29 surefire ways to prospect for new clients linked in

Suzanne Muusers
Prosperity Coaching LLC
http://www.ProsperityCoaching.biz

 What you'll need
 Definition of prospecting
 How much time you should spend
prospecting
 Two basic strategies for prospecting
 29+ prospecting tactics – be ready to write
down at least 10!
 Action Plan
 3 Goals Exercise
 3-5 prospecting tactics out of your top 10

Copyright Suzanne Muusers
www.ProsperityCoaching.biz

 LinkedIn profile – well written, professional,
compliant
 30 second commercial
 Professionally branded brochure and
matching business card
 Professional website
 Thank you cards
 Email newsletter
 …..


 Lifeblood of any thriving practice
 Proactive process as opposed to reactive
 Constant and well planned effort searching
for people who may be interested what you
offer


Length of time in years Time spent marketing
0-3 75%
4-5 50%
6+ 25%

Even if you have been in business 6+ years, you should still spend
¼ of your time prospecting


 Through people you know
 Through people you don't know


 The HANDOUT – write down at least 10 tactics!
 Existing clients
 Master referral conversations
 EXCELLENT SERVICE – create a client service matrix
 Send out a service survey
 Create a client call list
 Send a 3 letter referral campaign –letter 1-client
review summary
 We are here for you - We are all faced with financial decisions on
a regular basis. You may need to make a retirement decision,
purchase a home, or deal with a career change. Please call us
as we are here to help you. Also, you will have friends and
family who could benefit from advice at a critical time for
them. We will always be honored to help those you care
about.


 Letter 2 sharing a favorite article
 Letter 3 – educating re: What are the situations that your
friends or family may need a referral to a qualified financial advisor?
Births, deaths, moves, new job, job promotions, selling a business…
 Client appreciation events – at least one per
quarter
 Client Review meetings – ask for referral
 Centers of influence


 Mail Lists –purchased and based on: zip code,
affluence, niche, industry
 Mail Lists – you compile yourself: local
Business Journal – book of lists; new
businesses
 Direct mail postcard to business owners –
with a follow up phone call
 I recommend a 6x11 postcard with
provocative copy and HUGE call to action


 Business Networking – Chamber of
commerce, leads groups, etc.
 Speed networking
 Public speaking seminars – positioned as
educational workshops
 Speak to groups -In your client survey, ask
for clubs, organizations, or groups your
clients belong to. Offer an educational
workshop
 Appointment setting services
 Second opinion services


 Start Groups: MeetUp group, social group
 Collaborate –lunch and learn
 Specialty events …
 Brown bag lunch for a specific niche –
Women's Wealth – A Journey to Financial
Success
 Martini and Money Happy Hour
 Write articles for niche publications


 Use your website as a prospecting tool
 Downloadable brochure
 List your firm with a “Find an Advisor
Website”
 http://www.wiseradvisor.com/
http://www.paladinregistry.com/
http://www.fpanet.org/


Get ready to do some work. I push my clients
to take action!


 Goals are dreams with deadlines
 Write down 3 Goals in 60 seconds – why? Your
subconscious mind knows what you want
 1. Annual revenue
 2. # new clients
 3. New AUM


 Questions you should answer:
 How to grow through your own clients?
 How to target prospects who don’t know you?
 How to keep in touch with clients &
prospects?
 Write them down!


 I will review your 3 goals and 3-5 tactics over
the phone – & give you a free Marketing
Calendar
 Email me - Email Subject line: 3 goals
suzanne@prosperitycoaching.biz
 Anyone can download my free E-Book:
“10 Powerful Marketing Ideas”
at www.ProsperityCoaching.biz
on the right hand side of the page


 Call me: 480-463-3171
 Visit my website –
 Get my Business Plan Program for advisors:
 www.FABusinessPlan.com
 Get my Affluent Marketing Plan 9 week
course:
www.MarketingToTheAffluentCourse.com


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