Are You Perceived as a Salesperson or Consultant? When your clients talk about you with a friend of theirs do they describe you as someone who sells investments or as someone who is a financial consultant?
As you know, a salesperson asks you to buy something and a consultant asks you to buy into a meaningful relationship. The way you communicate and conduct yourself with your clients helps you determine how you are positioned ~ salesmanship vs. stewardship.
At Pareto Systems we talk not only about the importance of consistency but also about the importance of congruency. The definition of congruency is: the quality of agreeing; being suitable and appropriate. In other words ~ you do what you say.
Of all the forms of communication you have with your clients, sending a card to pay tribute to a moment-of-truth can define your relationship. I’m sure you send cards on the following occasions:
- to welcome a new client
- to say thanks for a referral
- client birthday, anniversary or other meaningful milestone
- seasonal cards
The key is your phraseology in the cards as it impacts your congruency. For example, when you welcome a new client, don’t write “thanks for the business.” Instead recognize how much you value the relationship. Make an observation about something they revealed about themselves. For example, write “I really enjoyed meeting with you today. I’m looking forward to a great relationship and I loved hearing about your new boat. Welcome aboard!”
A salesperson pays tribute to the productivity (the sale); a consultant pays tribute to the activity (the relationship).
This brings me to the concept of recognizing a referral. In your cards, don’t write “thanks for referring your friend.” Instead write “thanks for introducing me to [friend’s name].”
One final note on sending cards – ensure that your personal, hand-written cards have both impact and shelf-life. People sort their mail over a garbage can. If your cards are basic or boring you might as well throw them in your own garbage can and save the stamps because they will be dismissed. Instead send cards so nice that the recipients can’t bare the thought of throwing them away!
The cards at lavishcards.com will set you apart from anyone else. They are stunningly beautiful and produced on the highest quality of paper. They have an amazingly diverse selection of beautiful photographs.
Several advisors who have used Lavish Cards tell us that their return on investment has been exceptional – in terms of positive feedback and new business. These cards will stop your clients in their tracks and help strengthen your relationships. Give them a try and put them to the test.
Sign up for the Pareto Academy
For complete information on the Pareto Academy click here. To become a member of The Pareto Academy For Practice Management self sign-up on our website, call Scott Simpson at 1.800.625.6850, or email firstname.lastname@example.org
Pareto Systems has taken the time to source and highlight a selection of well-priced, unique client gifts and items for you choose from in our Client Gift Guide section of our website. Client gifts made easy. Check it out!
Join Co-CEO Duncan MacPherson and Stewart Vanderheide from Pareto Platform CRM December 11th at 4:05 pm EST as they outline how a Client Relationship Management System can help you be compliant, attract and keep great clients while improving profitability and efficiency. Click here to register for this webinar.