The More Meetings You Have, the Fewer Clients You’ll Get

In fact, the more you try to build likeability into your sales process (by having multiple “no pressure” meetings with your prospect, thinking it’ll lead to them liking you enough to engage you as a client), the less they’ll trust you.

I realize this is a very contrarian idea, and you’re probably wondering how it can be justified.

One reason is that most sensible prospects know you’re running a business.

Trying to soften the reality of the sale by being extra friendly and having multiple meetings can come feel like a long and drawn-out process.

You want your prospects to trust they’re going to get what they want (their problem addressed) by having a process that clarifies and reassures them, so the decision to choose you becomes simple and easy.

Here’s what you can do to reduce your meetings-to-sale ratio:

1. Make the first meeting a trust-based diagnostic meeting, without attempting to move them forward.
2. Don’t share any solution-based information. Instead, focus the first meeting on unearthing the prospect’s core financial issues deeply (so they feel that you really get them)
3. Keep going deeper on their issues until they ask you “How do you work?” or “How do I engage your services?”
4. Walk them through a “road map” – a visual aid that lays out your engagement process in simple terms (no complex diagrams decorated with your brand or logo etc), then ask them: “Where do you think we should go from here?”

By creating trust in a shorter time frame, the total number of new clients you can onboard increases dramatically.

This is the opposite of how most advisors think.

To get help on how to get more clients by having less meetings or even one single meeting (yes, it’s possible), then order your complimentary book below.

Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trusted Authority” has become an instant best-seller among financial advisors worldwide – you can get a free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “get new clients” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Australian Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.

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