Today I’m going to write about how to motivate new clients to contact you.
When clients’ reach out to you it means they’ve already done the work to know they have a problem and get motivated to seek expert help. Beats cold selling!
Last year my roof had a leak, it was an immediate and obvious priority to find a roofer to fix it. Every time it rained, before it was fixed, the marks on the ceiling would get bigger. The situation motivated me to learn a lot about roofs and find a professional to help.
Financial advice is completely different. Client problems often aren’t obvious. The effort of digging into finances is off-putting. There’s no built-in education or motivation to drive potential clients to contact you.
But you can build client motivation into your business processes.
5 steps for motivating clients
Step 1: Motivation
Your existing clients are a good guide to finding effective motivations.
Some clients will have been motivated by a major life event that was out of their control like and an inheritance or redundancy near retirement age.
For other clients the motivation will have built gradually over time to the point they took action.
The second group are the ones worth looking at more closely. You can’t create major life events for your potential clients but you can accelerate the otherwise gradual motivational factors.
What are the most common 'slow-motivations’ in your second group? Not necessarily what the potential client said their problem was, but the pain point beneath it?
Step 2: Clarify
Most people don’t spend all their time thinking about personal finance.
When clients seek out your expertise, what is the unanswered question?
When can I afford to retire?
Step 3: Ask
Ask the question in pubic
Step 4: Your approach
Share your approach
5) Call to action
Step 5: Invitation
So there you have it 5 steps for motivating new clients to contact you.
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What’s your favourite question to ask clients?
If you’d like to accelerate your client acquisition, here’s 3 ways I can help: