Advisor Best Practices | Cold Calling
Cold calling. If you’re over the age of 50, it’s probably how you built your business. If you’re still reading this, then you probably think it could still be effective. It is, particularly with tax-exempt securities. Statistically, when opening new accounts, the close ratio for selling a specific product is 63% higher than for selling a service. Identifying your target market, referring to challenges clients face, and describing the outcome you can help them achieve will separate you from other advisors. Quite frankly, cold calling is not a selling activity. It’s a proactive, interactive marketing activity.
Take a look at what Sandler Training says: Cold Calling is Not Selling