Don’t Focus on the Number of Prospects You Bring In
When I ask advisors how many leads they bring in each month, they usually give me a definitive answer.
But when I ask them how many of those leads they convert into paying clients, it gets wobbly with words like: “around”, “maybe”, “I want to say…”, “I think it’s…”.
It’s rare to meet an advisor who is clear on that number.
Why would I ask them that question, when what they really want to know is how to get more leads?
It’s because if one new client pays you $10,000 annually, and you keep them for at least ten years, then losing a prospect (a “potential client”) doesn’t cost you $10,000… it costs you $100,000.
If you’re losing 5, 6, or even 7 out of every 10 prospect each month, that’s a lot of value slipping through your fingers.
In a low-volume/high-margin business like yours, with a low conversion rate, bringing in more leads is the wrong focus.
Rather than focusing on the gains you might get from bringing in more leads, what about shifting your focus to the significant losses caused by the potential clients you’re losing every month?
If each potential client represents significant long-term value to your business, then stopping that loss could be a windfall of new revenue.
Sales conversion is everything for your business.
Let’s think about the psychology behind this for a second.
When you’re presented with a new marketing or business development initiative, is it easy to make a decision?
No.
It triggers a cost-benefit analysis in your mind and you need time to go away and think about it.
But when you become clear about a problem and its impact in the present, especially if that impact is significant, making a decision to solve it, is a no-brainer.
The issue is clear, there’s nothing here to think about, only to take action to “plug up the hole” in your sales process.
To start stemming the losses, consider shifting from a solution/value sales approach to a trust-based problem-centric approach, helping your prospect understand the impact (or direct financial losses) their financial issue is having in the present.
That creates instant clarity for them – just like a doctor showing the patient an x-ray of their problem.
That level of clarity makes it easy to trust you to be chosen as the one to help them solve their problem.
Sales conversion is the big lever hiding in plain sight, ignored by most advisors.
It’s more exciting and self-validating to talk about and measure wins, than losses.
And it’s easy to shift the blame of a lack of conversion to prospects not being a “fit”.
Basing your sales conversion process around the prospect’s problems and unpacking them to a much deeper level than anyone else, dramatically reduces the number of potential client losses and rapidly grows your business.
For more details on how to create clarity and trust in your sales conversations, order the 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.