March 7, 2019
Simon Sinek started the revolution: how can you do anything if you don’t understand the why behind it? With an open mind and some spare time, it’s easy to think about why you do things. Why did you choose this particular career path? Why do you target the clients that you do?
While this might be obvious to you, your clients might miss your oh-so-obvious message if it’s not shared properly. When it comes to sharing your why, the cohesiveness behind your message is just as important as the message itself.
Take some time to evaluate your branding presence. Does your LinkedIn bio explain why you love what you do? Does your website capture the energy of your office? By making sure every representative of your work is accurate, your clients are that much more likely to trust you with their most difficult needs.
You can even take this further than evaluating introspectively. Why are your clients passionate about their work? By understanding their actions, you’ll be able to immerse yourself in their brand and make an even bigger impact.
It’s a long conversation to be had in order to understand the underlying motivations behind everyday actions, but in doing so, you’ll be much better positioned to truly make a difference with your work.
February 7, 2019
Let’s take a moment to define what marketing truly is. Is it using social media and other online digital tools to share brand updates? Not exactly, though digital communication is a key aspect to successful marketing. Do you instead think of traditional marketing, like newspaper ads or television commercials? This still is important, but it still doesn’t capture the entire essence of what marketing is.
All things considered, marketing is just the fancy word used to describe the process of finding new and interested people to share your product or service with. Luckily, we’re all working in the digital age, and reaching these new people has never been easier. However, when people are interacting with an estimated 5,000 ads per day, it’s more important now than ever to make sure that your efforts aren’t going to waste.
So how do you do that? First, you have to define your target audience. While the initial thought may be to target a larger group to attract more potential clients, you may be surprise to find that niche groups have a higher success rate. Understanding exactly what attracts your audience will enable you to craft marketing strategies that will catch their attention.
Second, you have to understand your company. What makes you different from your competitors? How exactly can you make a difference in the lives of your consumers? Where do you still have room to grow? Understanding your strengths and weaknesses can take your brand to a completely new level – and can increase the confidence of your consumers as well.
Finally, you have to visualize the future. Anyone can get good results in the now, but it takes a special team to take the current output and strategize for future success. Go back to the strengths and weaknesses of your company. Think about the industry you’re specializing in – what opportunities can you capitalize on? Taking your current positioning and translating that into where you’d like to be in the future allows you to make strategic marketing decisions that puts you on the path to success.
January 10, 2019
In the past, the definition of marketing has been simple: find a way to get new clients to learn about your brand. But what if your marketing did more than just get the word out? What if your marketing performed in such a way that these new clients actually believed in the services you offered?
Rather than focusing on what you can do for your business using elaborate (and expensive) marketing campaigns, try ringing in the new year by using specific and strategic language that compels your audience to take action. What better way to bring in new clients than by relating to their needs and providing solutions for them?
Using strategic communication also furthers the understanding of your brand. Do you prioritize finding solutions or do you often find your focus set on helping your clients cut unnecessary spending? Whether it’s in person or online, using consistent verbiage with your clients provides them with a better understanding of what you offer, but more importantly, why you offer it. This also provides you with countless opportunities to ensure that you brand displays its values at every opportunity.
Take the arrival of the new year as an opportunity to expand your marketing efforts to let your brand speak for itself. You’re a part of an incredibly powerful business – let your skills shine!
December 6, 2018
Often times when we think of leadership, we think of managing and delegating tasks. We think that managing is all about telling people what to do, so that profitability continues to increase for the company. However, leadership is much more than that. Nowadays, it’s as important to connect with your employees as it is to increase profitability for your company. Focusing on building strong relationships with your team will develop trust. Not only does connecting with your employees develop trust, but it also provides a space for them to listen to your ideas, say yes to them, and follow through. Additionally, they are less likely to disappoint you.
Creating warmth, understanding, and connections will allow for your employees to work better, therefore leading to profits. The question is: how would you go about creating and cultivating this atmosphere?
- You could change the dynamic of the interaction with your employees by simply smiling. This is the most authentic way to go about creating warmth and most of the time they smile back. Constantly smiling creates a warmth in the atmosphere and allows for your employees to feel comfortable.
- Ensure that you are constantly practicing active listening. It comes off as rude when you are interrupting or not letting your employees finish their thoughts. Active listening helps develop trust.
- Use positive body language to show interest and once again, warmth. Try to avoid crossing your arms and leaning back too much during meetings and interactions.
