Whether you sell auto and home or life, health and annuities, it's always much easier to talk with someone who, prior to meeting with you, has already formed a positive impression of you and a reasonable expectation of your value.
How you prepare your clients, prospects, leads or referrals before meeting with them is just as, if not more, important than what you do during and after your meeting.
Are your clients, prospects, leads or referrals in a receptive frame of mind when you meet with them? Are they anxious to talk with you about a particular need or problem? Or are they cautious and reticent because they don’t know what to expect or if you are completely trustworthy? Are they mentally and emotionally defensive, preparing themselves to resist any attempts of persuasion?
Presell the need or the problem — Not the Solution:
Even our clients — those who know and trust us — respond better when prepped for the topic of discussion.
Seminar audiences also get much more from a presentation when they know what to expect and are in the right frame of mind to listen and learn without any negative preconceptions.
How do you prepare your client or prospect for a meeting? Do you send them an agenda of what you'll discuss? Do you ask them to read some sales literature, product information, or complete a questionnaire? Do you have them gather personal or financial information?