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One of the most significant challenges facing financial advisors trying to grow their practice is it takes time, resources, and a well-conceived marketing strategy to get their stories out to the right audiences. While it involves strategically utilizing digital marketing and producing targeted and relevant content, the path must be paved by building a solid brand and reputation.
Many financial advisors are trapped in an outdated mindset, thinking of marketing as blasting out emails or direct mail, but that doesn’t do anything to increase visibility and brand awareness. Nor is it very effective at generating leads.
Considering the fierce competition among advisors, it’s vital that those with serious growth ambitions be able to showcase their value and communicate their story in the digital realm. Advisors eyeing the next level of AUM must think through these key elements of a branding strategy to differentiate themselves and build their reputation among their target audience.
Define your brand identity
You could be doing all the right things to grow your practice, but it won’t help you if you don’t have a good story to tell. In this highly competitive landscape, advisors must be able to differentiate themselves in a way that goes beyond a value proposition.
Your story needs a comprehensive and compelling narrative that clearly explains what you aim to achieve and why your firm is uniquely qualified to deliver it. It should speak convincingly to your target prospects about what they can expect to receive from your firm that they can’t get from other firms, such as
- A holistic, client-centric planning approach
- Personalized advice and tailored solutions based on client goals and priorities
- Highly customized investment strategies
- An exceptional, high-touch client experience
To define your brand identity, you must follow these three steps:
- Determine what makes you unique and differentiates you from other advisors.
- Identify your target audience, their needs, interests, priorities, and preferences.
- Align your identity with your target audience by crafting a clear and concise mission statement that tells your story.
Create a professional website
Your website is your primary branding platform and the hub of all your digital activities, including your social media, blog, and email campaigns. It is where you showcase your professionalism and credibility as a thought leader. It’s also where you engage with your target audience. If your website doesn’t offer compelling content and insights, there’s no opportunity to build trust in your brand or attract the attention of your target audience.
Use content marketing
Creating high-quality content regularly can be somewhat demanding, but when incorporated into a complete digital strategy, it can produce an excellent return on investment. Content and how it’s delivered is your primary differentiator, providing the opportunity to position yourself as an industry expert and engage with your target audience.
You can leverage your web content and blog posts by repurposing them into other forms of media, including podcasts, webinars, and media interviews. Solid content presented in multiple formats and mediums will enable you to build a more extensive following, elevating your visibility and stature as a thought leader.
Build your thought leadership brand
Creating compelling content to showcase your insights through a blog and social media is the first step in building your thought leadership bona fides. Take it to the next level by getting your content published in industry publications or as guest posts to reputable financial websites. Speak at industry, webinars, and workshops where you can articulate your story and demonstrate your authenticity. You can also offer your services as a financial speaker to community events, schools, churches, and anywhere that values financial expertise in a learning environment.
Bonus Tip: Hire a ghostwriter to write a book to tell your story and highlight your expertise and insights on financial issues that matter to your target audience. It may not become a best seller, but you can find ways for your book to make its way through your targeted communities.
Maintain consistency
Once you’ve developed your brand elements, be sure to maintain your brand image across all your marketing materials, from your website and social media profiles to your business cards and email signatures. People will begin to link you to your brand and vice versa. That consistency will help to build recognition and trust.
Focus on the client experience
Your existing clients can be your best brand builders. Focus on creating a superior client experience that gets your clients talking about you. Delivering value with everything from client onboarding to personalized communication to client events to building personal connections should be done not only with building your brand in mind but also to become the best financial advisor you can be.
Building your brand takes time. But the more of it you do, the more it benefits you.
Related: How To Bring Back Face-To-Face Meetings With Clients