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Posts Tagged ‘Client Meetings’

Six questions to create your value proposition for 2019

Soft-skills-online

This week I had the honour of presenting at the Elder’s Conference in South Australia where I spoke on the importance of sharing your value proposition with prospects and clients. I truly believe we are very fortunate in the financial services industry. The value we provide our clients as a financial advisor, broker or agent…

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Are you missing opportunities to upsell and cross-sell

upsell and cross-sell

Are you missing opportunities by not having a more meaningful conversation with your clients? When faced with the pressure to increase sales it can be easy to focus on generating new business and miss the opportunities to have a deeper more meaningful conversation with your clients and uncover more needs. Upsell and cross-sell should be…

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Do you know what your True Conversion rate is?

conversion rate

Do you know what your TRUE conversion rate is? I often ask this of financial advisers I work with and they usually come back with a confident answer of “I convert 80-90% of my sales meetings”.  But when we plug the real figures into a calculator the reality is, it’s a lot closer to 40-50%…

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Having More Meaningful Conversations

Meaningful Conversations

Welcome to key #1 in the 6 keys to high performance financial services email series! Having More Meaningful Conversations For a long time now I’ve realised the importance of having meaningful conversations with clients. When you connect with customers on an emotional level you go far beyond what typically happens in a normal sales conversation. For…

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Preparing for your client meeting

Preparing for your client meeting

While we have discussed the importance of frameworks when it comes to sales and service success, it’s important to also focus on the human element on your client meetings. These face-to-face interactions are incredibly valuable to clients and are the key to building lasting relationships. Though in order to have productive and meaningful meetings with…

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