What’s your secret?
Khamis hari tu conduct 1 day training untuk private bankers / sales advisors for one of the banks dkt Malaysia ni. Batch ke berapa pun dah tak ingat dah. Topic dia, attracting and retaining high networth clients (lebih kurang la)…
Salah satu soalan yang ada seorg participant tanya (CFP / CMSRL holder), what’s your secret in practicing as a licensed financial planner? Soalan ni sebenarnya banyak dpt dari planners both dalam dgn luar WVA.
So apa dia sebenarnya my unique selling proposition (USP)…
Kalau dengar dkt orang Sales ni diaorg mesti bgtau jgn dengar cakap Rafiq. Betul kan ?
” I don’t meet people dengan mentality to close. “
Huh? Ko bukan bidang sales ke? Kenapa tkde mentality to close? Tu lah, aku cakap mmg pelik sikit. Korang x caya.
Apa maksudnya sebenarnya? Aku jumpa orang sebab nak kenal, sebab nak create awareness. Aku tak bukak laptop, bawak form, etc kalau jumpa orang first time. Kalau gi kenduri ker, bday party ke yg client or org jemput pun, bisnes kad pun x bawak (kalau ada pun yg terselit dlm wallet).
Kalau ko x plan nak close, mcm mana boleh dpt client? Tu yg peliknya. Mmg aku x plan nak close, tapi aku plan nak build relationships. Dpt client ke tak, itu belakang cerita. Once you’ve build the rapport, the other person will warm up to you as a person and they will be more interested in you including what you do.
Masalahnya, aku tengok ramai yg jumpa prospect, terus bukak laptop, keluar brochure, fund fact sheet, or terus gi sales pitch. Orang tu tak sempat nak kenal ko, terus ko push sales. Basically ko dah set first impression yang ko hanya interested in what they can give to you, ie a source of income.
And benda tu akan berterusan setiap kali jumpa, sebab ada benda nak ‘jual’. Lama2 klien tu malas nak respon to msg or nak jumpa sebab setiap kali jumpa sebab korang nak duit jer.
Agak2 kalau prospek tu HNW, dia akan layan tak? Tepuk dada, tanya selera.
Aku jumpa klien kadang2 tk fokus pn pada their financials. Fokus on them and their life, ie family, work, friends, hobbies, etc. Financials ni plays a supporting role to that, instead of the main focus. Kadang2 jumpa tu, bual2 kosong jer, laptop x bukak, form tak bawak. Tapi dpt info2 penting yg dpt bantu aku tweak on how do i manage their financials better.
Will this work for you? Ntah ler. Sanggup ker mungkin x dpt income? Kalau siapa nak cuba, silakan. Bukannya patented pun. Basically, senang cerita, aku layan orang, mcm mana aku nak orang layan aku.