Dialogue is an art. By communicating with others, we can get the information we want and the ideas we want to convey. As financial planners, we can complete our performance appraisal through good communication. But communication is not only an art, but also a technology. How to communicate to capture the "heart" of users?
Learn to listen
Before communication, the first thing a financial planner should do is to learn to listen. By listening, we can quickly understand the user's needs, whether he wants to increase or maintain the value of assets, risk tolerance and existing asset allocation. These are the information that we can get accurately after learning to listen. Only by understanding these problems can we prescribe the right medicine.
It is worth noting that listening not only means listening, but also needs feedback. Therefore, in the process of communicating with users, financial planners should not only listen carefully, but also listen attentively. If the customer's needs are not clearly expressed, the financial planner should also ask questions in time to ensure that the user needs we get must be the real needs of users.
Maintain equality
The relationship between financial planners and users is not only a cooperative relationship, but also a friend relationship. When they communicate, they have equal status and equal right to speak.
In every communication with users, financial planners can only reach a consistent opinion and understanding with users with our professionalism after learning to listen and understand the real needs of users. However, when customers question our suggestions in this process, we should also accept them gladly. Customers are equal to us, and they have the right to accept or reject any suggestions we make. When users ask questions, we should keep a realistic attitude and objectively state the purpose and consideration of our proposal. After defining our starting point, it is up to the customer to decide whether to adopt or reject it according to his actual situation. Of course, no matter whether the users have doubts or not, we should maintain a professional attitude towards customers in the later period to ensure that every communication between us and users is effective.
Be honest with others
Although the ultimate goal of financial planners is to sell products to users, we should talk about "honesty" in addition to "money" with users. All relationships need long-term management and maintenance, and it is particularly important to treat others sincerely when maintaining relationships.
In the process of maintaining users, our sincere attitude will make customers feel that they are respected and understood. As long as we always treat each other with sincerity, users will be moved by our sincerity over time, so it is relatively easier to maintain new users or develop new users through old users in the later cooperation.
Be sincere, in addition to attitude, and every conversation with customers should be sincere. Most users don't have the knowledge of financial planners, so financial planners are not only salesmen of wealth management products, but also their main reliance when managing money. Therefore, when introducing related products to users, we should truthfully inform customers of the risks and benefits of the products. If we know some professional problems, we just know. If we don't know, we just don't know. You must not send the wrong information to the user to save face, so as not to cause losses to the user.
Communication with users is a long process. Only by learning to listen, learn to be equal and learn to be sincere in the process of communicating with users can we better capture the "heart" of users.
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