Prospecting Archives - Don Connelly & Associates

In the Prospecting blog category you will find blog posts about prospecting. Don’s tips would include but may not limited to prospecting for new clients, leaning on your clients, researching for clients, how to ask for referrals, and more.

What Does It Take to Turn a Prospect into a Client?

December 10, 2018 / by Don Connelly / Prospecting / 0 comments

If you’re booking plenty of appointments, that’s great news. But if you’re not consistently opening new accounts as a result, it’s a wasted effort. Read on to find out what you need to do to turn a prospect into a client.

5 Reasons Why You Should Only Work with ‘Ideal Clients’

November 12, 2018 / by Don Connelly / Prospecting / 0 comments

Rather than pouring all your energy into searching for any and all new clients, you should be working out how to attract your ‘ideal clients’. If you agree to work with everyone who comes your way, your business will not continue to be sustainable.

Here are five reasons why it will pay you to drill down to your target market and decide only to work with these types of people.

Why You Need a Referral Strategy and How to Develop One

October 8, 2018 / by Don Connelly / Prospecting / 0 comments

Many advisors are uncomfortable asking clients outright for referrals, finding it hard to strike a balance between being aboveboard about wanting to acquire new business and being pushy or needy.

If that sounds like you, then you need to change your mindset because there are only three ways to gather new clients: From existing clients, people you know who are not yet clients, and people you don’t know yet. The best way by far to find new clients is via referrals.

Use Your Clients as Your Sales Force

September 24, 2018 / by Don Connelly / Prospecting / 0 comments

Use clients as your sales force - welcome to Don Connelly 247

A few years ago I got a question from Ryan who was wondering if I could give him some tips on how to increase the word of mouth that his clients give on his behalf and perhaps help to bring in more referrals.

Listen to the recording of my conversation with Ryan or read the transcript below to learn what I suggest he does and how he can use his clients as his sales force.

3 Types of Clients You Should Want to Attract and Retain

April 2, 2018 / by Don Connelly / Prospecting / 0 comments

It’s surprising to find that certain broad sectors of the population still remain underserved in certain instances.

If you, unlike other advisors, can devise a strategy to attract and retain these potentially valuable clients, you could vastly improve your business.

Let’s have a look at three types of clients you should try to attract and retain.

5 Reasons Why Prospects Will Hire You Over The Competition

February 5, 2018 / by Don Connelly / Prospecting / 1 comment

People won’t decide to do business with you because of your products, expertise, experience or reputation. These attributes (whilst important) will not ultimately convert prospects into loyal clients. Your hard skills won’t provide them with a compelling enough reason to hire you over the competition. If you want to impress prospects, you need to demonstrate that you are not only smart, but that you are likeable and trustworthy.

Here are five reasons why a prospect will hire you over the competition.

4 Fears Prospecting Can Eliminate for You

January 1, 2018 / by Don Connelly / Prospecting / 0 comments

Prospecting is the backbone of your business. Nothing happens until you get yourself in front of potential clients – which is why the most successful advisors are generally those who regularly prospect right through their careers.

The more you prospect, the more proficient you will become and the more business you will secure. The act of prospecting also empowers you and helps you to overcome your fears.

Here are four such fears that prospecting can eliminate for you.

Telltale Signs That a Prospect Is About to Waste Your Time

December 4, 2017 / by Don Connelly / Prospecting / 0 comments

Your time is precious so it’s essential that you spend it productively by prospecting to the right people. Some prospects are not worth spending time on – maybe expressing an interest when they’re not really committed to investing – and despite all your best efforts you won’t be able to do anything to change their minds. The problem is these prospects can be difficult to identify.

Here are a few telltale signs that someone is not about to do business with you.

Learn to Make The Choice to Not Open The Account

June 12, 2017 / by Don Connelly / Prospecting / 0 comments

When you’re first starting out as a financial advisor getting any work at all can seem like a good thing. In fact, the prospect of turning down new business could seem terrifying. However, you need to change your approach or you could end up working long term with unprofitable and stressful clients. To avoid such a scenario, you need to make the decision not to open certain accounts in the first place.

Here are a few ways to help you identify whether a prospect is going to be a good fit for you – and how to say no politely if you discover they aren’t.

5 Tactics to Get Prospects off The Fence

April 10, 2017 / by Don Connelly / Prospecting / 0 comments

Breaking a prospect’s apathy is difficult.

Telling someone to invest or think long term is like telling someone to be patient. And telling someone to be patient simply doesn’t work. Instead you need to ‘teach’ prospects what long term investing really means. Use stories and analogies to stir emotions, curb their impatience and give them reasons to invest. Here are five ways you can do that and help prospects get off the fence.

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