Do you remember the story of Goldilocks and the Three Bears?
Goldliocks was a little girl who entered the bears’ home while they weren’t there. Then, seeking to fit in and feel like she was at home, she tried their porridge, their chairs, and even their beds. She ended up falling asleep because she was so comfortable and felt peaceful.
That’s what we want with our prospective clients! No, not for them to crash on our couch. We want them to feel so comfortable, and at home, with us during the sales conversation that they make that decision to work with us.
How do we do that? We right-size.
We what? Right-size all we do to show the good fit for the prospect. Right-sizing is nuanced adjusting.
Take the processes we use for example. While processes are good, they are not a one-size-fits-all. We need to right-size certain aspects of our process to make it relevant, comfortable, and focused on what they need, when they need it, and how they need it to make that decision.
Here are some easy things that you can pay attention to during your conversations to right-size in real time.
Right-Size Your Communication with Your Financial Services Clients
First, consider the way you communicate, especially your word choice. Do you use thinking and analytical words or feeling and emotion-based words?
What do they need in communication language?
Right-sizing communication also includes adapting the level of knowledge or education that you’re giving. Don’t talk down to people and tell them things they already know. Likewise, don’t speak in acronyms, industry jargon, or complex frameworks they aren’t familiar with. Instead, get a feel for their level of comfort and experience around a given topic and adjust accordingly to meet them where they are.
Right-Size Your Pace with Your Prospects and Clients
The second right-size adaptation we can make is pace. This is the speed of the conversation and process. Are your prospects people who move and talk fast? Or are they slower and more methodical?
Pay attention and adjust to pace.
Right-Size Your Level of Personal Connection with Your Advisory Prospects
The third way to right-size is to adjust the level of personal connection you make with the prospect.
Think about it. When you go to some people’s homes you can’t get through the door without a hug and a kiss hello. Other people are good at standing back or waving at you across the room, and on you go with the visit.
It’s the same with prospective clients. Some of them want to know you and want you to really know them and their families, and everything about them. While for others that’s not going to be necessary – or welcome.
Pay attention and adjust accordingly.
When Things Are “Just Right” Your Prospects Turn into Clients
By right-sizing your sales conversation you help your prospect feel comfortable and confident in making the decision to work with you.
And unlike Goldilocks, who when the bears came home was so scared that she jumped out the window and ran away, your prospective clients are going to stay where they are and make that decision to work with you. It feels right. They feel it’s a fit, and then they’re ready to become clients.
Want to learn more about right-sizing to make your prospects and clients more comfortable? Check out this workshop I gave on the topic:
Financial Advisor sales training doesn’t have to focus on pushy tactics or high-pressure pitches. Genuine Sales teaches the fundamentals for sales success that allow you to be genuine, ethical, and successful!