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Advisors Who Survive Rocky Financial Markets
Are the Ones Who Emphasize Client Contact
Advisors who want to survive the turbulent financial markets and grow their business must place an emphasis on making contact with their clients and prospects.
Advisors Who Survive Rocky Financial Markets
Are the Ones Who Emphasize Client Contact
For Release April 15, 2003
Contact: Tom Ellis
Ellis Communications, L.L.C.
Phone (623) 780-4558
E-Mail tellis@advisormarketing.com
Advisors who want to survive the turbulent financial markets and grow their business must place an emphasis on making contact with their clients and prospects.
I know these are tough times," says Martin R. Baird, president of Phoenix, Ariz.-based Advisor Marketing and author of The 7 Deadly Sins of Advisor Marketing. I know its hard to see a light at the end of the tunnel that isnt a train. I also know that now is the time to touch your clients and prospects more than ever."
Baird offers the following five tips on maintaining client contact.
Number 1 Studies show that you should start at 18 contacts per year. Some studies even recommend contacts numbering into the high 20s.
Number 2 This doesnt mean you just call clients 20 times a year or send them 20 letters. It takes variety to generate the best possible return on your investment," Baird says. People like to be contacted in a variety of ways during the year. They may want to read articles you send them or listen to you speak at a seminar."
Number 3 Information passed along during these contacts should not be limited to your industry or business. Your clients want information they can use in all areas of their life," Baird notes. This could mean information about organic gardening, hiking or sailing. The subject matter should mirror your clients needs and desires."
Number 4 Addressing your clients needs helps you stand out from the crowd that sends generic information people see all day long. You are positioned as different," Baird says. You stand out and that is a good thing. This approach also gives you more latitude in your communication. You can do more fun things that will get your target markets attention."
Number 5 Marketing budgets are tight, so consider using e-mail to make your contacts because its cost effective and generates results. Also consider joint promotions. Who else is trying to reach your target market that is not a competitor?" Baird asks. Do they have a list of people who would want to learn more about what you have to say? Could the people on this list be interested in your solutions and services?"
Leaders see opportunities when others only see the obstacles, Baird notes.
Now is a good time for leaders to see the amazing opportunities that are out there for those with the fortitude to go after them," Baird says. Will you be the one that continues on? Do you have the courage to do the hard thing now, knowing that it will pay dividends in the future?"
Advisormarketing.com is the premiere Internet-based source for free marketing advice, information and tools for self-driven, success-oriented financial advisors who are demanding information that helps them market their practice, meet the needs of their clients and increase sales. It offers such services as a free weekly electronic newsletter, free reports on how to conduct different kinds of marketing and evaluation of advisors marketing materials that is provided at no charge when the critique is posted online for all advisors to read. Advisormarketing.com also offers an electronic forum where advisors can learn from each other by discussing common problems, sharing ideas and gaining new insights from their peers. Advisor Marketing may be reached at 480-991-6421.
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