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If someone asked you what kind of marketing you are doing to generate new clients, you’d probably say referrals, social media content, networking and/or finding centers of influence, etc.
That’s what most advisors do, conventional activities that are common place in the industry.
First rule I learned over two decades ago, was not to do what the majority is doing, because ultimately that leads to commoditization.
Here's how Trusted Authorities differentiate their marketing….they sharp shoot to attract only their ideal client, instead of trying to be “everywhere”, hoping their ideal client will find them.
Read that statement again slowly a couple of times, because there are deeper mindset shifts I’d like to share with you that could be a game changer for the growth of your practice this year.
Here are seven mindset shifts to stretch your thinking to generate only ideal clients this year:
1. Recognize you are in a low-volume/high-margin business, not a high-volume/low-margin business, which means everyone doesn’t need to know about you, only your ideal clients
2. Get more refined in your thinking about which niche/profession your ideal client is in, is he or she a lawyer, doctor, business owner, professor, etc.
3. Get clear on how many new paying clients you want per month, is it two, four or six….if it’s a small number, then you don’t need to any marketing that brings you opportunities above those numbers
4. Make sure you have nothing less than a 75% - 100% conversion rate, most advisors are below 25%, which means you need to consider improving your sales conversations to build more trust
5. Create a “trust asset” targeted to your ideal client, that matches exactly their issues, so they feel you are exactly the person they need
6. Become a “category-of-one” to your ideal client niche, so they view you as the only choice for them
7. Build an inbound sales system that you can scale up and down, based on achieving your monthly targets
If you’re the kind of advisor who doesn’t want to follow the crowd and are open to a shift in how you attract your ideal clients this year, then it’s time to start thinking like a Trusted Authority…you can grab a complimentary copy of the “Trusted Authority” book below to learn more.
Related: Four Signs You're Talking To The Wrong Prospects
Get your Free copy of Ari’s best-selling book "Trust In A Split Second!" here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest book, “Trust In A Split Second!” has become an instant best-seller among financial advisors worldwide.