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Do you have a good response for when a prospect asks, “So why should I work with you?

Recently I’ve read a lot of opinion about how to answer this question effectively, and I want to give you some advice about really what’s going on with this question.

When somebody asks you, “So why should I work with you?”, they’re looking to come from a position of power and they’re looking to hear you grovel, in a way, as to why you deserve them as a client. And so, when you recognize this and where they’re coming from, you need to be able to turn the tables on that situation. Here’s how you do it.

You can respond back to them, “That’s a great question because after meetings like this when I’ve met with prospects, I often question myself, ‘Why should I work with them? Do they deserve to come on board with me as a client?’ And I ask that because we’re in the fortunate position of not needing new clients. We’re selective about who we work with. We work with friends now. They start off as clients, and very quickly become friends because we’re involved in all facets, or many facets, of their financial life and well-being. So, great question because we ask that one of ourselves as well.

“‘Why does this person deserve to come on board with us?’ And when we really ask it of ourselves we then see the peace of mind we’re providing them. We then see the direction we’re providing them. We see ourselves as a super-helpful resource, helping them navigate toward retirement, helping them fund college education, helping them sell a small business and invest the proceeds for that.

“So these are some of the aspects of how we help clients who we choose to work with and choose to bring on board.

“So you can see from what I’ve just described, these are some of the advantages of working with me. [Or if you’re working with a team, “These are some of the advantages of working with us.”]”

Right then you’ve turned the whole conversation toward the person, toward the prospect, and you’re clarifying for them, you’re not necessarily coming on board with me so quickly. We select whom we bring on board.

Remember when you get that question:

1. Understand firstly what’s happening. What are they really communicating?
2. Have nice, succinct language to turn the tables a little bit.
3. Turn the tables in such a way that you clarify exactly how you help your clients, but they’re the clients that you decide to bring on board.

I look forward to bringing you another Distraction-Proof Advisor Idea next week.