29 surefire ways to prospect for new clients linked in
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29 Surefire Ways to Prospect for New Clients
Suzanne MuusersProsperity Coaching LLC
http://www.ProsperityCoaching.biz
Copyright Suzanne Muusers www.ProsperityCoaching.biz
What you'll need Definition of prospecting How much time you should spend
prospecting Two basic strategies for prospecting 29+ prospecting tactics – be ready to write
down at least 10! Action Plan 3 Goals Exercise 3-5 prospecting tactics out of your top 10
Agenda
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Vision
Think about where you want to be in 5 years
Copyright Suzanne Muusers www.ProsperityCoaching.biz
LinkedIn profile – well written, professional, compliant
30 second commercial Professionally branded brochure and
matching business card Professional website Thank you cards Email newsletter …..
What you'll need
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Lifeblood of any thriving practice Proactive process as opposed to reactive Constant and well planned effort searching
for people who may be interested what you offer
What is prospecting?
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Length of time in years Time spent marketing
0-3 75%
4-5 50%
6+ 25%
How much time should you spend prospecting?
Even if you have been in business 6+ years, you should still spend ¼ of your time prospecting
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Through people you know Through people you don't know
What are the main ways to prospect?
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Are you using old, tired marketing tactics? Come on!
Copyright Suzanne Muusers www.ProsperityCoaching.biz
It’s time to rev your engines
Copyright Suzanne Muusers www.ProsperityCoaching.biz
The HANDOUT – write down at least 10 tactics! Existing clients Master referral conversations EXCELLENT SERVICE – create a client service matrix Send out a service survey Create a client call list Send a 3 letter referral campaign –letter 1-client review
summary We 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
Letter 2 sharing a favorite article Letter 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 business…
Client appreciation events – at least one per quarter
Client Review meetings – ask for referral Centers of influence
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Mail Lists –purchased and based on: zip code, affluence, niche, industry
Mail Lists – you compile yourself: local Business Journal – book of lists; new businesses
Direct mail postcard to business owners – with a follow up phone call
I recommend a 6x11 postcard with provocative copy and HUGE call to action
Prospecting to people you don’t know
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Business Networking – Chamber of commerce, leads groups, etc.
Speed networking Public speaking seminars – positioned as
educational workshops Speak to groups -In your client survey, ask for
clubs, organizations, or groups your clients belong to. Offer an educational workshop
Appointment setting services Second opinion services
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Start Groups: MeetUp group, social group Collaborate –lunch and learn Specialty events … Brown bag lunch for a specific niche –
Women's Wealth – A Journey to Financial Success
Martini and Money Happy Hour Write articles for niche publications
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Use your website as a prospecting tool Downloadable brochure List 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
Get ready to do some work. I push my clients to take action!
Action Plan
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Goals are dreams with deadlines Write down 3 Goals in 60 seconds – why?
Your subconscious mind knows what you want 1. Annual revenue 2. # new clients 3. New AUM
3 Goals Exercise
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Questions you should answer: How to grow through your own clients? How to target prospects who don’t know
you? How to keep in touch with clients &
prospects? Write them down!
Select 3-5 Prospecting Tactics
Copyright Suzanne Muusers www.ProsperityCoaching.biz
I will review your 3 goals and 3-5 tactics over the phone – & give you a free Marketing Calendar
Email me - Email Subject line: 3 [email protected]
Anyone can download my free E-Book: “10 Powerful Marketing Ideas”at www.ProsperityCoaching.bizon the right hand side of the page
Help is available
Copyright Suzanne Muusers www.ProsperityCoaching.biz
Call me: 480-463-3171 Visit my website –
www.ProsperityCoaching.biz Get my Business Plan Program for advisors: www.FABusinessPlan.com Get my Affluent Marketing Plan 9 week
course: www.MarketingToTheAffluentCourse.com
Questions?