1. On being likable…
When people like you, they naturally want to interact with you. Many want to connect with you and support you and are willing to give you their time in order for you to convince them to become your client.
Likability is driven in part by familiarity. This means that the more people that see you, the more they will tend to like you. This is a very important reason why it is important to build visibility in your target market.
There is a lot being said about “Social Media.” Facebook, Linkedin, Twitter, etc. To be likable on social media, it is definitely important to be open about the thoughts and beliefs that best support your brand or whatever you are selling. This doesn’t mean that you should share everything. It means that you share knowledge, insights, information, and other tools which might help people know who you are.
When they feel that they know you, they will decide more easily to like you. Be modest. It is easier to like a person who is modest about their success, a person who has character, and who follows through on their promises.
Ask yourself the question, “How likable am I now?” What could you do to become even more well-liked in your target market? What can you do to become more familiar with the individuals you want as your clients?
2. On being consistent…
I’ve often had experiences when dealing with businesses that were very negative. One time the experience is good, and the next time bad. Why?
I often use the phrase, “Repetition is Reputation.” When you are consistent, you build the trust of individuals.
Influence is built on consistency. People like knowing what to expect. You can wow them or over-deliver, but do it consistently.
Make it easy for potential clients to understand who you are and what you do, and they will be more likely to say “YES” when you approach them.
3. On standing above the crowd…
Virtually every insurance professional has specific goals they are striving to achieve. These can include everything from increasing their market share and sales, to reducing operating expenses, to streamlining the practice, to being creative and taking share from the competition.
Here’s a thought:
Invest in the time to learn the key objectives of each of your clients. Then, determine how your products or services can help them achieve their targets. In some cases, you may not be able to help them, but you might be able to recommend them to someone else who can assist them. When you do this you will be recognized and remembered.
The more you can help them achieve their goals the more valued you will become.
“Under promise and over deliver”… This has been my motto for the last 40 years. As old as this expression is, it is still one of the best ways to stand out from the crowd.
Far too many people make commitments to their customers and fail to follow through as promised. It is easy to fall into this trap, especially for service-oriented occupations.
We have every intention of delivering on a promise but often, unexpected circumstances crop up that prevent us from doing so. While this is acceptable by most people, once in a while, frequent occurrences will drive your clients to your competition.
Helping your clients first will help you grow in the long run.
Let me know your thoughts.
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