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Congratulations. You have done a great job uncovering the needs and wants of a prospect. You have communicated your value from their perspective.
You have answered every question. You have been very clear about what you can and will do on their behalf.
Yet, some still say no.
There can be many reasons from, I am not ready to do all this, to, I don’t think we really have enough to be important to this advisor, to, this just isn’t a good time.
In cases like this, it is important to realize that instead of writing them off as a prospect that you should cultivate them. Timing is everything.
To cultivate them:
- Treat them like clients. Enroll them in your data base and keep them informed on their topics of interest.
- Go to Google, type in Google Alert, and set up an alert on them if they are active in the community. Or an alert on their industry or their business. When you receive an alert, send it along with a simple, “I thought you would enjoy seeing this.”
- As soon as they say no, send them a handwritten thank you note for saying no. Not an email, a handwritten note which makes a powerful and memorable impact.
What should the note say?
Hi first name(s),
I am disappointed we are unable to work together now to help you build a plan for the retirement you rightly deserve. However, I look forward to working with you in the future.
Always feel welcome to call.
Warmest regards,
I was surprised when I had this thank you note for saying no epiphany and started doing it. Simply amazing how the prospect feels comfortable to reengage. Some reengage immediately, some might in six months, or even a year. But by sending a thoughtful note for saying no, combined with treating them like clients and sending along relevant Google Alerts, you will be surprised.