What are the Top 5 Things People Use to Decide Whether to Engage Your Service… or Not?

In recent research, buyers of professional services were asked, “What are the most important things consultants and professionals can do to influence whether you work with them or not?”

Their answers were surprising…

36%     Said Communication

22%     Said being Effective at providing solutions

17%     Said Costs

17%     Said Experience

17%     Said Personal characteristics like honesty and friendliness

That is terrific news if you leverage it.  You have ABSOLUTE control over how you communicate and less control over things like cost and your experience level.

So, let’s touch on how these buyers identified good communication, in order of priority:

  • Follow up
  • Being a Good listener
  • Clear and concise conversation
  • Gets back to us in a timely manner
  • Answered my questions and did not evade
  • Asked good questions

How would you grade yourself on these characteristics… better yet, send out a survey to your clients and have them grade you!

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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