Don’t Focus on the Number of Prospects You Bring In

If you’re losing five, six, or even seven out of every 10 prospect each month, that’s a lot of value slipping away.

In a low-volume/high-margin business like yours, with a low conversion rate, bringing in more leads is the wrong focus.

Rather than focusing on the gains you might get from bringing in more leads, shift your focus to the significant losses caused by the potential clients you’re losing every month.

Each potential client represents significant long-term value to your business. Stopping that loss will be a windfall of new revenue and profit.

Sales conversion is everything for your business.

Let’s think about the psychology behind this for a second.

When you’re presented with a new marketing or business-development initiative, is it easy to make a decision?

No.

It triggers a cost-benefit analysis in your mind, and you need time to go away and think about it.

But when you become clear about a problem and its impact in the present, especially if that impact is significant, deciding to solve it is a no-brainer.

The issue is clear. There’s nothing to think about, only to take action to “plug up the hole” in your sales process.

To stem the losses, shift from a solution-value sales approach to a trust-based, problem-centric approach, helping your prospect understand the impact (or direct financial losses) their financial issue is having in the present. That creates instant clarity for them – just like a doctor showing the patient an x-ray of their problem.

That level of clarity makes it easy to trust you to be chosen as the one to help them solve their problem.

Sales conversion is the big lever hiding in plain sight, ignored by most advisors. It’s more exciting and self-validating to talk about and measure wins than losses.

And it’s easy to shift the blame of a lack of conversion to prospects not being a “fit.”

Base your sales-conversion process around the prospect’s problems and unpack them to a much deeper level than anyone else. That dramatically reduces the number of prospect losses and rapidly grows your business.

For more details on how to create clarity and trust in your sales conversations, order the complimentary book and consultation 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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