Cold calling as a lead generation strategy for advisors has never been in doubt. However, if you stick to the beaten path your chances of finding success are slim. Today we’re going to reveal some mind-blowing techniques that can have you dialing those numbers with confidence and closing deals like a true rockstar. Bold statement, right? Well, dear advisor, if you’re ready to unleash the power of your voice and connect with prospects like never before, let’s get started!
Research Your Prospects, Personalize Your Approach
Do you know what separates the unsuccessful from the highly successful in the world of cold calling? It’s the ability to personalize each conversation. No one likes being treated like just another number on a list, am I right?
So, do your homework and gather some valuable insights about your prospects before you pick up that phone. This could mean checking out the LinkedIn profiles, corporate bios, and news articles that paint a picture of your prospects’ lives.
Imagine this: you’re calling Mr. Johnson, a high-net-worth individual who loves sailing. Instead of jumping straight into your pitch, start the conversation by mentioning that you stumbled upon his impressive yacht photos on Instagram. Boom! Instant connection established. Now, he’s all ears and ready to hear what you have to offer.
The objective here among other things is to understand their hopes, dreams, and fears, for therein lies an important key to swaying their hearts. Let them marvel at your understanding as if you possess psychic abilities that can unlock the doors to their prosperity.
Create A Script
Some may scorn the idea, claiming it stifles spontaneity. But we say to them, “Bah! Nonsense!”
However, let’s get one thing straight:
A script is not a rigid set of lines but a framework that allows you to improvise with finesse. It’s your safety net, your foundation, your trusty sidekick.
When creating a script for cold calling, it is essential to incorporate strategies that will effectively engage prospects. Two that top the list are starting with a strong opening statement and building rapport.
Here’s how you can incorporate them into your script:
Capture attention and pique curiosity right from the start with a compelling and concise introduction.
This statement should be concise, clear, and focused on the unique value your offering provides. Avoid generic or salesy language and instead aim to highlight a specific benefit or solution that resonates with the prospect.
Example opening statement: “Hi [Prospect’s Name], I hope this call finds you well. I wanted to reach out because our advisory practice has helped families like yours achieve significant cost savings. I thought it might be of interest to you.”
Establish a genuine connection by finding common ground and showing empathy toward your prospect’s challenges and goals.
Once you’ve captured the prospect’s attention, shift your focus to building rapport. Show empathy towards their challenges and goals, demonstrating that you understand their unique situation and genuinely care about their success. This helps to create a positive and trusting environment for the conversation.
Example rapport-building statement: “I noticed that your company recently received recognition for your innovative expansion in the industry. Congratulations on that achievement! I imagine with such rapid growth, you’re facing new challenges in protecting your assets. I’d love to explore how our service could support your continued success.”
DO NOT FORGET to customize your script for each prospect, using their name and specific details to make it more personalized and relevant. Building a script that combines a strong opening statement with the establishment of rapport sets the tone for a productive and meaningful conversation.
Focus on Benefits, Not Features
Here is a shocking reality: Most prospects don’t give a damn about your fancy features. They want to know what’s in it for them. They want to know how your service will make their lives better, easier, and more awesome.
Imagine a scenario where you’re discussing retirement planning with a prospect. Instead of bombarding them with technical jargon about investment options and tax strategies, paint a vivid picture of the lifestyle they could enjoy once they’ve retired. Envision their peaceful mornings spent sipping coffee on the porch, surrounded by loved ones, knowing they have financial security and the freedom to pursue their passions.
Why is this so effective?
Emphasis on benefits allows the advisor to tap into the primal desires and aspirations of their prospect, which makes your offering more compelling and relatable.
Takeaway: People are more likely to be motivated by what they stand to gain rather than the intricacies of the process.
As a financial advisor, your goal is to connect with prospects on a deeper level. One of the most powerful ways to achieve this is through the art of storytelling. Stories have a remarkable ability to captivate and engage people, and they can be instrumental in conveying the value and impact of your services.
Craft narratives that showcase how your offering has transformed the lives of previous clients who faced challenges similar to those of your prospects. Imagine telling the story of a couple who, thanks to your guidance, turned their financial struggles into a flourishing business and achieved their dream of owning a beautiful home.
When you share these relatable and inspiring stories, prospects can see themselves in the shoes of your past clients and envision a brighter future. It’s through these narratives that you paint a compelling vision of what’s possible when they choose to work with you.
