Every day, thousands of professionals in the financial services industry approach clients to prospect for new business.
The most significant challenge they face is to find a flow of qualified potential leads.
Most financial advisors still rely on either cold-calling approaches or referrals to identify leads. If you are beginning a career or do not have a network or existing client base, referrals alone will not provide enough new business leads.
Until recently, financial advisors could engage potential clients through cold-calling or sometimes, simply walk into business.
Nowadays however, with 50,000 SPAM calls made every day; this approach is certainly not the way to build your business.
Extensive research, combined with the assistance of senior industry leaders has enabled us to launch a professional prospecting tool, designed specifically for the financial services industry.
WHY DID WE DEVELOP THIS?
Selling has experienced a paradigm shift, driven by a fundamental change in customer buying behaviour. The internet has completely changed the way customers buy.
CONTROL OF THE SELLING PROCESS HAS SHIFTED FROM THE SELLER TO THE BUYER
Prospects now look to more objective, third party sources for their purchasing due diligence.
This has profound implications for financial advisors, as increasingly, the customer needs to understand your differentiated and competitive advantage. Articulating your value proposition has never been so important.
The most significant part about this shift is that you can now both measure and gain insights into what your customers want and what they don’t know they want!
As a result, you can learn to target the right people with the right message at the right time.
WHAT IS THE BASIS FOR THIS NEW PROSPECTING METHODOLOGY?
This process has been designed to add value to prospective clients, even before they meet you. If you add value to people’s lives and businesses over a period of time, you gain credibility and most importantly, trust.
When you combine credibility with sound professional advice, clients are generally prepared to share more personal and business information.
This Business Continuity Report is an interactive device, which delivers a first round assessment of potential risks within the prospect’s business.
An on-line questionnaire is presented to your target audience, using various digital mediums, to initially engage the prospect. The next phase delivers a personalised and branded PDF, which outlines the areas where they are at risk and what should be done to mitigate these risks.
A PERSONAL VIEW - KOBUS KLEYN, DIRECTOR CFP®
“I have reviewed and thoroughly tested this new prospecting tool which has been designed for financial professionals.
There is no doubt that by using this tool, financial professionals including my fellow financial advisors can add significant value for prospects and,
at the same time, enhance our own value proposition.
Many of us operate within the lucrative and niche SME business market. As such, it is critical that SME partners and shareholders have solutions to ensure continuity in their businesses, as well as protecting their estates. This very effective tool also captures and provides solutions for both future and existing clients, in terms of business assurance.
Congratulations and thank you for making it available to other financial services professionals".
Director and CFP®
TEST THE MECHANISM
Combine this prospecting mechanism with their lead generation strategy and you will get prospects who are ready to engage.
Complete the brief questionnaire and see how this works.