What Not to Say When Asked, “What Do You Do?”

Posted by adaniels in Blog on October 25, 2012

Some financial advisors may need a new elevator speech, WealthManagement.com writes. The article says that “answering basic questions about value proposition continues to challenge so many financial advisors.” That means being able to answer simple questions about who you are, and what you have to offer. Here are some of the areas that WealthManagement.com says raise red flags:

  • Reciting a mission statement: This can “activate the sales alert antenna,” the article says, and can end up causing harm.
  • Putting on an “I’m smart” act: While advisors are generally smart, it is not smart to try to sound too complex with obscure jargon. It could potentially be a turnoff to your clients.
  • Acting like “I really care”: This should be “a given,” the article says, like having good hygiene. Some read “I really care” as a sales pitch. Show, don’t tell.
  • Communicating “I’m different”:  Give a normal response. You potential clients won’t like an answer that comes across as silly or weird.

Instead, when asked what you do, keep in mind that half of the people aren’t even listening to your answer. But you don’t want to answer it in any of the above ways, or it will raise red flags. In addition, communicate with good body language, not just words.

Written by Lisa Swan


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