One Great Question to Ask
So, I’m guessing you’ve sat in front of many clients over the years and for some of you maybe not that many, perhaps you are new to the industry. I’m also going to guess that you have been told that when you are in front of a potential client that you should talk about your business and then ask them some discovery questions for example, what are their goals, aspirations etc for their future. All excellent valuable questions however, before you even get to that stage of the conversation, there is one great question you can ask to engage emotionally with your potential client faster and to put you in a position of control and leadership and that question is:
” Why now?”
Typically the potential client has come to you through a referral partner, client or even direct. Initially potential clients have lots of stories about how their superannuation isn’t that bad, or their financial situation isn’t that bad etc etc. But the truth is they are coming to you for a reason, why else would they be meeting with you?
So, get them clear in their mind as to why they are meeting with you right now and what expectations they have. By asking the client that one simple question, it gets them to focus, open up and reveal what’s really going on so that you can add value and give the right advice faster.
By asking “Why now?” you will learn more about your potential client and take control of those first meetings. You’ll be able to explain why taking your advice right now is the right decision for them because you know exactly why they are meeting with you right now!