For those willing to put in the time and effort, the rewards are gratifying – and prospecting can be made easier. Here’s more about step #2. (Step #1 is here.)
Targeting makes prospecting easier
Getting focused on a smaller well-defined group that you are already familiar with is easier and more effective than trying to sell to everyone.
Start by selecting a group you already work with. When you review your client list and see a number of clients who are lawyers or doctors or entrepreneurs that means you’ve found a way to attract these people. So extend your influence to include others in that group. In fact any demographic based selection will work. Say you have a lot of successful older female clients that you connect with and enjoy working with, you can build a strategy to grow your practice with older women.
This targeted approach works for two reasons:
First, you’re already knowledgeable about the needs of people in that group so there is less of a learning curve for you and prospects will immediately recognize that you understand the specific needs and issues they face as lawyers/accountants/entrepreneurs/women.
Second, most well defined groups have associations, events, publications, even informal groups such as clubs that you can easily reach out to.
Prospecting is hard work: It requires a sales mindset and a commitment (Step 1), a targeted approach makes it easier (step 2), as does connecting with people in the group around their interests (Step 3).
Look for more in the next blog when we discuss how connecting with people through what interests them.
Learn how to Retain Female Clients through this online course and earn CE credits. Or visit us at here and learn everything there is to know about what women want and how to serve them well.
6 Tips for Creating a Positive Customer Service
How to Design a B2B Website That Generates Real Results
3 Ways to Discover What Will Add Value to Your Financial Life
The Robotics Evolution: What Will Work Look like in the Future?
10 Questions Advisors Must Consider Before Podcasting
Being More Effective By Doing a Pulse-Schedule!
How to Spend More Time Working On Your Business
3 Things Every Manager Must Do in December
Investment Grade Bonds Behave as Expected During Recent Bout of Market Volatility
Should Breakaway Advisors Leverage a Wrap-Fee Program?
Equities10 hours ago
Bubble, Meet Pin; It’s Just the Beginning of the Downslide
Market Strategist10 hours ago
Don’t Be Boxed Into Style Boxes
Development10 hours ago
As an Advisor, Are You “The Great Communicator?”
Equities1 day ago
This Is the End of Trump’s Economic Sugar High
Development1 day ago
When You Cannot Think of a Better Way to Market Yourself, Try This…
Global1 day ago
It’s Time to Reconsider Risk
Forward-Looking Investing2 days ago
2019 Outlook: Don’t Fight the People’s Bank of China!
Financial Podcasts2 days ago
How to Qualify Prospects and Increase Your Success Rate