You like country music?
I do. Don’t judge.
Country artist Toby Keith has a song, “I Wanna Talk About Me.”
Here’s part of the chorus, “I wanna talk about me. Wanna talk about I. Wanna talk about number one, oh my me my. What I think. What I like. What I know. What I want. What I see. I like talking about you, you, you, you usually. But occasionally, I wanna talk about me, me, me, me, me. I wanna talk about me, me, me.”
When meeting with a prospect, if you spend time talking about you, at best, it sounds self-absorbed.
At worst, it sound braggadocios.
Either way, you have killed your credibility with the prospect.
You must establish your credibility before you meet them.
I learned this from Robert Cialdini, author of “Influence: The Psychology of Persuasion.”
What do you send to prospects in advance?
I call it your Slam-Dunk-Credibility-In-A-Box.
Doesn’t have to be a literal box. You must have a package that strategically introduces you and positions you before that critical first meeting. Or before your seminar, if that’s how you meet prospects.
You must answer the questions lurking in every affluent prospect’s mind: Are you an authority? Are you trustworthy? How are you different from every other advisor? Is it worth my time and effort to meet with you?
Credibility Staircase stuff.
Enough about me. Let’s talk about YOU!