Being a market leader takes boldness and creativity. Market leaders are known in the marketplace for expertise in their area of specialization. They have a unique selling proposition that clearly tells people what they do, how they are different from others in their field and why prospects should choose them.
If you are not already a market leader or if you are struggling in that area let me give you five helpful tips.
1.Pick your niche in the market and become an expert. Don’t try to be all things to all people. Being a generalist just doesn’t cut it as a marketing strategy. Boutique firms can’t serve the high-net-worth market and the middle-class market at the same time. That’s like trying to juggle water melons and walnuts together. It doesn’t work.
Position yourself in an area where you have the greatest likelihood of out-performing your competitors and become an expert in that area. People love relationships with a “go-to” person for specific needs.
2. Figure out what is most important to your customers. I’m often surprised by how little many advisers know about what’s really important to their customers. If you don’t know what is important to your clients all you need to do is ask.
Top clients are your marketing gurus. You simply have to find out what they want and how you can help them.
3. Develop one or more solutions to fit each niche you want to serve. Offer choices but remember, the decision to buy is both logical and emotional. Focus on solutions that meet both the logical and emotional needs of your niche market.
Market leaders have a knack for preparing their client emotionally before they present the logic and facts of their presentation. Leaders know that if they only present the facts (logic), or only present the sizzle (emotion), they will most likely lose the sale.
4. Develop your marketing message. Your marketing message is crucial to everything you do in your marketing effort. If you have a great marketing message and you combine your message with an effective marketing system, you will never again need to worry about getting ideal customers.
Don’t confuse your marketing message with your mission statement or your USP/slogan. Your marketing message quickly informs and grabs the attention of your audience whether it is a one person or a multiple person audience. It tells people how you can solve their problem and why they should trust you and choose to do business with you.
5. Create a powerful marketing campaign. A great message isn’t worth much unless you can get it out into the marketplace. You need a well-constructed promotional plan to get your marketing message broadcasted to the right prospects. When it comes to marketing a professional service firm, focus on the three R’s-Reputation, Relationships and Referrals.
Good relationships should lead to referrals; after all referrals are the lifeblood of every excellent professional firm but many advisers lack a repeatable system for getting their top clients to refer. As a result they spending time and money on ineffective marketing campaigns that fail to generate the ideal client referrals they need to grow their business.
Marketing can be both stressful and expensive for advisers who lack knowledge. My passion is helping financial advisers get a steady stream of ideal clients at a price they can afford.
If you are finding yourself challenged with getting in front of affluent and super-affluent clients, realize that this may be your opportunity to change what you have been doing and learn new and better ways of attracting and serving clients.
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