“Skills Pay The Bills”: Mastering The Art of First Meetings with New Clients
First impressions count so the old saying goes, and the first meeting with a new client is probably the most
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firstmeeting
The Value For Clients
Last week I looked at how clients think about you, your services and your value. I also covered the importance
Read moreFirst Meeting Mistakes: The Round Up
Summertime Selling Skills Over the last 9 weeks we’ve covered the biggest mistakes advisers make at first meetings. Whilst each
Read moreDon’t Do Things By Halves
First Meeting Mistake 9: Doing the perfect first meeting…to only one person You conduct an exemplary first meeting. You are
Read moreFirst Meeting Mistake 7: Not Asking Searching and Interesting Questions
I believe that asking great questions equals easier selling. But what makes a great question? It’s a question that lets
Read moreFirst Meeting Mistake 6: Committing The Client To All Three Phases
In the example fee dialogue discussed last week, I recommended outlining all three fees in a short and sweet way. For
Read moreFirst Meeting Mistake 5: Fluffing The Fee Discussion
If you have done the questioning, listening and dangling well, it is a simple next step to say…”and to do
Read moreKnowing When (& What) To Dangle
Summertime Selling Skills We’re almost at the halfway point in my Summertime Selling Skills series, where I dissect and comment
Read moreAre You A Vampire Adviser?
Summertime Selling Skills Here we are on week three of my Summertime Selling Skills series, where I discuss the top
Read moreYou Talk Too Much
Summertime Selling Skills Throughout August and into September I’ll be bringing you a Summertime Selling Skills series all about the
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