Know you – Like you – Trust you: 3 important aspects of sales (and life).
Lovingly known as “KLT,” these are 3 of the most important things that people in any type of sales need to know. Typically, these 3 things happen in order.
First, someone starts by getting to KNOW you and feel comfortable sharing (sometimes very personal) information with you. Perhaps they heard about you from a friend who had a great experience, or met you at a workshop where you talked about ways you can help people like them. They’re certainly not ready to do business yet, but we have to start somewhere.
They then begin to LIKE you because of your personality, sense of humor, and demeanor. They’ll know when you’re blowing smoke, so make sure this is genuine! Do you genuinely care about their experience, their happiness, and their satisfaction… or do you just hope they’ll like you so you’ll have a better chance at selling something? Be honest with yourself here — it’s this kind of introspection that will help you to identify the lack of authenticity in your business. Simply put — people do business with people they like.
Finally, they grow to TRUST that you have their best interest at heart and can help them accomplish their goals. People don’t buy from you because you have a cool gadget or service. They buy from you because of how they think they’ll feel after making such purchase. Building the trust and confidence in your professional relationships is so critically important. Without trust, a financial professional will flounder and wonder why nobody buys.
Are you nurturing each of these phases and giving your prospects a reason to become your clients? Once they become your client, are you reinforcing each of the KLT factors to strengthen your relationships?
Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.
Ready to get started? The ProFeds Bootcamp is where all of the magic begins! This training program is limited to the first 10 financial professionals who qualify, so reserve your seat today! CLICK HERE for details about our next available class.
About the Author: Chris Kowalik, founder of ProFeds, is the industry’s leading business coach for financial professionals who specialize in working with federal employees. She is a frequent speaker for financial services firms and federal agencies throughout the country.