Opening The Relationship…

In the past, there was an expression in sales called ‘closing the deal’ – “you gotta’ close the deal” etc.

However, a guru sales expert, successful entrepreneur and mentor of mine Paul Dunn always talks about: “opening the relationship”.

At Blackwing Profit, we’d like you to take on that way of thinking.

Here’s why… A client saying yes to your financial planning advice is not in any way an end – i.e. a ‘done deal’, instead it is hopefully, just the beginning of a long and fruitful working relationship.

• Your relationship with your client should be predicated on what’s possible during that long term relationship. As a result, your intent should be to:
  Add value to the client where they can see from the first touch point the value they will receive and the benefits of working with you
• Be sure there truly is a match for what we have to offer and what they need
• Lay the foundations for your work and that relationship together
• Build trust and rapport and finally
• Make it easy (aka a “no brainer”!!) for your clients to say “yes”

So with that in mind…, i have a question for you….

Are you opening or ‘closing your financial planning relationships…? It’s an interesting question…