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Use Non-Intimidating Language

07:30AM Aug 05, 2008 in category Tip of the Day by AdvisorMax


The phrase, "take a few moments" is very effective because, in today's fast-paced world, where everyone perceives themselves as being too busy, that kind of language assures them their valuable time will not be taken up any more than necessary.  --Bob Burg


Despite the fact you were referred by someone your referred prospect knows, likes, and trusts, it's still easy to imagine what might be going on in his or her head. For example, "I don't want to be bothered by some financial advisor," "I don't need what he/she is selling," or "Is this person going to try to 'hard-sell' me?" So, let’s make the process very non-intimidating for the prospect and very comfortable for you.

You:  Mr. Prospect, this is Pat Thomas. We’ve never met but I believe you know Tom and Peggy Gallaso.


Referred Prospect:  Yes, I do. We're good friends. How are they?
You:  Great. In fact, I was just visiting with them and your name came up in conversation.


Referred Prospect:  Oh?


You:  I'm with {firm} and Peggy and Tom are valued clients of mine. They spoke very highly of you and felt you might benefit from some thoughts and suggestions that have proved to be of value . . .  Of course, Peggy and Tom didn’t assume you'd be interested and, personally, neither do I. However, they felt it could be very beneficial, and thought you might like to take a few moments to meet.





Can you imagine a less threatening way to approach someone on the telephone? With total posture and confidence, you've just told your prospect she might not even be interested, so there's nothing for her to feel defensive about. The phrase, "take a few moments" is very effective because, in today's fast-paced world, where everyone perceives themselves as being too busy, that kind of language assures them their valuable time will not be taken up any more than necessary. Putting your referred prospect at ease, both in the lack of pressure and lack of time infringement will help you to much more effectively set up the appointment. And then you can help that person derive the benefits from your exceptional knowledge and service.

-Bob Burg, in AdvisorMax expert forum "Endless Referrals"

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