Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
A qualified inbound lead comes your way, stating their needs and what they’re seeking.
You interpret their forthrightness as an indication they’re interested in hiring you.
Give them what they want = win new client…easy day.
So why is it that when you deliver your insights according to their specifications, they don’t get back to you?
Many advisors fall into this trap of adapting to what their prospects want, instead of taking the bolder and higher ground, shifting the focus to what they need.
It’s a trap, because even in a situation where your prospect seems to know what they want, giving it to them doesn’t “seal the deal” like you’d assume it would.
More often, it does the opposite.
Could it be that your internal eagerness to comply with your prospect’s apparent requirements conveys a subservience that dissuades them from trusting you?
That’s a contrarian idea that negates what the profession teaches you.
Conventional wisdom says that the customer is always right. Since you want their business, you should comply with what they want.
But ask yourself...
Is it appropriate for an expert to be subservient to the client who doesn’t have their knowledge or expertise, but who needs their help?
The short answer is “no.”
Fear of offending your prospect and of losing the opportunity makes you relinquish your authority as the expert in the business relationship.
That’s a compound problem for two reasons...
Exercising your authority is essential to making the relationship a success
If you’re not free to follow your process for how you work, it’ll be difficult to challenge the client on what they need, versus what they want.
An authority is what the prospect is subconsciously demands
They’d love nothing more than for someone to take the reins and solve their problems. But who they can trust? Whoever projects the most authority is who they’ll go with in the end.
Here’s the core idea I want you to consider...
You’re the doctor; your prospect is your patient.
The patient doesn’t tell the doctor what to prescribe as they’re the one with the problem, not the doctor.
If they want your help, then they must follow your process, or the problem will not be solved.
You’re in charge, not them.
Most low-performing advisors will continue to adapt to their prospect’s market-driven expectations and commoditize themselves in the sales process.
But with this mindset shift put into practice, your clients will willingly and happily adapt to you.
To learn how to become a Trusted Authority, order your 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 “plug up the holes” 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.
A message from Advisor Perspectives and VettaFi: To learn more about this and other topics, check out our most recent white papers.
Read more articles by Ari Galper
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
