The Desert of Arizona
Cloudy 62 Degrees
Today we’re going to take a surprise test! But this test is most UNLIKE any test you ever took in school.
There IS a right answer to this test. There is a “right way” to do it. But no one knows what that is… YET. The right answer will come. But it’s going to be something you discover, not something that is told to you. See, nothing like school. This is real life.
I call this test, The Attraction Test.
Take a look at each step of your client attraction process. At each point along the way, ask yourself a simple question, “Does this activity increase or decrease my prospect’s attraction towards me?”
If your answer is “decrease” at any step along the way, you want to make a change.
See, that was pretty painless. But it’s extremely effective. Especially if you repeat this little test every so often.
A lot of service providers usually run into a hiccup at some point along the attraction process. Everything is going well until BAAMMMM, it all goes to hell.
The point that usually happens is the one where the service provider flips from advisor to salesperson. Think about where/if that happens in your process.
Now think about what this FEELS like from the perspective of your prospect.
You can get rid of this feeling, but it takes some thought. The goal is to have an attraction process where, at each step, the prospect actually WANTS to move to the next step. This isn’t luck, it’s engineering.
What this does is that it eventually delivers a client who is 100% SOLD on you. And you didn’t sell. That means you didn’t mess with your prospect’s head about whether you are an advisor or a salesperson.
This approach requires two things: discipline and patience. Hmmmm… that’s interesting. Those are two qualities that are found in most trusted advisors. Do you think that you demonstrating those qualities in advance might contribute to cementing your prospect’s perception of you as a TRUSTED ADVISOR?
The bottom line is this: how you act is how you will be perceived. Demonstration is everything.