Join our list and get the latest best practice insights in your inbox every fortnight

Master The Initial Meeting And Sell Advice Better

I’ve been coaching a little more than usual on how to conduct a great initial meeting with a new client and wanted to share some insights into how to achieve three things more easily:

  1. Have a strong goals-based initial discussion that provides clear scope,
  2. Remove fee sensitivity as an issue,
  3. Get a commitment on the day

Find the “gap”

Most people have only a vague idea of what they want to achieve, and even fewer are actually doing what they need to to achieve them. When you can make the discussion about the gap between aspiration and actual action, conversion becomes much easier.

Avoid being a comforter

One huge mistake you can make when that gap begins to become clear is to try and make them feel better about their inaction (ie. that they don’t really have an adequate plan). Being comfortable is the enemy of taking action. Realising the gap exists between their intention and action is what creates the cognitive dissonance required to prompt them to choose to do something different.

Go deeper and find the payoff

It’s also not enough to ask someone what their goal is, or what it will take to achieve it.. Asking them to imagine what life will be like when it happens is the missing step to making the future seem real and achieving emotional investment

Know your value proposition

If you can’t respond to six different questions about your value – the problems you solve, the solutions you employ, who you work with, how you do it, what the process looks like and how you get paid – you won’t be able to close the discussion out easily.

Understand how price is really perceived

Understanding the psychology behind pricing and how clients perceive cost will change how you view the whole process. It’s a huge body of research with decades of findings behind it. I’d recommend William Poundstone’s The Myth of Fair Value as a great book to fill your boots.

Assume “no”

Always Be Closing might work for selling cars, but in the context of advice sales pressure can result in them pulling away. The key is to clean your intention, focus only on helping them understand. and solve problems. When the intention is right, everything else falls into place.

These are just six small observations, but each can make a massive difference in setting the tone and achieving success

If you’d like to work with me to optimise your entire new client engagement process – from first contact to advice implemented, grab some time to chat here so you can tell me what you’d like to improve.

apg

AdvISER Pricing Guide

Ready to talk 1-to-1? Let's chat.

Related articles

Master The Initial Meeting And Sell Advice Better

Read more »

Enhancing Your New Client Engagement Process

Read more »

How to Drastically Improve Your New Client Meeting Outcomes

Read more »

How New Clients Could Be Holding Back Your Business

Read more »

How to get a new client “Yes!” on the day

Read more »

Engaging new clients like a doctor

Read more »

Why prepping before new client meetings may be holding you back

Read more »

Closing Slow

Read more »

Why Wait?

Read more »

Before we meet…

Read more »

How to trim your first appointment

Read more »

Put your Deck Away

Read more »

And then Matt asked me what the “throw” was…

Read more »

Nailing Goal Conversations

Read more »

How pre-meeting questionnaires may be costing you clients

Read more »

Join List

Join our list and get the latest best practice insights in your inbox every fortnight

Contact us

Let’s talk about how we can potentially help you and your practice to grow and evolve. We believe great advice is becoming more valuable than ever.

Be First To Know

Register your interest to become a participating practice owner or, as a BDM or PDM become an accountability coach

Register for free

There are a lot of insights waiting in since our goal is to provide value first.