How to help prospects decide to follow your advice
Quick Tips Videos & Sales & Marketing for Professional Services & Sales Tips

How to help prospects decide to follow your advice

October 7, 2015

by Tony Vidler

It would be a reasonable bet that every adviser has had clients or prospects as at some point: “what are others like us doing?

The very same behaviour that makes many consumers euphorically follow markets up, or despairingly follow the crowd trying to exit a market when prices slide, is evident at the personal level when we make recommendations and they want to know what the consensus view is.  People tend to feel that a course of action adopted by others (especially others just like themselves) is less risky, and therefore an easier decision to make.

Given that most professionals tend to work with similar sorts of clients repeatedly, this behaviour provides an opportunity for us to help make decisions easier.  Naturally I am talking about doing this in an ethical and honest way, rather than just blatantly trying to manipulate people.

If we have done a lot of work with a particular type of client – let’s say self-employed professional services business owners – we have some very useful information at our fingertips that can help other self-employed professional services business owners to work out which is a prudent course of action.  We can make it easier for those prospects to decide to follow the advice, because we can show that it has made sense and been a prudent course of action for others just like them.

In this weeks Quick Tips video we discuss how to use what we know about our target markets and typical clients in a way that can help prospective future clients to engage with us and follow recommendations… the video to learn more… 

Related to this post:

The Common Sense Approach To Getting Clients To Act

© 2015 Tony Vidler.  All rights reserved.
All materials contained on this web site not otherwise subject to copyright of other parties are subject to the ownership rights of Tony Vidler.  Tony Vidler authorises you to make a single copy of the content herein for your own personal, non-commercial, use while visiting the site. You agree that any copy made must include the Tony Vidler copyright notice in full. No other permission is granted to you to print, copy, reproduce, distribute, transmit, upload, download, store, display in public, alter, or modify the content contained on this web site.
Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 307 other followers

Facebook: 7618628, Twitter: 14036, LinkedIn: 689

Follow tonyvidler on

Comments (0)

Leave a Reply