An advisor client recently shared this with me:
I am great at socializing. I can build a relationship over a golf game, but when it comes to asking for a meeting, I just freeze up. I’m so concerned about ruining the connection that I keep procrastinating and just never get to it. I want people to like me. I know I shouldn’t care so much about that, but I do. It’s a big problem, because I’m not bringing in enough new business. Help!
This Advisor is certainly not alone. Many financial advisors feel this way! And yes, it is a big problem. No matter how much you believe in what you do, if you can’t ask for the business, you won’t be able to build a successful practice. Period.
So let’s deal with this right now!
Here are 3 key strategies to turn things around:
Shift focus from you to them. As long as you’re thinking about yourself, your targets, your awkwardness and your potential sale, you are in the ‘stress zone’. The stakes feel really high. Your focus is wholly on a potential rejection – and who wants that? No wonder your nervous system is freaking out!
Give yourself a break. Take a vacation from thinking about yourself at all when you’re in a sales situation. Instead, get into a mindset of service. Every person on the planet has goals, and challenges that are in the way of achieving those goals. Make a genuine commitment to shift your focus there, and watch how much easier it is to invite them to a meeting.
Bring your biggest plays. Many advisors don’t have the confidence to ask for a meeting because all they’ve got in their pocket is: ‘I’d be happy to look at your finances and give you a second opinion.’ Seriously? How excited would you be with that offer? Getting a thorough financial plan is not unlike taking a Roto-Rooter to your plumbing. Occasionally necessary, but not fun. To motivate someone to take action, you’ll have to Wow them. A ‘second opinion’ isn’t going to cut it.
Instead, prepare two or three high-value financial strategies. Strategies that you know have a significant impact and are under-used. What concrete difference does each of them make? You should be able to describe it in one powerful sentence such as ‘Implementing this will lower your tax bill by 20%’ or ‘This will get your mortgage paid off 10 years sooner’. When you can confidently describe a powerful outcome, you will feel an urgency to share this important information, and you’ll communicate it in a compelling way.
Give your brain a task. Telling yourself not to think about something – like making the sale - doesn’t work. I’ll prove it. Right now, don’t think about a giant pink elephant.
Instead, keep your brain busy and happy during a social or sales interaction by giving it tasks. Ask yourself: What really makes this person tick? What are their most important priorities? Make it your business to find out. Completing these tasks during an interaction helps you stay present and have an enjoyable, authentic conversation.
From here, inviting them for a meeting feels more like being excited to share some important expertise that you know will help change their life for the better, than asking for the sale.
If you’re experiencing this or other challenges with your sales conversations and you’re ready to invest in the support you need to get permanent sales lift, click here to book your complementary Business Breakthrough consultation.
Here’s to your success!