ThinkAdvisor recently published a list of 10 strategies to follow up effectively with prospective clients in order to convince them to be your clients. Below are the ten actionable strategies that are both effective and professional.
Assess the Availability of Funds
Some prospects delay action because they lack immediate access to funds. They may be conducting early research or comparing advisors.
Strategy: Assume they are preparing for a future decision. Ask a question like, "When do you anticipate the funds will be available, and you'll make your decision?"
Reconnect Early
If a prospect anticipates having funds later, such as after receiving a bonus, stay ahead by reconnecting before the expected date.
Strategy: Confirm if their financial situation is still on track. Ask if their timeline or expectations have changed.
Respect Spousal Involvement
When a prospect mentions needing to consult their spouse, treat it as a valid part of their process.
Strategy: Review the key points with the prospect and suggest a joint video call to address questions directly with both parties.
Set a Follow-Up Date
Keep the momentum going by establishing a clear time to reconnect.
Strategy: Offer a choice of dates for the next conversation. Keep it professional, not pushy.
Use Your CRM Effectively
Accurate record-keeping in your CRM system is essential to stay organized and on schedule.
Strategy: Log every conversation detail into your CRM and use reminders to follow through.
Share New Information
Always bring something fresh to the table to maintain the prospect's interest.
Strategy: Present relevant updates, such as market trends or new opportunities, to show continued value.
Provide a Call to Action
Conversations should guide prospects toward clear next steps.
Strategy: Avoid vague discussions and offer a simple, actionable path forward.
Start Small if Necessary
If a prospect hesitates to commit fully, propose a smaller initial investment.
Strategy: A smaller step allows them to experience your service, building trust and comfort for future decisions.
Stay Engaged Through Closing
Once a prospect agrees, ensure you see the process through.
Strategy: Confirm details, place the order promptly, and affirm their decision by explaining its benefits.
Ask for Referrals
A satisfied prospect is a valuable referral source.
Strategy: Request a referral while the decision is fresh. Prospects often presell the ideab to their contacts, making introductions smoother.
According to ThinkAdvisor, by implementing those strategies, financial advisors can build trust, maintain engagement, and increase their conversion rates.
