Category Archives: Prospecting
Getting More Referrals From Your Best Clients
Referrals are the most powerful method for attracting new business. It’s also a less stress-full and more professional way to market and sell your services. Sadly, too many professionals miss out on this opportunity leaving potential new business on the table by not leverage their existing loyal clients. I’ve observed five reasons most professionals do…
Prospecting: The Beginning of Rain Making
‘We are all salesmen every day of our lives. We are selling our ideas, our plans, our enthusiasm to those with whom we are in contact’ – Charles M. Schwab A rain maker is someone who generates revenue and profits by bringing in new business. The term can be traced back to the Native American…
Six things you can learn from tow-truck drivers: it’s all in the numbers
I live on a busy street in East Melbourne near the CBD (downtown area). To make sure the traffic flows smoothly during peak hours there are clearway zones; cars are prohibited from parking between 7:00 am and 9:30 am, Monday to Friday. Between 4:30 pm and 6:30 pm, the same restriction applies to the other…
Five Tips for Improving Your Prospecting Activity
For a while now, you’ve been trying to get your producers (salespeople) to see more prospects. You see other businesses doing it. They seem to make it look so easy. But for some reason, success keeps eluding you. Every time you get close to building a strong sales pipeline, something happens and…
Niche Marketing: 7 Ways to Expand Your Marketplace and Drive Growth
Is yours one of the many financial services businesses that try to be all things to all people? Or are you perhaps looking for a better way to invest your time, resources and marketing dollars? Niche, or specialist, marketing offers a better approach for financial service businesses looking for proven ways to attract new clients…
Prospecting Your Biggest Headache or Greatest Opportunity?
“You earn 90% of your commission for finding the person and 10% commission for selling them.” Walter J. Shields Prospecting for new business is a never-ending job, the lifeblood of any successful business. You may be able to delegate other activities but not prospecting. Prospecting is the most important part of the sales process. Depending…
Attract High Quality Prospects: a simple 5-step process
How are your marketing efforts working for you? Filled with good intentions, but delivering few tangible results? I speak to financial services leaders and professionals every day. I know that attracting, and acquiring, new business is one of the toughest challenges they face. Even experienced professionals, who have grown their business organically, via referrals, word…
Disturbing Questions: How to Steal Business from Your Competitors
To become a top professional, you must learn how to sell. It’s actually surprising how little attention professionals give to their sales techniques. A study conducted by Reagan Consulting tracking the performance of financial services professionals over a four-year period (2008–2011) found that top professionals produced annual growth of 8.4% vs. 1.3% of the industry…
Ideal Inbound vs. Outbound Marketing: How to Find Your Ideal Mix
A common question that I’m often asked is, what type of marketing activities should I be doing each day? You have two choices There are really only two types of marketing activities: outbound and inbound marketing. There is no 100% right or wrong answer; it depends on your comfort zone and capabilities. Outbound marketing is…
