Make Them Thirsty, Then Sell Them a Drink

The phrase “make them thirsty, then sell them a drink” is a common saying used in sales and marketing to describe the process of creating a need or desire for a product or service and then providing a solution to fulfill that need. In the context of financial advising, this phrase suggests that a financial advisor should first create a sense of urgency or need for their services by highlighting the importance of proper financial planning and management. Once the client is motivated and “thirsty” for financial advice, the advisor can then sell them their services and provide them with a solution to their financial needs.

The goal of this phrase should be to help clients understand the value of financial planning and management and to help them make informed decisions about their finances.

Here are some steps financial advisors can follow to effectively implement the “make them thirsty, then sell them a drink” approach:

Identify the client’s financial needs and goals: Before creating a sense of urgency, it is important to understand the client’s financial situation, including their current financial position, future financial goals, and any financial challenges they may be facing. This information will be key to creating a customized plan that addresses their specific needs and goals.

Create a sense of urgency: Financial advisors can create a sense of urgency by highlighting the potential consequences of not taking proper control of their finances. This could include the loss of retirement savings, the inability to achieve financial goals, or the risk of financial hardship. By highlighting these risks, advisors can make clients “thirsty” for a solution.

Offer a solution: Once the client is motivated, the advisor can offer their services as a solution. This may involve creating a customized financial plan, providing investment advice, or offering insurance products that can help mitigate financial risks. The goal is to provide a comprehensive solution that addresses the client’s financial needs and helps them achieve their financial goals.

Follow up and provide ongoing support: The “make them thirsty, then sell them a drink” approach is not a one-time event. Financial advisors should continue to provide ongoing support and follow up with clients to ensure their financial plans remain on track. This could involve regular meetings to review progress, adjusting the plan as needed, and answering any questions the client may have.

Lastly, use this approach in everything you do. Whether you are sending emails, running online ads, writing website copy, dinner seminar, webinar, in a one on one meeting – everything.

It is important to note that these steps should be implemented in an ethical and transparent manner. Financial advisors should always act in their clients’ best interests and provide honest and accurate information.