Are You Doing Free Consulting?
A funny thing happens when you have an initial conversation with a potential client.
When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”.
Free consulting is when you provide information and education to prove you know your stuff.
It assumes they’re making their decision to hire you based on your competence – proven by the information and education you provide to them.
The problem with this, is they often don’t make their decision based on the information you give them — they make their decision based on whether they trust you or not.
Impressing your potential client with your knowledge and expertise to win them over, does not always increase the chances they’ll become a paying client.
On the contrary, once they have the information they need from you, then they often use that to shop and compare you against other advisors.
Also, free consulting can make the sales conversation feel out of step, like there’s nowhere left to go at the end, other than agreeing to follow up with them later.
The key is to understand your job in the initial sales conversation, is not to prove your competence – instead, your job is to connect with them at such a deep level, that they say to themselves:
“He or she really gets me and I trust them”
It’s important to allow your potential client to get to the point where they say:
“How can you help me?”
That requires immense patience, restraint, and a willingness to do a deep dive into their issues and help them understand the gravity of their situation — without giving them the solution before they’re a paying client.
Ask yourself “how can I be more effective at building trust in my sales process, without giving away information and education for free?”.
If you focus on this key idea, then you will differentiate yourself from all other advisors.
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...
Then it's time to upgrade your skill set to a "category-of-one" new inbound high-quality sales/lead model (no prospecting), that defies traditional industry thinking and norms...
Get Your Free Book & Free "Get New Clients" Lead Generation Consultation ASAP!
Order the new book “Trusted Authority” below and get a free “Get New Clients” lead generation consultation (value $995).
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 the Australian Financial Review.
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.