The More Meetings You Have, The Fewer Clients You’ll Get
We’ve all been told that people buy from whom they know and like. But if that were the whole truth, then you’d probably have far more clients.
The truth is that people buy from whom they trust.
But what does trust mean?
In business, liking someone and trusting them are two different things.
You can trust that someone is going to be very effective at their job without necessarily wanting to be their friend.
And you can like someone, but not necessarily trust that what they’re selling is right for you.
In fact, the more you try to build likeability into your sales process (by having multiple “no pressure” meetings with your prospect, thinking it’ll lead to them liking you enough to engage you as a client), the less they’ll trust you.
I realize this is a very contrarian idea and you’re probably wondering how it can be justified.
One reason is that most sensible prospects know you’re running a business.
Trying to soften the reality of the sale by being extra friendly and having multiple meetings, can sometimes feel like a long and drawn out process.
You want your prospects to trust they’re going to get what they want (their problem addressed) by having a process that clarifies and reassures them, so the decision to choose you becomes simple and easy.
Here’s what you can do to reduce your meetings-to-sale ratio:
1.) Make the first meeting a trust-based diagnostic meeting, without attempting to move them forward
2.) Don’t share any solution-based information, instead, focus the first meeting on unearthing the prospect’s core financial issues deeply (so they feel that you really get them)
3.) Keep going deeper on their issues until they ask you “How do you work?” or “How do I engage your services?”
4.) Walk them through a “road map” – a visual aid that lays out your engagement process in simple terms (no complex diagrams decorated with your brand or logo etc), then ask them: “Where do you think we should go from here?”
By creating trust in a shorter time frame, the total number of new clients you can onboard increases dramatically.
This is the opposite of how most advisors think.
To get some help on how to get more clients by having less meetings or even one single meeting (yes, it’s possible), then order your complimentary book below.
If you're an ambitious advisor, with a defiant streak (following the crowd isn't your thing), who is overly reliant on referrals, with limited time and resources, but willing to grow and challenge your own thinking -- and you'd be happy with 1 – 2 new high-net-worth clients per month...
Get Your Free Book & Free "Get New Clients" Sales & Lead Generation Consultation ASAP!
Order the new book “Trusted Authority” below and get a free “Get New Clients” sales & lead generation consultation (value $995.00).
In this ground-breaking new book, you’ll discover:
- How to create a flow of high-quality leads in the next 90-days by becoming the Trusted Authority in your market
- How to differentiate yourself from other advisors so that your ideal client says “He/she is the one for me…”
- How to re-position yourself to create inbound demand for your ideal clients only becoming a “category-of-one”
- How to create a “by-appointment-only” business so you stop lowering your authority by "chasing” leads
- How to onboard new clients in one single meeting or zoom conversation… yes this is possible!
Meet The Author
Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for Financial Advisors.
He is the creator of Unlock The Game®, a completely new revolutionary sales approach that overturns the notion of selling as we know it today.
Ari has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and Financial Advisor Magazine – and has been a featured speaker at the Financial Planning Association’s national conference.
His newest book, “Trusted Authority”, has become an instant best-seller among Financial Advisors worldwide.
With clients in over 35 countries, his global sales systems have become the most successful Trust-Based Selling systems of our time.
In a day and age where technology rules the selling world, for many growth-oriented advisors, deep trust has taken a “back seat” to the sales process.
Ari’s personal insights on how to build trust between buyers and sellers continue to break new ground in the financial services industry.
Ari has been on a mission for the last two decades to change the financial services world through trust.
Through his sold-out talks all over the world and his in-house trainings for high-producing advisors, Ari has become the global ambassador to businesses all over the world.
He regularly connects with global business icons and leaders of industries seeking his counsel on how to infuse trust in their organisations and across their teams.
Ari is a true “disruptor” in the financial services industry. He has been endorsed by legendary sales mentors like Brian Tracy who said: “Ari Galper’s trust-based selling approach is the greatest sales breakthrough in the last 20 years”.
Ari’s sales growth consulting firm has a growing waiting list of financial advisors wanting access to his unique Trusted Authority lead generation models and sales conversion strategy advice.
Ari is also the author of “Lessons From Toby”, a special book about his son Toby who has Down’s Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.