How To Re-Engage Your Non-Engaged Clients
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You have a solid client base who consider you their financial advisor and you’re earning asset-based income from them every year.
You probably speak with a small percentage of them frequently and the rest less frequently.
You have plenty of opportunity to grow your business in your own “backyard” without having to hunt for new clients.
But how do you re-engage your un-engaged clients to see if you can offer them expanded advisory services?
It's tricky, because you don’t want them to think you’re just calling them to sell more of your services.
Instead, they need to feel (and I’m sure you feel this way), that you truly care about them and their financial situation.
Most advisors would call and try to find common ground, hoping the conversation turns towards them coming into the office (or a zoom consultation).
But, if you don’t have a clear road map for how to re-engage them correctly, the conversation will get awkward, fast – or worse, you could break trust with them.
What language builds on your trust-based selling approach to position yourself as the trusted authority for them?
The key is anchoring the conversation on their concerns and issues, without a hint of suggesting that you have a solution for them.
What? No solution offering, you say?
Anchor the conversation on their concerns and changes in their life – or how the economy is affecting them – with the offer to discuss how their circumstances may have changed.
Here’s the trust-based approach to use:
Hi Matt, hope you are well…it’s been a while since we have spoken, and with all the changes and volatility that you’re probably seeing in the news and in the economy -- I’ve been thinking about your situation -- and thought it might make sense to catch up for a consultation/review to see if anything in your financial situation may be affected by the way the world is changing…how does that sound to you?
Of course, you can change that to suit your client’s specific situation. But that approach gives you a framework to operate from, so you don’t slip into “solution mode” prematurely.
The key to successfully re-engaging your current clients is choosing your language and approach carefully so clients feel they can trust you enough to open up about their financial concerns and situation.
This trust-based approach shows them you are genuinely interested in their situation without putting on the ‘hard sell.’ It opens the opportunity to deepen or rebuild their trust in you to solve their financial challenges.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after sales conversion expert for Financial Advisors. His newest book, “Unlock The Sales Game”, has become an instant best-seller among Financial Advisers 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 client growth consultation with Ari or one of his trust-based consultants. 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.