Gaining Client and Prospect Attention in the Virtual World

About the Session

This session has been rebadged to reflect content more accurately. Research into ‘virtual selling’ shows that gaining client attention and maintaining engagement is the biggest challenge to ‘sellers’ with 91% reporting this to be somewhat or significantly challenging. We explore the shifting buyer-seller [adviser-client] dynamic of recent years, how new, complex, and risky environments present opportunities to engage with prospects and clients, and the tools to grasp the opportunities.

Objectives

• Understand the importance of close client relationships and trusted adviser status particularly in a hard market and how this may be compromised by more remote working
• Understand the research on challenges for Sellers pre-COVID-19 and in the virtual world.
• Learn approaches and methodologies to overcome these challenges and maximise the opportunities
• The importance of social selling
• Understand the use of ‘perspective’ to break client apathy

Content and Learning

• • Recap Trusted adviser status and a consultative approach
  • The ‘client apathy cycle’ and ‘the age of the customer’
  • Exceptions to the ‘client apathy cycle’ – and the presence of these situations in the current environment
  • Targeting risk takers
  • The importance of exceeding Client expectations and how to do it
  • Bringing perspective and insight to gain client engagement and differentiate from competitors
  • The importance of Social Selling