Create A Sense Of Urgency
Creating a sense of urgency can motivate prospects to take action. Communicate the potential time-sensitive benefits or limited availability of your offering to instill a sense of importance and encourage them to act sooner rather than later.
Highlight factors that create urgency, such as:
- Market conditions that could impact investment opportunities.
- Upcoming changes in tax regulations that may affect their financial strategies.
- Limited availability for enrollment in certain programs or services.
When they understand that delaying action may result in missed opportunities or unfavorable outcomes, they are more likely to take the necessary steps with a greater sense of urgency.
Ask Thought Provoking Open-Ended Questions
Questions are the sparks that ignite the fire of conversation. But not just any questions – open-ended questions are your key to unlocking the treasures hidden within your prospects’ minds.
Additionally, with thought-provoking questions, you create an opportunity for your prospect to recognize the areas where they need assistance and for your solution to provide value.
To get an idea, consider the following examples:
- Are you confident that your current financial plan will allow you to achieve your long-term goals?
- What keeps you up at night when you think about your financial future?
- If you could change one thing about your current financial situation, what would it be?
These questions not only invite prospects to evaluate their circumstances but also enable you to gain deeper into their needs and concerns.
Practice Active Listening
We want you to picture a scenario. You’re on a call with a prospect, and you’re talking non-stop, just rambling on about the wonders of your financial advisory services. What do you think will happen? we’ll tell you: they’ll hang up faster than you can say “market volatility.”
Active listening is not just about hearing words; it’s about truly understanding, connecting, and empathizing with your prospects. To do this, demonstrate genuine interest by asking follow-up questions, paraphrasing their thoughts, and acknowledging their concerns.
Remember, it’s not just about hearing their words but about understanding their motivations, fears, and aspirations. Only by actively listening can you uncover the underlying needs and provide the guidance they seek.
When you engage in active listening, you create a safe space for your prospects to open up, to share their fears, their dreams, and their aspirations. Be fully present, absorb their words, and respond with genuine interest and empathy.
Done right, it allows you to build rapport, establish a foundation of trust, and uncover the hidden gems that will guide your conversation.
Address Objections Head-On
Objections are an inevitable part of the sales process, and as a financial advisor, it’s essential to handle them gracefully. Anticipate their concerns, be prepared with thoughtful responses, and address their objections with empathy and understanding.
Consider objections such as:
- I can manage my finances on my own; why do I need a financial advisor?
- Your fees seem high; can you justify the cost?
- I’m not comfortable with investing in uncertain markets; how can you guarantee returns?
- Thanks; I have another advisor I am working with.
Respond to objections by emphasizing the unique value you bring and providing tangible evidence of your expertise. Share success stories, testimonials, or industry data that reinforce the benefits of working with a financial advisor like yourself. Remember, objections are an opportunity to showcase your knowledge, build trust, and dispel any doubts prospects may have.
Follow Up Diligently
The journey from prospect to client often requires consistent effort and nurturing. Therefore, it’s crucial to stay persistent and consistent in following up with prospects, ensuring your offering remains top of mind.
But here’s the catch: each follow-up should offer something of value, whether it’s a helpful article, a new investment opportunity, or simply a friendly check-in. Show your prospects that you genuinely care, and watch as your persistence pays off in the form of closed deals.
Here are a few tips for diligent follow-up:
- Set reminders or use a customer relationship management (CRM) system to track interactions.
- Personalize your follow-up messages to reflect the prospect’s unique needs and concerns.
- Provide additional valuable resources or insights related to their financial goals.
- Demonstrate your ongoing commitment to their success and well-being.
Important! Persistence without Pestering:
While it’s vital to remain persistent, there’s a fine line between diligent follow-up and unwelcome pestering. Gauge your prospects’ responsiveness and adjust your approach accordingly. Be respectful of their time, and rather than bombarding them with relentless calls, employ a mix of channels. A well-crafted email or a personalized message on a professional networking platform can serve as gentle reminders of your interest and dedication.
The techniques discussed in this post hold value for any type of advisory professional. When you incorporate them into your strategy, you will without fail contribute to the foundation of a successful cold-calling outreach.
Lynn Martelli is an editor at Readability. She received her MFA in Creative Writing from Antioch University and has worked as an editor for over 10 years. Lynn has edited a wide variety of books, including fiction, non-fiction, memoirs, and more. In her free time, Lynn enjoys reading, writing, and spending time with her family and friends.