith (who is not my favorite country artist), has a song, “I Wanna Talk About Me!”
Here’s part of the chorus, “I wanna talk about me. Wanna talk about I. Wanna talk about number one, Oh my me my. What I think. What I like. What I know. What I want.”
When meeting with a new prospect, if you spend more than 30 percent of the time talking about you and your products and service, you are killing your chances of making them a client.
Talking about you too early sounds self-absorbed. Even braggadocios. Either way, you have killed your credibility with the prospect.
You must establish your credibility before you meet with a prospect, so you don’t have to talk about you until the end of your meeting. Author, Dr. Robert Cialdini, talks about this in his book, “Influence: The Psychology of Persuasion”.
You must have a Credibility package that strategically introduces you and positions you before that critical first meeting. I call it your Credibility Stacking. Remember: the advisor with the most credibility WINS.
If you are attracting affluent clients through seminars or online webinars, stacking your credibility should be happening in your presentation.
Then, when you meet a prospect, you can F-O-C-U-S on them. That’s my F-O-C-U-S Prospect Meeting Agenda (if you’d like a copy, click here and tell me).
Enough about me. Let’s talk about YOU! 🙂