Why Won't Your Prospects Take the Next Step?
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How many times have you had an initial consultation with a newly qualified prospect, and no matter how well you explained your process, they just wouldn’t take the next step with you? For most advisors, it’s far too many.
Somewhere in the conversation the momentum is lost, they don’t return your calls, don’t respond to your emails, and you never figure out the root cause of why they decided to “ghost” you.
It may be that you’re overwhelming your prospects with too much information and making what should be the easy last step in your process, seem more like a leap forward.
This is typically what advisors say at the end of an initial consult:
If I may, let me walk you through my process from here so that you know what to expect.
Then a thorough explanation ensues (i.e., collecting data, statements, analysis, meet-up to discuss, sending plan, etc).
Although you believe it’s important to explain your “next steps”, it may not be what your prospect needs from you at that moment, to trust you to move forward.
What they need is a simple and visual (not only verbal) explanation of how your process works. People will trust their eyes before they trust your words.
I call this a “road map.”
A road map is a diagram outlining the typical journey your clients go through with you, to have their financial situation addressed and solved.
Your road map must be simple (no jargon, no branding, no logos, no elaborate graphics).
It must be concise (four to five steps max.).
And it must be clear (an easy-to-understand snapshot of what they can expect from working with you).Your prospects need to buy into your process before they’ll buy into you.
It’s the final step to onboarding a qualified prospect into a new paying client.
Presenting a road map, instead of a list of verbal instructions, will make this final step as smooth and painless as possible.
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 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 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.