Stories form the basis of how we think, organize and remember information, so if you want others to remember you, the best strategy is to give them the information about yourself in the form of a story. Telling a story is a way to connect emotionally with prospects, especially when it contains moving content and it is told with feeling. Your prospect can then empathize or relate the story to an aspect of their lives.
Three tips for telling successful stories are:
1.) Describe a situation or problem that one of your clients had.
2.) Explain how you solved it.
3.) Tell them the results of your actions.
Keep in mind that successful stories are true and told in context. Common types of stories for advisors are ones that show: how you are uniquely qualified to meet their needs; how people seek you out for your skills and expertise; and how your work has developed and improved by all your efforts and willingness to continue learning and growing.
Rosemary Smyth, MBA, ACC, is a columnist and an international business coach for financial advisors. She spent her career working at leading investment firms before pursuing her passion for coaching. She lives in Victoria, BC. Visit her website at www.rosemarysmyth.com
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