After two visits--a total of six hours--advisor Marianne had an enthusiastic "thumbs up" from her new “almost clients,” a young professional couple with small children, to prepare a financial plan for them, specifically including much-needed life insurance for both of them.
But a few days later, before Marianne's scheduled return with her specific proposals, the couple called to tell her they had decided to hold off on doing anything.
“I needed that sale,” Marianne complained during our coaching session.”
“That’s probably why you lost it,” I responded.
Our need is the ugliest thing we can show prospective clients. If they believe that your need to make money is more important than your delivery of the service they would be hiring you to do, they’ll back away. Retaining you or buying what you offer has to be their idea, not yours.
Even when—especially when—you need the “yes,” make sure that your prospective clients sense only your devotion to bringing them the best and most appropriate service.
Start by making sure you spend the time to ask compelling questions, and base the solution you offer directly on their answers. Whether it’s in asking for the sale or asking for introductions, make it about them—not about your need.
Ask more questions and better questions before you offer solutions, and keep REACHING...
Sandy
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