Know-How Exchange : Customer Behavior

Dear Alasky,

Mr. Cart? Meet Mr. Horse.

Right now, people are a little gun shy about financial
organizations.

And who can blame them.

Before you can persuade people to take action you've got to
create a relationship with them.

No one's going to do something just because you ask them to.

Why?

Because they want to know what's in it for them. This means you've got to offer people something. Something they value.

Something they need.

The trick to cementing your relationship is to keep offering them more "somethings". This way, you build your relationships one brick at a time, over time.

Only when people like you, trust you, and value your input will they consider tacking action (meaning, buying something from you).

I hope this helps.

Gary Bloomer
Wilmington, DE, USA

I see an enormous problem right from the start. It's in your HEAD. Or the 'head' of your company.

You state:

I am working at a financial advisement company and we do not sell advice

That's like saying " I work for a shoe company that doesn't sell shoes" or " I work for an ad agency that does not help clients to prepare ad's".

Are you afraid to sell advise?? or you just don't have any meaningful advise to sell?

What exactly is 'direction'?

Then you should say, 'I work at a financial direction company" :))

From many years of experience in consultative selling, I can tell you that selling a product is almost always easier than selling advise because it is tangible.

Selling advise is hard but it can be done if you have the best reputation for good advise.

Selling 'direction'?? Wow, if you can get someone to pay for that, then you are a genius :))))

My ADVISE - which I offer today for FREE.

Stop dancing around the issue and trying to pretend that you are not selling advise and trying to disguise it as something else.

Take the bull by the horns and get out there in the market and SELL some GOOD SOLID FINANCIAL ADVISE. if you have some to sell.

If you don't have any advise to sell, then close the Damn business and go do something else :)))

Good luck,

Matthew