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Niche Marketing, Referrals, Testimonials With A Branding Spin

Simon Reilly

Make a list of your best clients based on; you like them, they have a strong association or business/corporate network

Ask them;

  • What do you do best?
  • What do you do for them that they did not expect?
  • What do you need to do to improve your service? (If there is a service requirement, complete it.)
  • If they were going to describe you and the products and service that you offer to someone, how would they describe you and the products and service that you offer? (Write the answers to these questions down and then e-mail the client with what you wrote asking their permission to share their words with any new prospects that you may be talking to.)
  • Who do they know that would appreciate the same kinds of products and services that you offer?

I believe that the answers to these questions will also give you your branding message and the reason that I say this is I was working with an Advocis Chapter President three to four years ago and I provided him with a dry run of my speaking presentation and he told me that I should call it “Removing Your Roadblocks To Success” which became “Clear Your Roadblocks To Success”.

Go back to your list of your best clients based on; you like them, they have a strong association or business/corporate network

Sort them by their association or business/corporate network.

Examine your research and;

Determine the largest group of clients by association or business/corporate network. It does not take a large group. I started with seven financial advisors.

  • Attend functions, meetings and tradeshows in the same association or business/corporate network, network and gather information about the things that are going on in the association or business/corporate network, find out what their problems are – think of ways that you can help them using your expertise.
  • Read material about the association or business/corporate network and gather information about the things that are going on in the association or business/corporate network, find out what their problems are – think of ways that you can help them using your expertise.
  • Write articles about the association or business/corporate network adding in the experience that you have to offer creating solutions to the problems that they are experiencing.
  • Contact a list broker and purchase a list of prospects within the association or business/corporate network.
  • Send your articles to the people on the list every 6 – 8 weeks.
  • Distribute the articles to the people that you run across in the association or business/corporate network functions, meetings and tradeshows.
  • Call the list of the business people that have been receiving your articles after they have received 3 – 4 articles.

Chances are, the value that you create in the articles will influence the prospects to call you.

One last thing, there is no such thing as an overnight success … this process takes time and if you are patient, you will get results.

* * *

It is 5:30pm on Wednesday evening and I’m off to couples Yoga with Laura at 6:30pm and I am still tired after having gotten to bed at midnight on Tuesday night after coming back from Kelowna from the Live Financial Advisor Practice Visit.

I’m pretty much back to back with calls on Thursday but Friday is wide open and a blessing as I need to catch up on things from being on the road and to finish the week as I want to take next week off.

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