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We like to think of debt counseling as an altruistic pursuit, but the truth is sometimes you have to do a little selling to get people to help themselves. That means you need to put a few tools in your toolbox if you are to maximize the number of people you can help.
Debt consolidation or debt management is a pretty big market. The headlines tell us that this is an enormous problem and only getting bigger. That means your sales and marketing can be pretty broad and chances are you will quickly be talking to someone who really needs you help.
Debt customers are different than any other sales prospect you will probably meet. Unlike the average sales process or sales prospect these customers usually are in desperate need of help, are often misinformed about their situation, and the clock is racing against them.
This means you need to get them informed, knowledgeable about their options, and underway to managing their debt ASAP. Delivering this process and getting the debt client to respond can be more difficult that it would seem.
These are some of the sales tips that might help:
1. Start with trust building. Provide the troubled borrower with easy to read reference material on debt problems and how to solve them. This will give them confidence you have their interest in mind and give them third-party validation of what your recommend.
2. Let them see their own problem. Like an alcoholic many people over their head in debt can’t admit they have a problem. So, give them homework-simple debt calculation worksheets-to fill out so they can see the problem for themselves. These worksheets will also assist you in recommending a good debt workout solution.
3. Create a sense of urgency. Once you have all of their debt information and terms of their various creditors-show them the urgency. Lay out what is going to happen and when, if they don’t take action immediately.
Debt prospects need help to see the forest for the trees. Your debt sales process should be focused on giving them that picture quickly and honestly.
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