In my last post, I talked a little bit about the learning curve that’s involved in using Skype for business related conversations. The thing to remember is that Skype not only challenges you to adapt your methods of doing things, there’s also a person on the other end of that online connection who may not be entirely comfortable with this way of communicating.
Skype consults are an appealing option for our Members who have multiple offices. Having the ability to talk online rather than face-to-face prevents a lot of unnecessary travel time between locations, but it’s important to consider which type of meeting will be most effective for each individual prospect.
Since your goal is to put your prospect at ease and assure them that you’re competent, trustworthy, and they want to retain you, it pays to put some work into preparing them for the consultation.
Keep in mind that the older your prospect is, the less familiar they’re likely to be with Skype technology, and the less comfortable they may be with computers in general – it’s likely to be a weird experience for them. Put them at ease by addressing the weirdness up front. If you can, have your referral source prepare your prospect so that they know exactly what to expect. Then, you’ll want to talk to the prospect on the phone to ensure that they’re ready and confirm the meeting.
During your phone call, you can lay out a choice:
“I can come out for a face-to-face visit with you. I plan on being there in about 2 weeks, or we can set up a Skype meeting to go through the entire conversation. If we do,
- We’ll need to have both spouses there,
- You’ll need to come to the office so you have the web cam set up
- You’ll need to bring x, y, and z
- Would you rather look at my handsome mug in person or on the screen?”
This allows you to meet with your prospect in the way that’s most comfortable for them, and it lets you control your schedule and eliminate unnecessary trips between offices.
Jennifer Price
Director of Member Services
American Academy of Estate Planning Attorneys, Inc.
6050 Santo Rd Ste 240
San Diego, CA 92124
(800) 846-1555
www.aaepa.com
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