29 surefire ways to prospect for new clients linked in

of 20/20
29 Surefire Ways to Prospect for New Clients Suzanne Muusers Prosperity Coaching LLC http://www.ProsperityCoaching.biz

Post on 21-Oct-2014

577 views

Category:

Business

0 download

Embed Size (px)

DESCRIPTION

 

TRANSCRIPT

29 Surefire Ways to Prospect for New Clients

29 Surefire Ways to Prospect for New Clients

Suzanne MuusersProsperity Coaching LLChttp://www.ProsperityCoaching.biz

Is prospecting the same as marketing?Marketing can be passive. Prospecting is generally active

1

What you'll need Definition of prospectingHow much time you should spend prospectingTwo basic strategies for prospecting 29+ prospecting tactics be ready to write down at least 10! Action Plan3 Goals Exercise 3-5 prospecting tactics out of your top 10

Agenda

Copyright Suzanne Muusers www.ProsperityCoaching.biz

This is our agenda for todayWe are going to learn quite a bit

2

Vision

Copyright Suzanne Muusers www.ProsperityCoaching.biz

Think about where you want to be in 5 years

What I want for you "A prosperous practice and a comfortable home lifeAttract Ideal Clients who willingly pay you for your expertise

3

LinkedIn profile well written, professional, compliant30 second commercialProfessionally branded brochure and matching business cardProfessional websiteThank you cardsEmail newsletter..

What you'll need

Copyright Suzanne Muusers www.ProsperityCoaching.biz

4

Lifeblood of any thriving practiceProactive process as opposed to reactiveConstant and well planned effort searching for people who may be interested what you offer

What is prospecting?

Copyright Suzanne Muusers www.ProsperityCoaching.biz

Prospecting is being deliberate about what you do

5

Length of time in years

Time spent marketing

0-3

75%

4-5

50%

6+

25%

How much time should you spend prospecting?

Copyright Suzanne Muusers www.ProsperityCoaching.biz

Even if you have been in business 6+ years, you should still spend of your time prospecting

This means time actually doing marketing, not time getting ready to do marketing. In my coaching practice I have seen advisors make big plans for marketing. It is the follow through and implementation that counts. Not just the planning.

6

Through people you knowThrough people you don't know

What are the main ways to prospect?

Copyright Suzanne Muusers www.ProsperityCoaching.biz

Grow your practice through clients, centers of influence, friends, relativesGrow your practice by attracting prospects through marketing to those you don't know

7

Are you using old, tired marketing tactics? Come on!

Copyright Suzanne Muusers www.ProsperityCoaching.biz

8

Its time to rev your engines

Copyright Suzanne Muusers www.ProsperityCoaching.biz

9

The HANDOUT write down at least 10 tactics!Existing clients Master referral conversations EXCELLENT SERVICE create a client service matrixSend out a service surveyCreate a client call list Send a 3 letter referral campaign letter 1-client review summaryWe are here for you - We are all faced with financial decisions on a regular basis. You may need to make a retirement decision, purchase a home, or deal with a career change. Please call us as we are here to help you. Also, you will have friends and family who could benefit from advice at a critical time for them. We will always be honored to help those you care about.

29+ Prospecting Tactics

Copyright Suzanne Muusers www.ProsperityCoaching.biz

65% of high income wealth managers earning over $800,000 annually ask their clients for referrals at least 4x per year

10

Letter 2 sharing a favorite articleLetter 3 educating re: What are the situations that your friends or family may need a referral to a qualified financial advisor? Births, deaths, moves, new job, job promotions, selling a businessClient appreciation events at least one per quarterClient Review meetings ask for referralCenters of influence

Copyright Suzanne Muusers www.ProsperityCoaching.biz

11

Mail Lists purchased and based on: zip code, affluence, niche, industryMail Lists you compile yourself: local Business Journal book of lists; new businessesDirect mail postcard to business owners with a follow up phone callI recommend a 6x11 postcard with provocative copy and HUGE call to action

Copyright Suzanne Muusers www.ProsperityCoaching.biz

Prospecting to people you dont know

12

Business Networking Chamber of commerce, leads groups, etc.Speed networkingPublic speaking seminars positioned as educational workshopsSpeak to groups -In your client survey, ask for clubs, organizations, or groups your clients belong to. Offer an educational workshopAppointment setting servicesSecond opinion services

Copyright Suzanne Muusers www.ProsperityCoaching.biz

13

Start Groups: MeetUp group, social groupCollaborate lunch and learnSpecialty events Brown bag lunch for a specific niche Women's Wealth A Journey to Financial Success Martini and Money Happy HourWrite articles for niche publications

Copyright Suzanne Muusers www.ProsperityCoaching.biz

14

Use your website as a prospecting toolDownloadable brochureList your firm with a Find an Advisor Website http://www.wiseradvisor.com/http://www.paladinregistry.com/http://www.fpanet.org/

Copyright Suzanne Muusers www.ProsperityCoaching.biz

15

Get ready to do some work. I push my clients to take action!

Action Plan

Copyright Suzanne Muusers www.ProsperityCoaching.biz

16

Goals are dreams with deadlines Write down 3 Goals in 60 seconds why? Your subconscious mind knows what you want1. Annual revenue2. # new clients3. New AUM

3 Goals Exercise

Copyright Suzanne Muusers www.ProsperityCoaching.biz

17

Questions you should answer:How to grow through your own clients?How to target prospects who dont know you?How to keep in touch with clients & prospects? Write them down!

Select 3-5 Prospecting Tactics

Copyright Suzanne Muusers www.ProsperityCoaching.biz

Just because prospects don't convert to a client right away doesn't mean they won't be a client in the future.

18

I will review your 3 goals and 3-5 tactics over the phone & give you a free Marketing CalendarEmail me - Email Subject line: 3 [email protected] Anyone can download my free E-Book: 10 Powerful Marketing Ideasat www.ProsperityCoaching.bizon the right hand side of the page

Help is available

Copyright Suzanne Muusers www.ProsperityCoaching.biz

19

Call me: 480-463-3171Visit my website www.ProsperityCoaching.biz Get my Business Plan Program for advisors:www.FABusinessPlan.comGet my Affluent Marketing Plan 9 week course: www.MarketingToTheAffluentCourse.com

Questions?

Copyright Suzanne Muusers www.ProsperityCoaching.biz

20