FA Sales Tip #12: Lead With Needs to Ignite Your Development Efforts

If there's one thing to take away from an initial prospect conversation it's what they need.

Hint: Investment management and financial planning aren't needs, they are solutions. Seek to uncover the problem(s) they need your help to solve and most importantly, why it matters to them.

Understanding a prospect's needs provides you with the intel to quarterback the sales process to effectively:

✅ Make a recommendation
✅ Position your solutions and benefits in a way that’s relevant to them
✅ Provide something tangible that shows how you can address their need to create buy-in and urgency
✅ Know where to dig deeper in the next meeting (giving you a reason to meet again)

When you know the general bucket of needs that are most important to your ideal clients' you can use them to inform:

⭕ Your marketing, specifically the content you create to drive engagement
⭕ Your services and approach
⭕ Which professionals to partner with to add value
⭕ Just about everything!

You can apply this concept to enhance every relationship.

Watch the Lead with Needs video to learn how to capture and effectively incorporate needs into your development efforts.