Lost Opportunity: Most Advisors Have a Gaping Hole in Prospecting Process

By Julia Littlechild via Iris.xyz

Question. What percentage of prospects, who take the time to meet with you, become clients?

I’m going to go out on a limb and guess that it’s high. And while ‘high’ is a good thing, the question masks a real problem. There’s a more important (and potentially uncomfortable) question I need to ask.

What percentage of the prospects, who stopped by your site, took the time to meet with you?

Let’s face it, it’s easy to get a little self-congratulatory if we focus only on our conversion rates from prospect meeting to client. However, if you’re only meeting a small percentage of the potential clients who pay you a ‘virtual visit’, you could be missing out on a much bigger opportunity. Like the water that seeps through holes in a bucket, too often we let prospects slip through the cracks without ever knowing they were there.

Prospects hear about you from their friends and from their other professional advisors.

Click here to read the full story on Iris.xyz.