12 Ways to Nudge Clients to Commit

"C'mon, are you going to buy or not? Make a decision!" We have all been tempted to say those words out loud. Thankfully, you have never done it. Why? Because the immediate answer would be no. Prospects have many reasons why they put off making a decision. Some are very logical, but often it is simply because they do not assign a high priority to giving you an answer. What's the rush? Advisors need to create a sense of urgency. The prospect needs to be presented with a decision. One of the reasons that prospects delay is when they are presented with multiple alternatives. Faced with choosing from many options, they feel the safest route is to choose none — postponing the decision, or "kicking the can down the road." There are many ways that advisors can nudge clients toward a timely decision without coming across as pushy or desperate. Let us consider the 12 scenarios in the gallery.