1. “I’ve been practicing for 20+ years and have never needed one.” If I had a dime for every time I’ve heard this one! True—there are advisors practicing today who have never had a website because they’ve never “needed” one. I’m assuming these are the same advisors who hung on to the pager too long because they “didn’t need a cell phone.” Once they learned to use that brand new cell phone, though, I bet they couldn’t function without it.
The adoption of new technology is often inevitable because in most cases it adds real value. And a great website adds value by helping you connect with your ideal client, making you look really great online and helping you win new business.
Consider this: What if you had had a website for those 20+ years? Or what about for even one year? Don’t underestimate the impact a compelling online presence can have for your business. Business doing well without a website? Great—but just imagine what it could be with an awesome website.
2. “I get all of my new clients from referrals.” I moved toVancouver,BC, fromGeorgia in 2012. Every time I returned home, I would visit my family dentist—until recently. I actually asked around and got plenty of referrals for dentists inVancouver, and what did I do with those names? Googled them.
It’s a new fact of business life. The first thing a referred prospect does is Google your name to find information about you before picking up the phone. (Nearly 90 percent of Americans do this today). If your prospect doesn’t like what she sees (or can’t find any information at all), don’t expect a call.