Traveling to meet prospects and clients hinders productivity and may even diminish the perception of professionalism. Being too accommodating to clients and prospects can make you look like a small, struggling business. Even if this is true, this is not the perception you want to convey.
If a client or prospect isn’t willing to come to your office, find out why and develop a solution. Below are two common excuses advisors hear and solutions that avoid having you travel around town to meet clients and prospects.
“I can’t make it to your office during your office hours.” Choose one Saturday per month to schedule appointments or two week nights per month when you keep your office open until 9 p.m. Ensure you are consistent each month. You should post these additional office hours on your website in order to establish a firm policy. Implementing this practice enables you to accommodate irregular schedules without having to accommodate for individual clients and prospects. If you get further resistance, there is probably another reason why the client or prospect doesn’t want to meet at your office.
“Your office is too far away.” There may be physical or psychological barriers preventing prospects and clients from meeting at your office. To circumvent this, establish virtual offices in areas more convenient for your ideal clients and prospects. For a couple hundred dollars per month, you can use a company like Regus or Davinci Virtual to establish a satellite office, complete with a receptionist and meeting space. Establish standard days that you schedule meetings at your satellite office, so you are not traveling across town each time a prospect or client wants to meet. These satellite offices should be posted on your website, so prospects don’t automatically disqualify you based on location. This strategy also allows you to more successfully penetrate geographical markets that may have previously been out of reach.
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Kristen Luke is the principal of Wealth Management Marketing, a firm dedicated to providing marketing strategies and support for registered investment advisory firms. For more information, visit www.wealthmanagementmarketing.net.