May 10, 2018
In today’s world, there are financial advisors left and right. As the businesses grow so will the need for clients. One thing that most financial advisors and planners are constantly curious about is: how do you attract a wealthier clientele? In other words, your ideal client. There’s a lot that goes into attracting prospects. Today, I’d like to focus on the marketing aspect of it and provide you with four tips you can use to find your ideal client.
- Be the best at what you do. What are you doing differently than other financial advisors? What’s your track record? How are you sharing this with your prospects? In order to attract a wealthier clientele, it’s important for you to become the best at your service so that the client will feel confident with the assets they’re going to trust you with.
- What’s your story? I know I mention this often in my blogs but I can’t stress enough the importance of having a unique story for you as an individual and your company. You need make sure your story is providing value to the customer. Remember, people will pay for your story.
- Marketing communication must be 50% emotions 50% logic. Going off my #2 advice, how you communicate the value that you can provide to your clients is important. An example of combining emotions and logic into marketing communication would be: “Through my daily financial practices, I have been able to change people’s lives by helping 5,000 clients.”
- Ensure you are visible to your ideal clients. I know this seems obvious, but sometimes we get so caught up in our marketing efforts that we forget about our ideal clientele. Attend networking events, whether they’re virtual or live, be a speaker on webinars and events, and write articles and books. All of these ideas will not only make you more visible but will also build your credibility!
February 8, 2018
Cold calling has been around for longer than we can imagine. Yet, it’s still very alive today even with having a 2% success rate, which is mostly for the highly skilled sales professionals. Why doesn’t cold calling work nowadays? Firstly, it’s simply annoying for the consumers to receive, especially since they are busier now more than ever before. With ever increasing technology, consumers can easily research anything online. Therefore, they’re most likely not to engage or listen during the phone call. For that reason, we must redefine modern cold calling. Have you ever been persuaded to choose something simply because someone you know told you to? Let’s be honest, we all have! So why don’t we do the same when we’re reaching out to potential clients? Think of how different your cold calling conversation would go if you said: “Hi, my name is Jodie Binning, I’m the owner of Three Point Marketing. One of my clients mentioned that you need a little bit of help in growing your marketing and developing your website.” By hearing “one of my clients mentioned,” the consumer instantly develops trust. Instead of randomly cold calling, find connections and turn them into “warm calls.” I’ll leave you with a couple of tips to ensure your call is successful:
- Create a list of all connections. And use them. Doesn’t matter how big or small you feel each connection is.
- Practice. Practice. Practice. Do you think actors ever film a scene without practicing their script? Absolutely not. Write out what you would like to say in your call and the call is half done for you.
- Listen. One of the main issues in the modern age is that we talk before we listen. When you actively listen, the customer feels that you care. You also want to ensure that you’re asking strategic follow up questions.
- Ask for a meeting at the right time. After you’ve used your practiced conversation, listened to the customer’s needs, and know that you can help them: ask for the meeting.
And just like that, you’ll turn your modern cold call into a connection!
November 13, 2014
Every time you look for potential business or new customers, you are prospecting for your business. While you may not find gold, you just might find some great clients if you play your cards right. Here are some tips for making your prospecting as successful as possible.
- Digital interaction. Connect with a potential client on LinkedIn. Retweet something they posted on Twitter. Comment on their LinkedIn articles. These small interactions will get you on a customer’s radar and build a relationship before you even talk to them.
- Make a plan. Thinking out your prospecting will make it much easier to keep yourself organized. Schedule time every day to investigate new clients and do research. Taking it in smaller doses can make prospecting less daunting.
- Stick to what you know. Focus your efforts on what you do best. If you are really experienced in email marketing, use that to your advantage! Just make sure you don’t get stuck. Make sure you try new ways of prospecting, too. You never know what might work.
- Think about your words. No matter how many people you call or emails you send, if you aren’t using the right language you’ll never make connections. Really focus on the words you choose, you might only have a few seconds to get someone’s attention.
- Remember it takes time. Sometimes you meet the right person at the right time, but most cold calls don’t end in an appointment. Build up relationships a little at a time to create trust with potential clients. Customers want to work with people they know, so keep in touch to remain in contact with prospects.
Prospecting isn’t always easy. It takes time and practice, just like everything else! If you focus your efforts and take time to plan, you can make the most of your prospecting and have the greatest success.
What are some ways you prospect?