Why You Should Stop Using The Words “Follow-Up”
When a potential client ends your initial conversation with: “I’ll think about it”, you probably feel a sense of disappointment that they didn’t commit.
You tell yourself: “At least they didn’t say no, there’s still hope”, and then you add them to your “follow-up” list.
A week of anticipation goes by, then you call them and say: “Hi, hope you’re well, I’m just giving you a call to follow-up on our initial conversation…”.
But what you hear next, sends an ice cold shiver down your spine: “We haven’t made a decision, but will let you know when we do”.
That’s the last thing you want to hear.
It’s tempting to keep clinging to hope, but deep down, you probably knew it was over before you called them.
What’s going on here?
Why can’t they just tell you the truth up front, why string you along giving you hope they might work with you?
Why is this such a familiar pattern for Financial Advisors?
To fully explain this scenario, I would need to share a lot with you about mindset shifting, re-engineering your sales process, trust-building, and so on.
But for this short article, I’ll give you one powerful and easy solution so that on your next “follow-up” call, you get to the truth, rather than the typical “shut down” response.
First, never use the phrase “follow-up” in your conversations or your emails ever again.
It’s a stereotypical “sales” phrase that only sales people use.
When you say: “Hi, I’m just ‘following-up’…”, it sends the message that you care about making the sale, more than solving their problem.
Say this instead: “Hi, I’m just giving you a call to see if you have any ‘feedback’ on our initial conversation, as I’d like to hear about what’s still on your mind about your financial concerns and if they are still a priority for you to solve once and for all.”
That makes it all about THEM, and not about your goal of acquiring them as a new paying client.
Also, the word “feedback” elicits the truth of what they are thinking, and it avoids triggering the “wall of silence” from them.
When they feel comfortable sharing what’s really on their mind, you can address their concerns and create trust.
Once you’ve done this, then say: “Would you be open to scheduling another conversation, so we can get more clarity of how to get control of your retirement planning?”.
If you deliver this with authenticity and sincerity, without a hidden agenda to “make the sale”, don’t be surprised if they ask you to move things forward, on their own.
If you’re not converting 10 out of 10 qualified prospects, then you’re leaving a significant amount of money on the table.
Do you have qualified prospects who show strong interest through multiple meetings, but end up slipping through your fingers, and never calling you back?
Are you doing "free consulting" and educating your prospects, proving your value, yet you still hear the dreaded: "I want to think about it"?
Are you "following-up" after your initial sales conversations, not getting the response you're looking for, questioning why you even have to "chase" in the first place?
If any of the above applies to you, then Get Your Free Book & "Plug Up The Holes" Consultation
Order the new book “Unlock The Sales Game” below and get a free “plug up the holes” sales conversion review (value $995).
When you order the book, click “Yes, I’d like a complimentary consultation” in the form, and you’ll receive an email to schedule your confidential sales conversion review.
In this ground-breaking new book, you’ll discover:
- How to break the endless cycle of potential clients “shopping” you against other advisors, putting you in a position of having to “prove” yourself
- New ways to get to the truth in your initial sales conversation, so you are selecting them, rather than them selecting you
- The secrets to easily moving the sales process forward without giving away your value or doing “free consulting”
- Why focusing on your prospect’s truth is more important (and profitable) than focusing on making the “sale”
- 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 the Australian Financial Review.
His newest book, “Unlock The Sales Game”, has become an instant best-seller among Financial Advisers 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”.
His work in the trust-based selling field, focusing on reversing control of the sales process, from buyer to seller, is considered category-of-one thinking, with over a two decades of proven execution and results.
Ari’s sales growth consulting firm has a growing waiting list of financial advisors wanting access to his unique sales growth advice and sales conversion strategies.
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