Personal Grooming Workshop For Financial Advisors
Selling is a process that all of us engage in many times in our lives, yet we take it for granted. We do it on a daily basis – whether we are selling products, services, concepts or ourselves. The point I want to highlight is that anybody, whether in business or social life, can “sell” yourself far more successfully than you can ever imagine. It only involves the subtle manipulation of your dressing.
There is no question about it – professionals spend more time on their dressing and put their outfits together more carefully than the amateurs.
To the great majority of financial advisors, a sale is more than just a casual occurrence. It must be repeated continuously. After all, it is the most compelling force in their lives and forms the backbone of their businesses, their jobs, their economic well-being and their very existence.
What many financial advisors fail to realise is that they lose a sale not because they give a poor verbal sales presentation. Rather, they lose the sale because their appearance conveys silent messages that they are not likeable, not honest, not trustworthy and not even sincere.
Tip #1: Get A Power Boost From A Good Haircut
As a seasoned image consultant, I’m often being asked if there are any traits common to all successful financial advisors.
My answer is this: Successful financial advisors almost always have their hair styled neatly. Imagine if your hair was disheveled, even if it was short, it would trigger very negative reactions from others.
Your hair is your crowning glory. Keep it neat, and if you hair happens to grow in every possible direction except the right one, please find either something that will keep them down (think the right hair product) or a hair stylist who can help to tame your tresses and minimize the problem.
Do you know there is also a direct correlation between your face shape and hair style? This in turn determines your chances of success.
Astonishing as it sounds, it all boils down to choosing the right hair style to suit your face shape.
Tip #2: Camouflage Your Height and Size Flaws By Wearing The Right Clothes
Whatever size you are, it’s always a double-edged sword.
Tall and big sized people are often seen as being more authoritative. When they speak, people generally listen to them and believe what they say. This is true even though they may be extolling the benefits of a mediocre product or service.
Extensive research has shown this group of people enjoys three major benefits in life:-
– Clothes fall and drape more naturally on them
– They can handle extra weight much better than their shorter counterparts
– They get noticed more easily because they stand out from the crowd
However, if they are too tall or big in size, they can be very intimidating. Imagine conversing with a giant.
Well, one tried-and-tested way of overcoming the height and size issue (whether you are tall or or big or not so tall and not so big) would be to pay attention to the colours of your dressing.
I like to use the black-brown test to determine if you are cool or warm. Look under your eyes to see if the colour lights up your face or draws the energy away from it.
Once you have determined if you belong to the cool or warm category, then you should ensure the clothes you wear (especially on your top) are in the right colours.
Tip #3: Pay Attention To Personal Hygiene
The biggest turn off that a potential client sees in a financial advisor is the lack of personal hygiene. This can materialize in any of the five common instances:
– Sweat Patches on Your Shirt or Blouse (especially if you are late and rushing)
– Lipstick Stains On Your Teeth (after meals for female financial advisors)
– Food Debris Stuck In Between Your Teeth (please check you are good to go before you meet your prospect)
– Body Odour (you know yourself…wear 100% cotton clothes in Singapore’s hot and humid weather)
– Dandruff Flakes (Christmas came early)
A person’s personal hygiene reflects his/her upbringing and level of service. So don’t ever jeopardise your chances.
People buy people. So if you learn to impress at first sight, chances are your sales will also soar. All the best!