The Top Seven Marketing & Selling Questions

Every day, my inbox fills with questions about selling and business development.

People want to know how to grow organically, strengthen their revenue base, and boost performance—without sacrificing the quality of service their clients expect.

Chances are, you’ve had the same questions. And you’ve probably spent time on blogs, forums, or social media trying to find the answers.

The problem?

You get conflicting advice.

Ask any online forum this simple question:

“What is the ideal business development strategy for a financial services firm?”

You’ll get a dozen different opinions.

Some will tell you to cold call. Others will swear by networking clubs. Someone else will insist social media is the only answer. And before you know it, you’re left trying to sort the wheat from the chaff.

If you’re new to the industry, the confusion is even worse—you don’t yet know who to trust.

And that’s the challenge today: there are plenty of “wannabe professionals” offering advice, but much of it is untested, unproven, or in some cases, downright dangerous.

That’s why I’ve put together this list of frequently asked questions.

My aim is simple: to give you clear, practical advice from someone who has spent decades successfully navigating the world of financial services sales, marketing, and organic growth.

The Top Seven Marketing and Selling Questions

Q1. What is the best way to generate referrals?

A. Package your expertise. Use high-value educational content, combined with online networking and participation in industry events, to build visibility and earn introductions.

Q2. LinkedIn Premium is expensive. Is there a cheaper way to get similar results?

A. Yes. Start with an exceptional profile. Participate actively in relevant groups, comment intelligently, and publish short articles that demonstrate your expertise.

Q3. What’s the fastest way to improve results with direct marketing, such as phone and email?

A. Develop a compelling offer—and deliver it to a carefully targeted and highly qualified list.

Q4. I often feel overwhelmed when executing my marketing plan and end up doing nothing. How can I avoid this?

A. Keep it simple. Use proven, timeless strategies: referrals, networking, outbound calls, and direct mail. Avoid fads. Simplicity beats complexity every time.

Q5. I’ve been networking for months but haven’t generated good leads. What am I doing wrong?

A. Be strategic. Start with the trade and industry associations of your best clients. Ask for referrals and introductions, and meet members face-to-face.

Q6. If you had to start content marketing again from scratch, what would you do differently?

A. I’d be more assertive. I’d double down on writing, speaking, and publishing content that clearly demonstrates my expertise.

Q7. I don’t have much time for marketing—work, family, and everything else gets in the way. What do you suggest?

A. Focus on a simple strategy. Choose three or four tactics, and execute them consistently. Fewer moving parts, fully implemented, always deliver better results.

Now you know the truth about tactics, strategy, and implementation.

Armed with clear, practical guidance, you can market your services with greater confidence and grow your firm more deliberately.

See you at the top.