Have you been on LinkedIn sharing, commenting, posting content, and yet... still don't see what all the hype is about? If gaining a client or even a solid lead off LinkedIn has eluded you, then you may want to change how you approach prospecting on this platform.
There is a subtle, but powerful shift happening in marketing and it could affect the way you prospect for clients.
The traditional way of marketing was a “push” method where you pushed your product, your service, your offer to the client by way of an ad in a trade publication, cold-calling, or in-person sales pitches. And there are times this still works, but there's a new marketing method in town and it can attract more clients and build stronger, longer-lasting relationships.
There are several ways financial professionals can lift their workshop attendance whether prospects register through traditional direct mailing methods or digital marketing strategies. The same processes can help increase attendance for both prospecting tactics. Financial professionals should be confident enough with their processes to potentially spend a significant amount of time and money on finding and converting prospects into clients.
How often do you search for a way to get the conversation with a prospect rolling on the right track, particularly taking the discussion into retirement planning territory? You can use the phrases below and the links provided to help shape a thought-provoking conversation and encourage your clients to spend a few minutes “predicting” how long they might live and what a potentially long life could mean.
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One of the most common questions I get from advisors is "How can I find more leads"? You need to first evaluate the lead generation methods you currently use and improve them, or select alternative ways to market your business.
Many financial professionals I speak with believe that they can grow their business if they have more prospects to see. There’s truth to this. Without prospects to see, you are unemployed. If you don't have anybody to serve, then you're out of business. Unfortunately, many of those same professionals are poor at prospecting and are struggling to get more clients. Often it comes down to lack of direction, focus, and commitment to prospecting efforts.
The holidays means one thing in sales: stalls. All of the salespeople that came before us didn’t do us any favors by accepting the “call me after the holidays” excuse from prospects. During this time of the year, it’s the go-to stalling method for prospects.
One of the biggest untapped opportunities for financial professionals today is leveraging all the technological advances available to you such as social media marketing, video production services and web-based leads. To be successful in today’s technology driven world, you need to have a compelling online presence for your financial services business.
I recently attended a conference with about 40 other investment advisor representatives. As successful business entrepreneurs, they hold themselves to a high standard and are passionate about their profession. Oh, and did I mention that they toss around the acronym "IMO" like it's a swear word?
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This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.