Convert an acquaintance to a prospect – Part 1

01 September 2020 Myra Knoesen

How should you approach a casual acquaintance and open the dialogue about working together?

“When I was an adviser, I was successful using a few methods, depending on how well I knew the prospect. Here is how to maximize your chances of success before, during, and after the ask,” says Sara Grillo, a Financial Author, Podcast Host and Keynote Speaker.

Warm them up for the ask

To take the edge off “the big ask,” Grillo says one of the best ways to give your prospect an idea of what you do is to include them on your newsletter distribution list. But make it a highly personalized newsletter that reflects your brand, not some boilerplate, overly technical piece.

“I piqued the interest of several of my acquaintances, and it did lead to prospects setting up meetings, through my email newsletter. I used extremely creative subject lines that displayed my character, for example, ‘Conveyor belt of money’. I remember I walked into the computer room at the Harvard Club and one of my acquaintances who happened to be on the newsletter list said some joke like, ‘You’d better let her use that printer before you – don’t get in the way of her conveyor belt of money’, emphasized Grillo.

“Years later in a casual conversation he brought up that his girlfriend needed an adviser and requested that the three of us set up a meeting. See how that warmed him up?” says Grillo.

“Connect on social media, also. This way they see your updates and have an idea of what you are about. Just as with the newsletter, generic content will just give them the impression that you are one of those advisers,” continues Grillo.

“The LinkedIn instant messenger feature is a great way to transition them into a phone call. It’s a casual way to reach people. You can tell when they’re online by seeing if their profile displays a solid green dot. If you see the green dot, you know they’re logged on – so that is a great time to hit them up on chat and see if you can somehow get them on the phone,” says Grillo.

“Lastly, don’t go into this interaction cold. Get ready for the dialogue and practice your rebuttals. If you’re too embarrassed to ask anyone to role play with you, then record yourself saying your pitch into your iPhone and play it back. Keep doing it until you’re happy with what you see/hear,” emphasizes Grillo.

In part two Grillo gives some guidelines on how to ask an acquaintance to meet with you.

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Quick Polls


How to give affordable and appropriate financial advice to the low income market segment. There is little room on a R50 pm policy for advisers to be remunerated for the time it would it would take to educate & fulfil admin function. What is the solution?


[a] Eliminate non-advice sales / telesales
[b] Implement industry standards for non-advice information
[c] Introduce an insurer-funded pro-bono advice network to low income earners
[d] Reinforce the Policyholder Protection Rules
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