Trending
It’s been said that word of mouth is the best form of marketing.
If person “A” trusts you and person “B” knows and likes person “A”, then there’s a good chance that person “B” who is referred to you, will do business with you.
That makes a good deal of sense.
But what happens if your only growth strategy is to cut out the middle man, where every prospect is a person “B” and there is no person “A” to refer them to you?
For years, advisors have thrived on referral business through relationships with influential 3rd parties.
The major problem is, referrals are random, you can’t trigger them at will, and your source of referrals can easily change their mind and refer to other advisors.
In addition, you’re now dealing with the exponential threat of increased sales resistance from a shrinking pool of opportunities, as the profession has become commoditized.
But has relying on referrals ever really been a sustainable way to grow a business?
It may have gotten you here, but it won’t take you where you need to go.
Being fed is nice and comfortable while it lasts, but real growth and development only happens after you’re able to feed yourself.
Your long-term survival as an advisor depends on your ability to enter completely new “ponds” containing your ideal clients, where your name and reputation are yet unknown, but you can easily “fish” them out with the right fishing pole and bait.
You might be wondering if this is even possible.
Not only is it possible, it’s fundamental to your long-term survival and success.
Making the sale in this situation will require you to create trust directly with a prospect who wasn’t referred to you, and who will be resistant to any attempt to sell them.
Since educating and providing solution-based information are now known forms of selling, it’ll be over at “hello” if you take the typical advisory sales approach.
To be able to create trust directly and immediately with a prospect, you’ll need to switch to a new way of thinking and a contrarian approach to selling altogether.
Once you’ve made the switch, you’ll never need to rely on anyone or anything else for your survival.
You’ll have the ability to generate new clients at will.
To learn more about making this vital switch and acquiring this essential survival skill, order your complimentary book and consultation below.
Related: Pre-Sale Relationships: An Antiquated Idea?
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation.