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Are You Leaving Money on the Table?
Many of our financial clients are involved with raising money for Venture Capital, Private Equity and Hedge Funds, as well as to manage the prospect's wealth for future growth. We refine the message so it:
- Is focused and succinct, because attention spans are quite limited;
- Communicates quickly and powerfully the client’s unique sales proposition (USP); because there are so many other companies offering the similar opportunities;
- Builds confidence in the management team, by establishing the credibility of its proprietary process for building value for clients.
After everyone likes the new, compelling message and the way of presenting it to clients (e.g., sometimes we prepare two complimentary presentation pieces - one to present and one for reference purposes), then we coach the presenters on delivery skills so they come across as confident, exude enthusiasm, and establish a trusting relationship with the prospect.
At the end of each consultation, we raise two related questions. How much money are you leaving on the table? How do you plan to encourage the prospect to do more - add to this investment opportunity, engage in other company offerings and encourage colleagues to begin working with your company?
Many of our clients offer multiple financial products and services; the investment they seek from a prospect represents just one of them. In addition, the capital involved often represents only a small part of the total capital available for investing. Therefore, once the first investment has proven itself to be successful, the client has the opportunity to introduce the other financial products and services, and build their relationship.
The key is to have a strategy for introducing these other financial products at the right time. Introducing the whole portfolio at the beginning is a mistake, because it confuses the prospect and diffuses the power of the initial presentation. The key is to have a strategy which will encourage more clients, to make more investments, and make more referrals to other potential investors. These three goals can be accomplished through an ongoing, brand building, information-focused marketing program, which may include public relations (e.g. public speaking and white papers) and on ongoing communications program.
For more information on what may work best for your firm, contact us at Target 3 Communications: 646-827-0009 or Marketing@target3.com.
NEWS
Digital Risk, the next generation provider of risk mitigation services, exhibited in June at the 7th Annual Predictive Methods Conference in CA. For more info, visit: www.digitalrisk.com.
ICSC (International Council of Shopping Centers) completed its third SuperMentoring Cycle. For more information on this program, and how it helps Mentees, Mentors and the Organization, contact Dr. Cahn at jerrycahn@presentationexcellence.com
Third Eye Inc., which produces portable surveillance systems for companies concerned with the safety and security of their employees, added a video on its Security Alert Tracking System (SATS) to its website. Visit: www.3eyeinc.com
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During this program we'll practice by delivering your own presentation, and getting feedback from video & group. To promote your company, service or product - and your career, don't miss this workshop.
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