/ by Don Connelly / Marketing Yourself / 0 comments
Highly successful advisors have long determined that the traditional shotgun approach to prospecting using blast emails no longer works. They have found that prospecting with a more targeted approach, focusing more narrowly on clearly defined ideal client types based on a readily identifiable market segment or niche, increases both efficiency and results. These segments or niches are identified by demographics, businesses, careers, interests, or shared financial concerns that distinguish them from others.
We’ve written about the many advantages of niche marketing, including the more efficient use of resources, the ease of establishing one’s authority within a niche, and the built-in networking apparatus of well-connected clients residing in a niche.
However, the most significant marketing advantage is the ease of conducting research to gather intelligence about your market. Through market research, you can uncover critical information enabling you to develop more effective communication methods that appeal to your target market while honing your value proposition to touch their pain points.
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5 Reasons Why You Should Take The Time to Educate Your Clients
/ by Don Connelly / Best Practices / 0 comments
Don’t shy away from being a coach and educator to your clients. Adding in this extra element can help set you apart from the competition and deepen your relationship with them.
If you aren’t already educating your clients, here are five reasons why you should start doing it right away.
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How to Help Clients Make Good Decisions
/ by Don Connelly / Managing the Relationship / 0 comments
Your job is as much about managing relationships as it is about managing money. You need to establish close ties with your clients so you can become a positive influence in their lives over the long term. Unless you can steer your clients into making good decisions you not only risk losing them as clients – but you are doing them a disfavor – because you are allowing them to make potentially disastrous financial decisions.
Here are a few things you can do to influence your clients’ decisions positively.
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Understanding Your Clients’ Behavior Is Key to Your Success as a Financial Advisor
/ by Don Connelly / Managing the Relationship / 0 comments
The more you understand what motivates your prospects and clients, the better your chances of success when it comes to attracting and retaining them. When you begin to see things from your clients’ and prospects’ point of view you can start to influence their decisions and help them make good financial decisions.
So break out of your own mindset. Step into their shoes: Then you will be able to build strong client relationships, anticipate your client needs and manage their expectations.
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