After a recent webinar, Ben, an advisor who has been in the business for more than 20 years, asked me, “What do you do when you hear those dreaded words—“Let me think about it…”
“What do you do now when someone says that to you?” I asked him.
“My usual response,” he replied, “is something like, ‘Sure, take your time. When do you want me to check back with you?’” “But,” Ben complained, “once they sign off our meeting they usually don’t respond to my call, and I’ve lost them.”
“Let me think about it” is a statement that can mean anything:
“I’m not convinced of your approach.”
“You haven’t convinced me that your firm is the best one for me to work with.”
“I’m not happy with fees or the advice you’re giving me.”
“Maybe if ignore the problem, it will go away.”
So you can’t do much with this declaration unless you understand exactly what it means for the person you’re talking with. A good response, then, involves questions:
Great! It’s an important decision and you should think about it. Let me see if I can help you though:
Do you agree with the concept [or approach]?
Do you agree that what I’m offering is the best solution?
Have I convinced you that we’re the right firm for what you need?
Do you agree that you need to start this right away?
Is there someone else you need to involve in the decision-making process?
Is there an issue with the fees?Your questions will eliminate the non-issues one-by-one, and you’ll find out exactly what your prospect needs to think about. Then, you can ask more questions about whatever the particular concern is and make sure you’ve satisfied them—if satisfying them is possible.
At that point, ask them again if they want to get started.
After I explained this to Ben, I asked him, “Does that answer your question, Ben?”
“I don’t know,” Ben replied, “let me think about it!”
Even in this virtual world, I can help you get more clients and feel more motivated, but you need to reach out and ask for the help.
In the meantime, keep REACHING…
If you’d like some real help dealing with this difficult time, contact Sandy to talk.