Trending
If you're giving away free information to attract new clients, you’re likely stalling your sales process without even realising it.
On the surface, it feels like the right thing to do -- share some value, prove your expertise, and hope your prospects will see you as the obvious choice.
But the reality is often quite different.
Giving away free advice no longer equates to trust building, like it used to.
In the past, your prospects would appreciate your knowledge and come to view you as an expert.
Today, though, free information has become so commonplace that it’s lost its unique value.
Instead of creating a connection, it often triggers scepticism.
Prospects often see it as a sales tactic, a non-starter.
When you share too much information upfront, it often keeps your prospects in "shopping mode."
They’re stuck in a cycle of comparison, overthinking their options, and hesitating to take the next step.
They don’t need more information to process – what they really want is, clarity.
This is where most sales approaches go wrong.
By focusing on too much education upfront, you’re unintentionally adding to their confusion.
Rather than moving closer to a decision, they often retreat into “let me think about it” mode, or worse, they simply disappear.
The truth is, your prospects aren’t evaluating you based on how much you know.
The market is flooded with free content -- articles, videos, consultations.
Everyone is trying to stand out by giving something away.
Clients aren’t looking for someone who knows everything, they’re looking for someone they can trust.
Trust doesn’t come from showcasing expertise.
It comes from demonstrating that you understand your prospects’ world even better than they do.
It’s about helping them see what they’ve been overlooking -- the gaps, the blind spots, the deeper concerns they haven’t been able to articulate.
When you do this, something shifts.
Your prospects stop hesitating.
They stop overthinking.
They lean in because they feel understood.
The key isn’t to give away solutions, but to guide your prospects toward clarity.
That’s what builds trust.
That’s what moves them forward.
If you’re ready to stop stalling your sales process and start building real trust with your clients, order your complimentary books and consultation below.
Related: How an Inbound Demand Lead System Can Transform Your Business
Get Ari’s 6 best-selling books for FREE here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.