Don't Let Your Prospects Tell You What To Do
A qualified inbound lead comes your way, stating their needs and what they’re looking for.
You interpret their forthrightness as an indication they’re interested in hiring you.
Give them what they want = win new client…easy day.
So why is it that when you deliver your insights according to their specifications, they often don’t get back to you?
Many advisors fall into this trap of adapting to what their prospects want, instead of taking the bolder and higher ground, shifting the focus to what they need.
It’s a trap, because even in a situation where your prospect seems to know what they want, giving it to them doesn’t “seal the deal” like you’d assume it would.
More often than not, it does the opposite.
Could it be that your internal eagerness to comply with your prospect’s apparent requirements, conveys a subservience which dissuades them from trusting you?
That’s a contrarian idea that flies in the face of what the profession teaches you.
Conventional wisdom says that the customer is always right, and since you want their business, you should comply with what they’re looking for.
But ask yourself…
Is it appropriate for an expert to be subservient to the client who doesn’t have their knowledge or expertise, but who needs their help?
The short answer is “no”.
Fear of offending your prospect and of losing the opportunity, makes you relinquish your authority as the expert in the business relationship.
That’s a compound problem for two reasons…
Exercising your authority is essential to making the relationship a success
If you’re not free to follow your process for how you work, it’ll be difficult to challenge the the client on what they need, versus what they want.
An authority is what the prospect is subconsciously looking for in the first place
They’d love nothing more than for someone to take the reins and solve their problems. The issue is, who they can trust? Whoever projects the most authority, is who they’ll go with in the end.
Here’s the core idea I want you to consider…
You’re the doctor, your prospect is your patient.
The patient doesn’t tell the doctor what to prescribe as they’re the one with the problem, not the doctor.
If they want your help then they must follow your process, or the problem will not be solved.
You’re in charge, not them.
Most low-performing advisors will continue to adapt to their prospect’s market-driven expectations and commoditize themselves in the sales process.
But with this mindset shift put into practice, your clients will willingly and happily adapt to you.
To learn how to become a Trusted Authority, 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.