Approaching people you know about working together
Most advisors can identify people they know socially who they’d like as clients - for example long standing friends from university, other members at a golf club you belong to or people you’ve met through a community organization.
The challenge is how to introduce this topic without putting either you or your friends under pressure or having you seen as a glad handing, high pressure sales type.
One way to raise the subject of working together without putting people under the gun is through what marketing academics call “signalling” - sending an indirect message.
Imagine for instance that someone you know gets the following email from you:
“Dan, every second Friday I email clients who have told me they want information on what’s happening one particularly insightful article that I’ve come across in my ongoing reading and research. Given the market turmoil over the past year, clients have told me that they have found these articles very helpful. It occurred to me that you might find the attached article from the most recent issue of the Economist on prospects for the global banking industry interesting reading. If you have any questions or would like to talk about this, give me a call at xxx-xxxx. Talk to you soon. Bill”
It’s highly unlikely anyone is going to be offended by this email.
Dig beneath its surface and what signal is the advisor sending?
Very simply that he’s open for business and if the person receiving it would like to talk, he’d be happy to do so…..to read the full article, click here!
For more information about Dan Richards be sure to check out his website: www.getkeepclients.com
