How can you make your prospects accept your offer?

“All of you are likely spending more time than you realize selling in a broader sense—pitching colleagues, persuading funders, cajoling kids. Like it or not, we’re all in sales now.” – Daniel Pink

Sales has gained a bad rap in the era of expanded consciousness and increased awareness of the importance of relationships. But this is not because sales is no longer relevant or necessary; it’s because this activity has been attached almost exclusively to a transaction of monetary value.

If we can start to integrate the relational side with the transactional side, we can create a more extensive and healthier way to exchange value.

Quentin Monjiols from investae.com recently shared some insightful ways to engage in sales in a way that attracts, connects and engages.

He says the following: When you pitch your investment products, there is usually a large number of prospects who ignore or refuse what you have to offer. One of the main reasons is because we tend to start by trying to sell too soon.  The first step should always be to make your prospect receptive to change. 

In other words, we need to understand the conversation investors have in their heads. 

 1 – Get them open to a different idea

One of the most frequent mistakes is trying to sell before any interest is shown. For example, instead of saying, 

A / “I have an opportunity for you that delivers 10% a year over three years”,

it might be better to say,

B / “Have you heard of [litigation finance] as an asset class? It is an asset in which interest is rising among many investors right now, see article here from (famous news source)”. 

When saying A/, right away you are trying to sell. If you start with B/, you are trying to make your prospect open to change.

2 – Make it relatable 

Most prospects need a reason why they should have your investment product in their portfolio. Nobody invests because your investment opportunity is “the best on the market” or a “good trade idea”, but because it makes sense for their personal situation or for themselves. Bottom line – they can relate to it.

3 – Show other people that have invested (to show they’re not alone) 

People like to be the first but do not like to be alone. Therefore, show them they can be “one of the first” in this asset class since other renowned investors are already doing it. 

4 – Stay in touch 

Nobody likes to make an investment decision on the spot. When you get a prospect open to the idea, they need time to swallow and digest the information.

The best strategy is to stay in touch in a way that keeps the conversation open and accessible.

Hopefully, as we explore these approaches more intentionally, we will be able to not only sell more but add value and integrity to how we conduct our businesses.