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If you’re like many advisors, you’re probably doing everything you can to attract new clients.
Referrals, social media content, networking, and finding centers of influence.
That’s what most advisors do, following the conventional route of trying to reach as many people as possible.
But here’s the problem.
Trying to be everywhere can make you blend in with the crowd.
It dilutes your message and reduces your ability to stand out.
The key to attracting your ideal clients is to stop trying to appeal to everyone.
To get ahead, you need to shift your mindset and focus.
Instead of casting a wide net, you need to sharpshoot.
Target your marketing specifically to attract the clients you actually want to work with—those who align with your expertise and values.
Read that again: sharpshooting your marketing is about intentionally focusing on your ideal clients rather than trying to be everywhere, hoping someone will find you.
To help you make this shift, here are seven mindset changes to help you focus your marketing on attracting only ideal clients:
Recognise that you are in a low-volume/high-margin business. You don’t need to market to everyone, just to the clients who truly need what you offer.
Get specific about the niche or profession your ideal client is in. Are they doctors, lawyers, business owners, or something else? Knowing this helps you tailor your message to speak directly to them.
Clarify how many new paying clients you want per month. Whether it’s two, four, or six clients, focusing on a manageable number allows you to market more effectively.
Ensure a high conversion rate. Aiming for 75%–100% conversion is crucial. If your sales conversation conversion rate is low, it’s time to improve how you build trust with potential clients.
Create a "trust asset" designed for your ideal client. This could be a guide or resource that speaks directly to their pain points, making them feel that you are the solution they’ve been searching for.
Position yourself as a "category-of-one." By becoming the go-to expert in your niche, you eliminate competition and make yourself the obvious choice for your ideal clients.
Build an inbound sales system. Create a system you can scale up or down depending on the number of clients you need each month. This allows you to maintain steady growth without spreading yourself too thin.
Stop blending in with the crowd—it’s time to start attracting the clients you actually want to work with.
If you’re ready to make that shift and stand out in a crowded market, order your complimentary books and consultation below.
Related: The Marketing Mistake That’s Draining Your Budget
Get Ari’s 6 best-selling books for FREE 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 books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.