Picture this: you’ve just met with a powerful potential client—a female business owner with a stellar reputation in the community. You addressed each element in her financial situation and asked all the right questions. You devised a valuable plan, and she appeared to be on board. You provided her with a detailed breakdown of fees, references, and the accounts custodian. Before your conversation ended, the two of you had already scheduled your next meeting, and then…
You receive an email saying that she has not yet reviewed the information you provided and is therefore postponing the meeting.
Does this situation sound familiar to you? Interactions like this are frustrating and time consuming, and may leave you curious as to how you can prevent clients from dragging their feet in the future.
Driving the Sales Process with an Effortless Evaluation Plan
In his book, “The New Solution Selling: The Revolutionary Sales Process that is Changing the Way People Sell,” author Keith Eades emphasizes that as a salesperson, it is vital to guide clients along in a way that promotes accountability from both parties involved.
One way Eades encourages accountability is to use an evaluation plan as a road map while navigating your business as well as your clients’ needs. An evaluation plan is a step-by-step checklist that outlines each milestone, date and party or individual responsible for taking action. Implementing a plan helps to keep the process on track and helps prospects understand what is expected at every step along the way.
Here is a sample evaluation plan:
If a prospect has suggestions or makes adjustments to the plan, that’s an even better sign. This means the individual is fully engaged in the process and feels hopeful about the next steps. This organizational tool can encourage prospects to own the plan and take charge of the process. The more involved your clients feel, the greater the likelihood that they will engage with YOU.Utilizing a plan also pushes you to understand where you — as the advisor — stand with prospective clients. If they accept the evaluation plan, you can be confident that the sale is moving in the right direction. If a prospect isn’t ready to move forward in the sales process, it is unlikely that they would agree to set an evaluation plan into motion.