Have suggestions on ways to connect with your employees? Let us know in the comments below!
November 15, 2018
Whenever you own a business, there is a highly stressed importance on obtaining clients. You go out and prospect, conduct various marketing events, network and meet as many people as possible. You find people who are interested and you showcase your services to them. If you’re a financial planning firm, you might develop the perfect financial plan for your new customer and send them on their way. However, I think we often forget the importance of maintaining our relationships after the customer has bought our product or service. Whenever you strengthen your relationship with your clients, it increases their loyalty to your services and increases referrals. As a result, this helps and grows the business that you have worked so hard to develop.
Now, I also want to talk about the importance of strengthening relationships between your clients. Whenever your clients feel connected with each other, they will definitely feel more connected to you. How should you go about connecting your clients? I have a few pieces of advice for you!
Firstly, think matchmaker. How could your clients benefit one another? There is a possibility of them becoming business partners, friends, and even golf partners. Approaching this idea could be as easy as saying to your client, “I am planning a fundraising event for a cause that you and another one of my clients, Becky Jones, care strongly about and I think you two should connect regarding ideas!”
Another way to connect your clients is through intimate events that are frequent, preferably every month. The events could range from small dinner parties to golf outings. Also, local events such as running races, yoga events, or wine tastings are a great way to gather your clients. Consistent events will bring your clients together and develop strong relationships.
Have other strategies to grow and strengthen customer relationships? Let us know in the comments below!
October 25, 2018
In 2017, the financial planning industry revenue was $56 billion. However, in order to be successful in the market, financial advisors need to be able to establish themselves as trustworthy. In order for an advisor to be established as trustworthy in the industry, it all starts with their chosen marketing tactics and strategies. We constantly read on ways to market our business, but how can we make it creative and fun? I’ve got just the advice for you!
- Develop an interesting and relatable hobby. Have you ever wondered what you should talk to your prospects and clients about? Sometimes when finance and investing is your only topic, it could intimidate your prospects and clients. When you develop an interesting and relatable hobby, rather it is golfing or fishing, it creates trust between you and your clients. This relationship-building strategy could differentiate you big time!
- Start podcasting! As of 2017, 73 million people are listening to podcasts monthly. It has made a major comeback and customers truly value this medium for ways to gain and expand their knowledge. Creating a podcast could not only provide financial value to your clients and listeners but also show off your personality.
- Create a monthly company newsletter. This could be one of your many tactics, that is also inexpensive, to keep your clients and prospects engaged and aware of your practices. Simply create a brief monthly newsletter and send it out to your email subscribers or post it on your website. Don’t forget to focus on sharing your expertise.
- Host local conferences. Rather it is is in your local libraries or senior centers, this could be a great way to get your name out there. You could host a local conference to give advice on 401(k) plans, budgeting, savings, etc.
Creating marketing tactics to spread the word about your business doesn’t have to be boring! What are some of the creative marketing tactics you have used with your business?
September 27, 2018
Referrals, referrals, referrals. We constantly hear how important they are and how it’s one of the best ways to obtain new clients. But, how exactly do we achieve as many referrals as possible? What can we do to differentiate ourselves to ensure that we’re receiving those referrals? One thing I want to discuss is the importance of providing exceptional customer service. If you switch your focus from trying to obtain referrals from every client you see to focusing on providing the best experience possible, your referrals will come naturally. In fact, just one happy client could result in 9 referrals for your firm. Whenever a client feels that a financial advisor is making a genuine effort to understand the client and provides valuable recommendations, they’re more likely to spread the word about you. Therefore, a positive experience is a must when trying to obtain referrals. With that being said, I’d love to provide some basic tips on ways to enhance the customer experience that will result in more referrals for your firm.
Don’t forget the little things about your clients. Is today your client’s daughter’s birthday? Send a birthday card! Keeping the little things in mind will make the client feel special and cultivate a healthy, engaged relationship.
Consistency. Don’t tell the client you will follow up constantly and only do it once. If there is a mistake on your part, don’t continue making the same mistake. Consistency is key when working with clients.
Don’t be intimidated to ask. Of course, providing excellent customer service will be the first option for obtaining referrals. However, don’t ever be afraid to ask for it. If you have worked with your client for quite some time now, feel free to mention something like “If you’ve enjoyed my service and you’re happy with the outcome, don’t hesitate to tell a friend.”
At the end of the day, ensuring a positive customer experience will result in more referrals for your firm.