The views expressed in these posts are those of the authors and are current only through the date stated. These views are subject to change at any time based upon market or other conditions, and Eaton Vance disclaims any responsibility to update such views. These views may not be relied upon as investment advice and, because investment decisions for Eaton Vance are based on many factors, may not be relied upon as an indication of trading intent on behalf of any Eaton Vance fund. The discussion herein is general in nature and is provided for informational purposes only. There is no guarantee as to its accuracy or completeness. Past performance is no guarantee of future results.


Topic Category
The article below is presented as a single post. Click here to view all posts.

By David RichmanNational Director, Eaton Vance Advisor Institute

A typical ask that unfolds during role-plays in our prospecting workshop is, "What if we schedule a time to get together to further discuss that?"

It is understandable that you believe an in-person meeting is more likely to help you convert a prospective client into a client. Nonetheless, given where we are with COVID-19, is this a smart ask?

In a recent survey from the American Psychological Association as part of a program called "Stress in America," almost half of the respondents (48%) said they were "uneasy" about returning to in-person interactions once the pandemic is over.

This unease has significant implications. If you ask for an in-person meeting, there is a good chance your prospective client may balk at saying yes. Perhaps try modifying the ask to:

"It would be great to explore this conversation further. What next steps feel most comfortable to you? Shall we schedule a follow-up call, a video conference or would you prefer a socially distanced face-to-face meeting?"

Bottom line: Leave yourself behind when discussing next steps with prospective clients.