What to do if you keep hearing “I need to think about it” while prospecting

The dreaded "I need to think about it" or "let me think about it and get back to you!"

When I work with advisors -- helping them become a master at prospecting -- I get this question a LOT.

👉 Have you ever gotten this "objection" while asking for referrals?

If so, what did you do?

Most advisors would say something like: "Sure, no problem. How about I follow up with you in a week?"

Then, after the meeting....

😟 50% of advisors never follow up because they're afraid of being pushy or annoying (and then get frustrated because they don't have enough good quality referrals)

😟 the other 50% follow up a few times -- 1, 2, maybe 3 times -- but they still don't get traction and feel like they're spinning their wheels (lots of effort, minimal results)

So.... How do you overcome the dreaded "let me think about it" objection?

✨ And not only overcome -- but how do you actually open the FLOODGATES of referrals when prospecting?

When you hear "let me think about it" and are THEN trying to figure out what to do next, it's like you've jumped out of an airplane with no parachute and then turn around and say -- Okay, what should I do now?

The answer is, it's too late. 🤯 

And this is what 99.99% of advisors don't realize.

🔥 The key to overcoming this objection is by getting out ahead of it.

If you're hearing "let me think about it" there are 3 potential issues with your prospecting language (this is gold, btw).

1️⃣ You never clearly defined what your intention was in the beginning of the conversation.

E.g. Does the person you're prospecting with know that your intention is to get emails/phone numbers/an introduction?

Chances are, the person you're prospecting might not actually understand what it is that YOU want at the end of the conversation.

2️⃣ You're overwhelming them with too many categories of people

"I work with doctors, lawyers, business owners... oh, also, I can work with young families and folks that are pre-retirement."

If your prospecting language sounds anything like this -- the reality is that you're confusing TF out of these people and making them think too much.

The reality is that people don't want to think.

The EASIER you can make it for someone to refer you, the more referrals you will get.

3️⃣ You're making the referral process about YOU and not about the PROBLEM YOU SOLVE.

This is an absolute game changer. Again, 99% of advisors, when prospecting, make the prospecting about THEM.

Who THEY want to work with.

Why THEY want to work with them.

The person you're working with does. not. give. a fk.

If you want everything to change for you -- you need to learn how to make it about THEM, and about the problem that you solve.

🌟 Want to learn this shift? My 6 Step process to becoming a Prospecting Magnet will teach you EXACTLY that.

Helpful?

💖 I teach advisors a step-by-step prospecting process for generating more leads, inbound referrals, and ultimately closing business consistently.

If you DON'T have a prospecting "system" in place -- and you're tired of being frustrated with prospecting..

💸 DM me the word "REFERRALS" and let's chat for 15 minutes.

p.s. if you're an advisor and currently do not have a bulletproof system for generating referrals every week -- you're making this career more difficult than it needs to be. DM me the word "REFERRALS" and I'll share my prospecting system with you.

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