Inner Circle News

Welcome to the AboutPeople Inner Circle 

In this issue:

Six Ways to Demonstrate Credibility

The Power of Getting Into Print

Referral Tip

Quotes Corner

Six Ways to Demonstrate Credibility

Credibility answers the “Why” questions.  If I'm the advisor and you're the prospect – why would you want to talk with me? Why would you want to do business with me? Why should you trust me? If I answer those questions by talking, it sounds like boasting. But, if I demonstrate it - rather than talking about it - you get to see that I live up to the promise.  Here are some of the ways we demonstrate (prove) credibility:

1. Credibility Introduction – get someone who already has credibility with the prospect to introduce you. Provide him with suggestions and information on how best to position you.
2. Leverage existing relationships - Identify who you know that your prospect knows and already perceives as credible. Bring them into the conversation.
3. Use third-party articles from credible sources that reinforce your product, philosophy or methodology.
4. Use specific, closed-ended questions to demonstrate your competence and credibility (rather than merely claiming credibility).
5. Show your credibility by showing respect - Respect for the prospect’s time, ideas, values, accomplishments and personal space.

Publish! This is the sixth and perhaps most important way (by far) to demonstrate your credibility.  Many people can sell, but few can communicate.  Many can list complex ideas, but few can simplify complex ideas. When you publish a book, white paper and article - that is the fastest way to prove your ability to communicate effectively, and that you know what you’re doing.  For the past seventeen years, we have helped our clients get articles published.  And, because we own a publishing firm, we publish their books and white papers.

Go beyond. Can you name the exact bit of knowledge that your target market wants to learn right now? That is the topic of your next article, white paper and book.  Can you determine how they need you to structure your conversation and presentation to them?  That is the first lesson in our Credibility Coaching.  The two go hand in hand to show you as credible.

“The cornerstone of your ability to persuade – what it all rests upon is the level of credibility you have with the other person. When you speak, do they believe you? Unless they do, there is no possibility that you can get them to do what you want them to do.”

--Roger Dawson – Secrets of Power Persuasion

The Power of Getting Into Print

One of the best ways to build credibility is to get into print. The majority of humans are visual. They believe what they see in print – more than what they hear.

The written word will validate our beliefs. It will give us tremendous credibility. This has been a part of our culture since Moses came down from the mountain with the 10 Commandments written on stone tablets. The question for you to answer is:  what written document gives YOU the most credibility?

Picture a table. On that table are typical marketing and identity items: product brochure, company brochure, audio business card, website, newspaper ad, mission statement, Power Point presentation, magazine article, a book.

Which one would you trust the most? Which one would you pick up to take with you? Which one carries the greatest credibility?  It sure as heck isn’t the newspaper ad or brochure. The correct answer is the book.

The Book. The book is the most credible medium on the table. It takes so much effort to put a book together that people tend to believe them. An author is perceived as an expert. This is especially true if you work with Seniors. 

If you know enough about your subject to write a book, you probably are an expert. So, picture yourself going into a meeting and handing your prospect a book and saying, “I’d like to give you a copy of my new book. I autographed it for you.” Think that would make a positive impression? Think it would make a more positive impression than simply handing someone a bland, white business card? Think you would pick up some credibility? The answer is a resounding Yes!

How to Get Published - the easy way.  We spent years researching what consumers what to see from their financial adivosrs.  The, we created the books based on that and put them into a form so our clients could be listed as the authors.  See those book covers below?  Those are some of the books we publish for our clients.  Want to increase the velocity of your success?  Get published.  Want to do that the quick and easy way?  Call us right now.

Click Here to Learn More About Credibility Marketing

   

 

YOUR REWARD. Save $200 on your own Credibility Marketing book! AboutPeople has created several semi-customized books for financial professionals. See the list below, then call us to learn how you can become an author of a book that will bring you amazing credibility! We are currently offering these 3 titles:

Plan, Protect and Preserve – 6 X 9, 179 pages, perfect binding. This is a more traditional look at protecting assets. It is ideal for you if you work with seniors because it demonstrates that you understand the problems they face in protecting their money and assets.

Your Plan Your Life – 6 X 9, 80 pages, perfect binding. This title is more life planning focused and includes a variety of exercises that will help clients identify their dreams, passions and values, then link them to your work as their financial advisor.

Transition Planning for Business Owners – 8 X 11 ½ Spiral bound, 40 pages - this title is ideal for establishing credibility with business owners. It provides important insight into the many things business owners need to think about as they move toward retirement.

 

Referral Tip 
What’s the key to getting referrals? It’s really pretty simple. Be referable and give referrals back.

Become what you seek. If it’s referrals, then become the kind of person you want your clients to be - i.e. someone who gives referrals.  Demonstrate on a regular and consistent basis, what giving referrals looks like.  Teach your own clients how to give referrals by giving referrals to them.

 

 

Quotes Corner
"Every single person you meet has a sign around his or her neck that says, 'Make me feel important.' If you can do that, you'll be a success in business and in life."
- Mary Kay Ash, Founder, May Kay Cosmetics

 

AboutPeople
(509) 465-5599
1503 E. Riverview Dr.
Colbert, WA 99005

www.AboutPeople.com
michael@aboutpeople.com

 

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