Whatever generation you’re from, there’s always a word to describe what you’ve got that someone else needs. However, there’s a fine line though between helping and selling; and social media is a big radar for differentiating between the big egos versus the big educators.
FinancialPlanning recently shared an article written by Steve Atkinson talking about the act of talking it up with your clients. If you’ve got game, then you don’t need to pitch anyone. Just go into an event and educate, that’s it.
Sounds a little scary when we’ve been told our whole life to sell, but that doesn’t work anymore. Helping is the new selling and people have to know you got game before they will start working with you and even more importantly, they need to keep hearing you’ve got game.
Atkinson talks about timeless principles and the act of helping versus selling isn’t something new to the game; it’s just new to the way many of us have traditionally been doing business all along. [We tend to be in our own way when it comes to this too.]
Successful advisors have all along been doing this form of social selling (even if it didn’t have such a nifty term before). The buck doesn’t stop with the event. In fact, the best bang for the client’s proverbial buck is the aftermath: How are you going to keep educating and staying in front of them? And, are you going to do this in a way that doesn’t drive them crazy or press them buy something / anything quickly? Patience is a virtue for a reason after all!
As you look into 2015, how are you going to help clients understand exactly what you do? How are you going to do this in a way that helps them? How can you educate clients on new or different ways of managing their money and assets?
It’s OK to tell people you have skills. It’s not OK to use those skills in a disingenuous way just to get people to work with you.
Be bigger, better and more BIONIC today!
Sheryl Brown / @BIONICsocialite