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.

5 Questions Prospects May Ask You before Deciding to Hire You as Their Financial Advisor

February 11, 2019 / by Don Connelly / Prospecting / 0 comments

Just as there are many questions you need to ask a potential client, prospects will have plenty of things they’ll want to know before they consider doing business with you too. Here are five questions you’re likely to receive.

Three Types of Prospects Most Likely to Object and How to Win Them Over

February 4, 2019 / by Don Connelly / Prospecting / 0 comments

During your career, you will meet with prospects who are ready with a reason not to invest. It’s up to you to recognize what camp they fall into objection-wise, so you can counter with the right response. Make it your aim to deal with their objections before you give your presentation.

Here are three types of prospects – and objections – to look out for.

11 Best Practices for Gathering Referrals

January 21, 2019 / by Don Connelly / Prospecting / 0 comments

People trust recommendations from people they know, and the lifetime value of a new referral customer is higher than of a client acquired in another way. Despite this, advisors shy away from asking for referrals – citing that to be one of their most awkward tasks.

The good news is that, if asked at the right time, most clients would be happy to advocate on your behalf. Less than a third of advisors ever ask though. Don’t act like the majority – because referrals are at the core of growing your business.

In this post we’ll look at some best practices for gathering referrals.

There Are Three Main Ways to Gather New Clients

December 17, 2018 / by Don Connelly / Prospecting / 0 comments

There are three main ways to gather new clients and grow your business. To excel, you should put your effort into mastering all three of them.

1. Acquiring new clients from existing clients
Referrals are by far and away the best way to gather new clients. And the only way you can earn referrals is by becoming referable – which will only happen once your clients feel you’re delivering them a 5-star service.

Clients won’t refer you until you become part of their inner circle, when you become someone they like and trust on both a personal and professional level.

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.

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