/ by Don Connelly / Prospecting / 0 comments
In their interactions with prospects, financial advisors reach a critical juncture when they must determine when or if a prospect is ready to become a client. If they make the wrong determination, it will likely result in a missed opportunity. Trying to close prospects before they are ready can push them away, while waiting too long can cause them to lose interest.
Wouldn’t it be nice if, when they are ready to buy, prospects would just pipe up and say, “I’d like to get started?” Unfortunately, it rarely happens that way. Your prospects are just as apprehensive about making a buying decision as you are asking them to buy. Most people need to be held by the hand and reassured that they’re making the right decision. Some may need a stronger nudge. But in almost every instance, financial advisors must know when the time is right and take the appropriate action.
If you bring a prospect far enough along in the process, it means you’ve probably done a lot of things right—built rapport, discovered their pain, explained your process and how you bring value, etc. Then it becomes a dance. Like that girl or boy you’ve been staring at across the dance floor, they will provide clues or buying signals when they’re ready to be asked. Here are a few such signals or clues.
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How to Motivate Your Prospects to Take Action Now
/ by Don Connelly / Managing the Relationship / 0 comments
No doubt you remember the last car you purchased. If you’re like most people, you spent hours, days, maybe months researching, comparing prices, features and specs. You knew what you wanted but were hesitant to pull the trigger. Ultimately, it wasn’t the gas mileage, sporty interior, or five-year bumper-to-bumper manufacturer’s warranty that moved you to action.
While those are nice features and may be important to you, they’re not the reason you bought the car. The reason you acted was how those features made you feel. They made you feel smart, secure, and proud. You may even feel like a million bucks. The smile on your face as you drove your new car home was not from having made a good decision based on the car’s features; it was from how your decision made you feel.
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How to Tell When a Prospect Is Ready to Become a Client
/ by Don Connelly / Prospecting / 0 comments
In their interactions with prospects, financial advisors reach a critical juncture when they must determine when or if a prospect is ready to become a client. If they make the wrong determination, it will likely result in a missed opportunity. Trying to close prospects before they are ready can push them away, while waiting too long can cause them to lose interest.
Wouldn’t it be nice if, when they are ready to buy, prospects would just pipe up and say, “I’d like to get started?” Unfortunately, it rarely happens that way. Your prospects are just as apprehensive about making a buying decision as you are asking them to buy. Most people need to be held by the hand and reassured that they’re making the right decision. Some may need a stronger nudge. But in almost every instance, financial advisors must know when the time is right and take the appropriate action.
If you bring a prospect far enough along in the process, it means you’ve probably done a lot of things right—built rapport, discovered their pain, explained your process and how you bring value, etc. Then it becomes a dance. Like that girl or boy you’ve been staring at across the dance floor, they will provide clues or buying signals when they’re ready to be asked. Here are a few such signals or clues.
Read more