{"id":1233,"date":"2018-05-17T14:11:12","date_gmt":"2018-05-17T04:11:12","guid":{"rendered":"http:\/\/magazine.riskinfo.com.au\/35\/?p=1233"},"modified":"2018-05-31T10:13:09","modified_gmt":"2018-05-31T00:13:09","slug":"how-to-be-a-risk-advice-guru-and-still-make-the-sale","status":"publish","type":"post","link":"http:\/\/magazine.riskinfo.com.au\/35\/how-to-be-a-risk-advice-guru-and-still-make-the-sale\/","title":{"rendered":"How to be a Risk Advice Guru and Still Make the Sale"},"content":{"rendered":"
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Potential clients will assume that as an adviser you have the skills and knowledge to meet their needs, and you know how to communicate that information to them.
\nBut do you know when to stop talking, confident that what you have presented is enough to engage the client and bring them on board?
\nIn this article, Sue Viskovic from Elixir Consulting reminds advisers that too much information is unlikely to convince clients just as much as too little.
\nSue provides some pointers on what to say, when to say it and when to leave it unsaid for the next meeting.<\/h3>\n<\/div>\n

I\u2019ve been thinking about a session I had with an incredibly talented professional recently, and reflecting on how easy it can be to lose a prospective client. I can\u2019t help but draw parallels with some client experiences we\u2019ve seen in advice businesses, where there is in fact a technical service being provided in an area where a little knowledge can be dangerous.\u00a0 I\u2019ve written before about the importance of educating your clients<\/a>, but there\u2019s a limit to how much knowledge you share, and the timing with which you share it.<\/p>\n

SEO. Search Engine Optimisation<\/h3>\n

I know of the term SEO and what it is supposed to do for you (get your website on page 1 of Google searches), but until recently I hadn\u2019t invested a great deal of effort or focus on it.<\/p>\n

How does this compare to risk advice I hear you thinking? Well, like your potential clients, I had a few thoughts already in my head about this particular service, but I wasn\u2019t totally convinced about it. The similarities are uncanny – kind of like:<\/p>\n

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And, so it happened that through our co-working space, I met an expert in SEO and sat down to discuss it with him. In part, for our own website, and also so I could learn more about it to assist our advisers.<\/p>\n

I made it clear that I felt it\u2019s important to be able to measure (and achieve) tangible results \u2013 a rule I\u2019ve always held for any spend in marketing. I was also wary of the \u2018black magic\u2019 that is the Google algorithms, and the potential for people to be sucked in with promises from a provider who uses jargon and smoke and mirrors to pretend they have the ability to manipulate something that cannot be controlled.<\/p>\n

After the initial \u2018high-level\u2019 chats, we discussed my website assets, and what I was wanting to achieve from them. Take a look at my thought process below and think about how a risk client could follow something similar when they\u2019ve been referred to your services but they\u2019re still not entirely convinced that they need them.<\/p>\n

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Through this exercise, my thinking quickly went from<\/p>\n