prospecting

Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process. To be fair the required level of trust initially is relatively low – can they trust…

“Poor positioning of yourself and what you can achieve for your ideal clients is the number 1 reason for ideal business opportunities not coming to you….” Many professionals experience the frustration of good clients doing…

Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally. All is not lost with testimonials however, as one small change CAN make them resonate with your…

To create an effective advertising campaign – one that gets you the results you wanted to begin with – there are 5 steps. Many professional services firms miss at least a couple of them, and…

Lead Generation is the primary goal of content (or engagement) marketing for many. The effort and time invested in producing, sourcing and delivering content to an audience of potential future clients has a single purpose,…

Tom Peters suggested many years ago that one of the most effective marketing activities a professional could engage in were weekday lunches. 250 of them in fact over the course of the year. That is…

The prospecting method that keeps on delivering the most opportunities is Referrals. A distant second in the source of new clients for advice firms is Centre of Influence referrals. Research by the Financial Planning Association…

Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is. Typically it comes down to us not looking good…