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How to position your first meeting to increase its perceived value


Here’s a short video (less than 2 minutes) with one practical idea you can use in your advice business today that will make a difference.

I’ve also included the written version if you prefer to read it.

Give it a go – and make every minute count!

Today’s video is a little tip around positioning your first meeting with a new prospect so it increases the perceived value, before they even meet you. 

There’s no such thing as a free lunch.

There’s also no such thing as a free appointment with a financial adviser.

Because here’s the thing…even if the client’s not paying for it directly, you are.

You are with your time, with your energy and your resources. So rather than saying, that first appointment or the first consultation is free, say ‘it is at our cost’.

Let the client know that there is a cost involved, it’s just that on this occasion they don’t have to foot the bill.

This is your contribution to finding out if it would actually be a good fit for you two to work together.

Because when something is free, we tend to value it less.

We also tend to be more inclined to, you know if you wake up that morning and don’t feel like going to that appointment…

Have you ever had a client not turn up to an appointment? Then you (as a client) don’t feel so bad if you think it’s free anyway.

But if there is a cost, and it is recognized that there is a cost, then we tend to place a different perception of value on that meeting.

So just think about it.  Wherever you’ve communicated about the first appointment, let clients know that it’s ‘at your cost’ or ‘they don’t have to foot the bill, you’ll get it this time’.

It really does make a difference in increasing your perception of being someone that they really will value.

Anyway, on that note, do with it what you will, but Make It Count.


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