For decades we've all strived to create the perfect sales process. We stage our offices, dress the part and rehearse our questions and scripts. We spend a lot of time thinking about how we'll get the prospect to engage with us in the sales process and take the journey to becoming a satisfied client.
But what if all of these steps are in vain? What if all the preparation in the world did you no good because no prospects ever came through your office door to meet with you? Sounds like a nightmare right? The truth is, this could become reality for many producers if they do not wake up and realize that the sales process starts long before the prospect walks through the door for the first time.
In decades past, the above approach was sufficient. However, in today's marketplace, the relationship-building process takes place long before the first meeting, and it's happening online. On the one hand, this is not surprising because as consumers, we know this to be true. You have begun your search for new products and services online, probably even in the last 30 days. And yet, what is surprising, is how few advisors are adapting to this fact. They are not implementing marketing strategies to capitalize on this new trend in prospect buying behavior.
"What do you mean, Brandon? How in the world would I begin to script and implement a process for engaging prospects online?"
Great question! Consider this: What if the process you've used for years that unfolds in your physical office took place online, in your virtual office as well? What if you greeted and connected with prospects in the same way, and even offered as much value as you do in person? How?
Here are two tips to better engage prospects online:
1. Use video to make an instant connection.
