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If you’re giving away free information to prospects, you’re stalling your sales process.
Here's why.
In the past, offering free advice used to be a sign of trustworthiness.
Prospects would appreciate the knowledge and view you as an expert.
But in today’s world, giving away free information is no longer seen as helpful -- it's seen as a sales tactic.
When you share your expertise pre-sale, prospects don’t see you as a trusted expert -- they see you as someone trying to convince them to hire you.
Your prospects want more than just information.
When you’re doing free consulting, you’re not addressing the deeper concerns your clients have.
They don’t need more facts to process -- they need more clarity.
If they don’t feel like you’re providing that clarity, they’re going to keep thinking about, it instead of making the commitment to work with you.
You're putting yourself in a position where they’ll ask for more time to think it over -- or worse, they won’t get back to you at all.
Everyone is offering free content these days--articles, videos, free consultations--whatever it takes to stand out.
But when everyone is giving away information, it no longer sets you apart.
Your expertise becomes just another commodity -- nothing special about it.
Your prospects aren’t evaluating you based on how much you know.
They’re evaluating you based on how much they trust you.
They want someone who can cut through the noise and get to the heart of their concerns.
The key to getting a commitment is no longer about proving you’re the smartest person in the room.
It’s about demonstrating that you understand their unspoken problems -- the ones they might not even be able to express themselves.
Show your clients you can help them see the gaps they can’t see on their own, that’s how you’ll turn your prospects into paying clients.
If you’re tired of stalling your sales process and want to start building real trust with your prospects, order your complimentary books and consultation below.
Related: Your Sale Hinges on a Split Second Decision
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.