Which Is More Profitable: More Leads Or Better Conversion?
Recently an advisor said to me, “Our no.1 problem is getting leads – and we’ve tried everything from social media, email blasts, and a new website – but none of these things are working effectively”.
What I told him was: “In a low-volume/high-margin business like advisory, sales conversion (not lead generation) is where the real leverage is.”
Contrary to industry thinking, you don’t need more leads, you need to convert all of the qualified opportunities in front of you.
Spending more money and effort pushing free content through high-traffic channels = attract attention at scale = get more leads – isn’t as profitable as you might think.
Spray and pray marketing is a good model for selling t-shirts – not so good for getting advisory clients.
Why?
Because free content pushed at scale is generic, unspecific, and addresses people indirectly as a group.
You might get leads from it, but most of what you catch either slips through your net, or you end up throwing back (like fishing in the wide ocean).
Instead, consider the “One Call Sale” approach.
With the One Call Sale model, you don’t fish in the wide ocean.
You fish in “ponds” where your ideal clients have already gathered.
You don’t promote commoditized solutions, instead you target problems only (the issues that keep your potential clients up at night).
This way, your qualified prospects feel you’re addressing them directly as a person, not as a group, and that creates a baseline of trust which sets you apart from everyone else.
The advisory sale is a direct, one-to-one situation, that requires trust to succeed.
How to get in front of more prospects, so you can have more meetings, to (hopefully) get more clients is the wrong line of thinking.
Consider shifting your mindset to:
Who is my ideal client, what’s their core issue, and how can I address them specifically to differentiate myself so they trust you to solve their issue?
To learn how to shift your approach to a trusted authority-centric model, order your complimentary book and consultation 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.