Thursday, April 29, 2010
Certainly, you intend to go into your wealth management sales presentation with a credible (and verifiable) professional history. That's key, we've talked about it over and over (remember the "five questions" the potential client must have resolved? "Why this source?"). In this day, potential clients have many sources to verify your background between your appointment-solicitation and your visit. The "new" media shouldn't be overlooked.
My guess would be that most of you have Linkedin profiles. If you don't, do it NOW. More and more people use Linkedin as an informational source and if you're not in the game, you can't play. And, do it completely. Spend time reviewing your history and crafting a well-written and persuasive (honest) profile. List your accreditation and your associations. Savvy potential clients (and you want them savvy) do their homework beforehand. Many will check you out on Linkedin and Facebook. Yes, Facebook.
Facebook's not just for kids
The fastest growing demographic segment on Facebook is...women 55-65. So, if you think that Facebook is only for your kids, think again. And, yes, your kids may razz you about having a Facebook page, but it's necessary. Or, they may think that "finally, Mom (or Dad) is finally getting some cool."
Linkedin for sure. Facebook, too.
What about Twitter?
I could be wrong, but I believe that Twitter is a fad and not a trend. Why? First, it's the social platform with the most churn (sign on, don't use), then, too, the message limitations are so severe that it doesn't serve as a "rich" medium. Why not just text? Easier and quicker, too. Finally, in a study we recently completed of 308 college students here in St. Louis, Facebook was the regular source for 93% of the students, while Twitter was but 1%. Finally on Twitter, I understand it's highly geographically preferenced, so what's true here may not be true where you are. Just my thoughts, but it's my blog and I get to say so.
So, be credible before you go into a sales opportunity. It's not an option.
(Next post: Multi-generational sales opportunities)