How can you build trust with prospects who have limited time or resources?

Asking questions that resonate with the client demonstrates your genuine interest in the success of their business. Equally important to asking these questions is to validate that you truly understand their answers. Very simply follow up their answer with a confirmation question such as “So if I understand you correctly you are having challenges with X?” This will not only build trust but affirm that you truly understand their pain points.

Studies have show that most prospects have already conducted research on your business before they contact you . That means businesses should create genuine content that answers the prospect's questions and removes all doubt. Once contact is made, empathy, honesty and confidence helps to demonstrate certainty which leads to more trust.

Communicate directly and clearly state your requirements to the prospect. It's crucial to guide our prospect to comprehend that our goal is to quickly identify their expectations and, with their cooperation, devise a strategy that yields results. Demonstrating to the prospect our capability to forge a mutual path where they recognize their advantage is essential."

Once you clearly understand their pain points you can then help them narrow down a solution. There are usually many paths to a solution to consider and you can save the client time by shortlisting those options for them. Take it a step further and list the pros and cons of each of those options specifically as they relate to your clients pain points.

First, it's crucial to clearly understand the unique value you offer to clients. This includes your distinct expertise, past experiences, any professional licenses you hold, or anything else that makes your services essential to them. Second, you need to have confidence in your ability to deliver meaningful results. This is rooted in the first point. Third, effectively communicate what sets you apart. Conduct market research to be ready to address questions about how you differ from competitors. For example, if you offer competitive rates, highlight that. Conversely, if your rates are higher than some competitors, use your market knowledge and awareness of your strengths to convey how your rates reflect the value you provide.

At Origin, our onboarding process is a conversation with the adult across from us meant to develop their self awareness around health habits, and set their vision. Self discovery is the key to sustained health practice success. Nobody wants to be told what to do. So we ask questions about our clients LIVES (the other 23 hours of their day) to demonstrate how we approach health holistically. From there we ask them what THEY want out of all of the hard work they’re about to put in, and encourage them to set their heights high. At the end of the session client and coach have collaborated to create a challenging but simple (the equation for FLOW) plan for a client to follow on their path to a happier and healthier life.

Be honest in your response to their objections. While it’s great to build confidence with your client about your capabilities, it’s equally important to be clear if you are not equipped to address a particular pain point they have. This will reassure them you have their best interest in mind.

Firstly, it is crucial to comprehend the objection clearly, as this is often where most deals falter. We seldom grasp the essence of the customer's objections, which extend beyond mere stalls and objections. Uncovering specific objections does not guarantee their accurate description to us, nor does it ensure an in-depth exploration into the objection itself. Therefore, it is important to request directness and begin delving into the objection's core. Our customer has devoted considerable time to reach this stage. If we have maintained a partner-centric relationship thus far, customers are generally eager to discover a mutually beneficial solution."

People want to avoid losses more than they want to seek gains. Create sales urgency by making it clear that your product or service is going to prevent losses. Make them aware of what will happen if they don't buy.

It's important to remember that sometimes a potential client may not be ready to move forward at the present moment. However, in the coming months, or even as soon as three months from now, they could be more open to the idea. If you fail to follow up with them during this in-between period, they may assume that you only care about their business when they're ready to buy or they may forget about you and choose another company. That's why it's crucial to stay in touch with them through a quick phone call to check in, an email to celebrate their birthday, or by sending them well wishes before a weekend or holiday. They may not remember what your product does, but they will remember you.

This ultimately hinges on motivation. Is our account management approach centered on maintaining a baseline customer level, or is it aimed at the growth of the account? This boils down to whether we are driven by the motivation of account management or by partner-centric management.

Sometimes, clients may not have time at the moment to invest in your services. However, they might still believe in your message and know people who can benefit from what you offer. This presents an excellent opportunity to demonstrate that taking care of their loved ones can lead to future collaboration. It's important to ask for their agreement and see if there's anyone else who could benefit from your services. Don't miss out on potential opportunities by not asking.

Utilize the effect of social proof by asking for LinkedIn recommendations from current and former customers. Did you help a client who is REALLY happy with your services? Ask them for a recommendation. You want to show as many recommendations and good reviews as possible. Prospects warm up to you really quickly when they see 50 other people who are happy with the work you did for them.

In addition to the fact that young people and young families typically have both limited time and resources, we also know that most young people in general don't appreciate the urgency of proper estate planning. Many still view essential planning as something for old people and life's what-if can leave them totally vulnerable and completely unprepared. We are proactively addressing both of these issues by 1.) providing regular and ongoing education, for free, to our community; and 2.) developing more efficient, lower-cost programs for young people and families so they can get the proper estate planning they need now and have the ongoing legal support they'll require as their lives and families grow and change.