Week 30

Match the Sales Experience to the Client Service Experience

Use your sales process to train your prospects to be good clients. Often, advisors will bend over backward to convert a prospect only to shift expectations once the paperwork is signed. If you take a prospect’s call immediately the first time they call in, they will expect you to be available every time they call as a client. But if you teach them to schedule a time to talk as a prospect, they’ll do the same as a client. By matching your sales experience to your client service experience, you’ll attract the right kinds of prospects to your firm and train them to be good clients.