E&H POLICY
April 25, 2022
KNOW THE INVESTORS
The key to success in this post is to be prepared as much as possible. In order to achieve this you will need to create a lot of rapport with the investors, get to know what they like, what makes them move, the names of their children (if any), birthdays and the vicissitudes of their lives. The more you know of their reality, the more you will be able to form a strong bond with them.
Always think: “Interested”. If you are doing most of the talking, you are trying to be interesting; if the other party is doing most of the talking, that party will have the strong belief that you are interested and they will be open to share more personal information.
If this investor is talking about something you have little knowledge on, take his information to heart but then do some research and learning so that when you talk to this PI again, you can engage in conversation and create a bond. Also having deeper knowledge will allow you to share relevant stories from your own life that will be empathetic to the situation or interests that the investor has.
If you are having a hard time engaging with the PI, what you can do is spot something that interests you about them or their environment and initiate conversations on this topic. To achieve this, you need to expand your awareness and make sure to pay attention to all the details in any of their communications, things going on in the background (be it visual clues or auditory cues) and email content. After sharing some of your own personal opinions, experiences or knowledge on the topic at hand they will be more likely to share their own viewpoints and thoughts. It is essential that you really LISTEN to what the PI says regardless of if you agree or not.
Let the conversation flow and direct it to where you want by asking short questions that will not interrupt the thought process of the other party, but rather have it concatenate to the place where you need the conversation to arrive. This takes practice and also knowledge of the situation and/or the frame of mind the other person has, this is yet another reason why that rapport building is crucial.
If you begin to sense that the PI is trying to end the call, allow them to do so and thank them for their time and the willingness to share everything they have shared with you. Even if you have not achieved your goal, trying to extend the conversation at this point will just guarantee that they won’t want to talk to you next time you call.
In some cases it is beneficial to establish a timeframe for the duration of the call at the beginning of the conversation so that when you need to get off the call, it doesn’t come across as disinterest. Specially if you already have something else in your calendar.
If you keep all these points of building stronger bonds and rapport, without asking they will originate the communication of wanting to do more business with us and often will volunteer the necessary steps for them to feel comfortable in doing so.
Make sure to notate everything that you discover in the “Investor Notes” in the Matrix. If necessary, keep written notes while the conversation is ongoing.
Suggested & Edited by
BERGER CORVAIA
VP of Sales & Marketing
Written by
Frank Vedder
Director of Personnel Enhancement
Founder
IA EVKJ-GS17-60FK
IVAN ANZ
FOUNDER E&H INC.
IA: W7UF-KL98-5TU3-0SBT