| Dear Voornaam,
A couple of weeks ago, I was with a business executive who, even after 25 years of experience with persuasion, was amazed that a client did not instantly agree to work with him.   In his mind, there was a clear need, the client had money, and the situation had to be handled immediately. Yet my client could not close the deal.  This happens to all of us. And it happens more often than we would like.  Recognizing the four reasons this happens will help us break through and get a âYESâ instead of receiving resistance.   No Need  The client says he doesnât need your services.   He believes he can handle it himself. Or he doesnât think his situation warrants bringing in outside assistance.
It happens in EVERY business. I have seen people facing criminal charges refuse to accept the assistance of a lawyer.   Of course, this does not mean they REALLY do not need your services. It means you must help them realize They need your services.   Step one in any persuasion process is identifying the problem the client is facing and making sure he sees it as a problem. You do this by asking diagnostic questions.   Questions get the client thinking about his situation, and they force him to confront reality.   âWhy did you invite me over to your office today?â âHow long have you had this issue?â âHow does it affect your income?â âCan you continue to operate your business without solving this problem?â
Help your client understand the need.  No Urgency  In this case, the client is in no rush. Maybe he feels as though taking a wait-and-see approach will make things better. Maybe he does not realize the gravity of the situation. Maybe he is uneducated on the potential consequences of delaying action.  While this may seem like the perfect time to present facts and figures, it is not. A rational appeal will only lead to more justification for delay. Why? As you present your statistics, the client will conjure up his own to justify not moving. Instead, present several case studies that show adverse personal impact because of hesitation, delay, and indecision. Showing real people, just like your client, getting hurt because they failed to act engages him emotionally.  People take action to avoid pain. Identify the pain your client will face if he doesnât take immediate action.   If the client shows proper respect for the potential adverse consequences of his situation, he will realize the urgency.  No Money  In most cases, when the client says they have no money, this really means they do not see the value in hiring you. I have had clients tell me they have no money to invest in my services and then go out and buy a new car or go on an expensive vacation the day after our meeting.   The best thing to do when you hear a client say they have no money is to challenge that statement immediately. A great question that gives people perspective is:   "We value things we believe to be a priority. Why is this not a priority for you?"   No Trust  Do not rush a business relationship. Make sure you take time to understand the client's situation. Make sure you really listen for issues behind the words. Reflect that understanding back to the client.   Invite the client to connect with other people who have done business with you in the past. Ask him to reach out to them. Present him with at least three references â people who have done business with you (preferably people who are just like the client).
Trust is a foundational need. If you do not have it, you have no chance of engaging the client. Â
Clients say âYESâ when they understand the need for your product/service and they feel the urgency. They say âYESâ when your value is greater than the money they will invest.   A client says âYesâ when he trusts you.
Focus on these issues â the clientâs issues â and not on the features and benefits of your product or service.
If you have this âexternal orientation,â you will close more deals and deliver more value to your clients.   Have a great weekend.
Warm regards,
Dave Lorenzo The Godfather of Growth (786) 436-1986
P.S. I have organized a "study group' of practitioners who work with Family Offices and high-net-worth individuals. This group meets once each month, and we share best practices. We also have a fantastic expert, Harry Cendrowski, leading our educational content. Harry has been working with high-net-worth families for over thirty years.
For a limited time, I'm offering members of my community the opportunity to join this study group as my guest.
If you'd like to meet other folks who work with the affluent, this study group is the place for you.Â
Join us for our December session:
High Net Worth Client Attraction Study Group December 13, 2022 5 PM - 7 PM Eastern https://iaba.education/event-5035296
I'm looking forward to seeing you there. | Dave Lorenzo & Company Int'l 1442 SW 155 Court Miami, FL 33194 USA | | Unsubscribe |
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