The Desert of Arizona
Sunny 49 Degrees
If you’re going to go to all the trouble to create a Platform, build trust, build credibility, and attract clients slowly… it makes sense NOT to ruin all of that great work once the prospect raises his hand and expresses interest.
The attraction process never ends, even when you get the client… ESPECIALLY when you get the client. Never forget that.
Most service providers will make an offer to prospects like, “Just give us a call so we can talk about how we can help you.”
This is a nice way to treat people, but there’s not a whole lot of attraction going on. I get invitations like that from my insurance guy. The pitch is basically, “Hey, call us so we can sell you something nice.”
Like I said, not a lot of attraction.
Just yesterday, I was on the phone with a Platform Express client discussing this step of the client attraction process.
If you’re going to be the advisor, then you don’t want to flip over into selling mode when you smell a sale. Kind of ruins the space you’ve earned in the prospect’s mind of ADVISOR.
Take the free consultation. Offering something like that is a great way to broadcast that you are looking to sell someone SOMETHING.
There are ways to structure this so that there IS attraction built right in to the offering. You can structure this step of the process so it feels like you are advising while you are actually selling. The truth is, you will be doing both. You will be advising your prospect straight to the sale.
I’m not going to give you the answer about how you could do this because it will limit your thinking.
But ask yourself this, “How can I turn my selling opportunities with clients into events they WANT to engage in… get value from even if they don’t buy… and keep me solidly positioned as an ADVISOR in their minds?”