Actually, it’s much worse than that. Prospects are not even paying attention.
They’re deaf. They’re numb.
They’re overloaded just like you!
And yet, advisors continue to pummel the affluent with slick, four-color, glossy brochures and marketing pieces.
You need to understand… prospects have heard it all before.
The reason they don’t respond: there’s nothing of value in it for them.
Nothing, nothing, nothing! Nothing… with nice stock pictures and pretty colors… and blah-blah-blah language just like every other advisor… all about you.
People are starving for value… hungry for something different… give them that something today.
Daniel Pink, best-selling author, is his latest book, To Sell Is Human, states, “I will show you that what matters more today is problem-finding. One of the most effective ways of moving others is to uncover challenges they may not know they have.”
The #1 way to add value and get your prospects’ attention is to help them understand their biggest challenges.
Write down what you think are your Right Fit Prospects’ 5 greatest challenges. Then review your Credibility Staircase material and see if you have anything that addresses those challenges.