Prospects Care About Dignity, But Advisors Don’t Talk About It

By | July 11, 2018

In this new and exclusive whitepaper, our VP of Business Development, John Pojeta, explores some of the lessons we have learned from 25 years of cold calling high-value business owner prospects.

How do you get their attention? What approach really engages a business owner? How do you maximize that engagement upfront and carry the momentum through the sale? Our whitepaper explores the sale from end-to-end, highlighting our internal best practices and how they apply to your own pursuit of growth.


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Think about it. When every second counts, what actually impacts a prospect enough to keep them listening? For our sales associates, a prospect is never more than an “End Call” button a way from exiting the conversation. Our approach has to intrigue the prospect and at the same time build up enough trust that the prospect agrees to meet with an advisor.

This challenge is not unique to cold calling. Any high-value prospect will be comfortable saying “no” and exiting a sales conversation if he or she is not truly engaged. At the same time, competition for these prospects is significant enough that if you aren’t making a meaningful connection with the prospect, eventually someone else will, so you need an approach that is consistently impactful.

Contact us to talk about your growth goals or start reading our whitepaper to learn more about explosive growth and the potential for accelerating your new business efforts.

Prospects Care About Dignity, But Advisors Don’t Talk About It

We’ve seen it work with appointment setting, and we’ve seen it work in the sales process when our clients pick up where our sales associates leave off. That, however, does not mean that this approach is easy. Engaging a prospect in an emotional discussion with sincerity and poise takes practice, which might mean that it feels uncomfortable at first. In fact, talking to a prospect about their deeper concerns with succession planning might even mean opening up the book of your own life and sharing a few chapters.

If this approach was easy, every advisor would already be doing it. The upfront difficulty is what separates that top advisors from everyone else. If you are willing to take a different approach, you can capture new business that your competitors can’t.

…read the rest by downloading our white paper!

About the Author/Host

John Pojeta

John Pojeta - Vice President of Business Development

John researches new types of business and manages and initiates strategic, corporate-level relationships to expand exposure for The PT Services Group. John came to The PT Services Group in 2011. Before that, he owned and operated an Ameriprise Financial Services franchise for 16 years.

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