Don't leave choices to chance

Think about your first few trips through a haunted house carnival ride and how you didn’t want to be the first one in as you passed through those dimly lit halls and around horrifying blind corners. Hopefully, your clients won’t equate a relationship with your practice with a house of horrors thrill ride, but you get the idea.

On your website, point out “our most popular article” or “most downloaded article.” In a live close or presentation, when talking about a particular offer, say “most of my senior clients seem to prefer this choice” or “the majority of my baby boomer clients who do not like to risk losing money select this option.” Be sure to always follow up with “but you are totally free to make the best choice for you.” And then give them the power to choose either yes or yes.

Boomers are savvy
One word of caution: Boomers are pretty savvy, and those old-school close techniques of “would you prefer to meet next Friday or Monday, I’m available either day” can spoil a great initial meeting. Cushion it with phrases that explain why you would prefer to meet again at a given time because “your son’s first game is the day before” or “Grandma’s birthday is that afternoon and I’d like to meet with you before.” While seemingly irrelevant, these revealing comments about your personal life gives you more character and shows your prospect a human side not typically shown in a sales interaction.