If you’ve been in the advisory industry for over a decade or so, this may come as a shock to you.
Your attempts to move your prospects forward towards a sale may be losing you the sale.
Let me explain…
Outside the world of sales, connections are built genuinely through trust and authenticity.
When someone is too excited or too eager to get us to do something we are put off by their attempts and naturally resist without even thinking.
Our alarms go off and we say to ourselves “this person has an agenda.”
Reality check: When your prospects feel they’re in your “sales process”, they will have the same internal reaction.
If trying to move your prospect forward creates internal resistance, then why is it still the norm for most advisors in the profession?.
It’s because the traditional sales model is hard to let go of.
It’s become an accepted norm that you have to be willing play the “numbers game” and get multiple no’s before a yes, if you want to be successful.
Chasing and “following up” are simply par for the course.
What I’ve discovered is that in this new economy, your prospects have grown tired of this approach and can immediately sense that behind the rapport building, there’s an agenda to bring them onboard as paying client.
If you’re operating in a low volume, high margin business, you can’t afford to let one ideal client walk out your door without converting.
It’s no longer about how many prospects you meet with, it’s about how effective you are at creating deep trust with them, inside that first meeting.
This requires a shift in your mindset to stay in their world, not jump to yours by attempting to show your value (value has become commoditized, trust hasn’t).
If you’d like to learn more about this contrarian trust-based approach, , order your complimentary book and consultation below.