Summer prospecting

Bill Good Marketing® Presents...

SUMMER PROSPECTING Prospecting can be difficult during the summer, but that doesn't mean it's impossible. Here is a list of prospecting ideas that work well in the summer, along with a few tips on how to get the most out of them.

SMALL-GROUP DINNERS While traditional seminars can be difficult during the summer, small-group dinners, consisting of 4-6 carefully selected guests, can work very well.

TIP: Build a list of business owners in a specific area or industry. Invite a few to dinner at a nice restaurant to discuss a specific financial topic relevant to them.

The response may surprise you!

EXAMPLE: "How to maximize the after-tax value of your business."

CLIENT EVENTS It may sound counterintuitive, but holding educational or appreciation events for your clients is a great way to prospect. That's because, if you put on an event your clients actually want to go to, they'll often bring friends and family if you ask!

TIP: During the summertime, people are most likely to come to events that involve being outside or doing something with their family, since the weather is nice, the days last longer, and kids are out of school.

EXAMPLES: BBQ in the park, renting out a drive-in movie theater, family picnic, golf tournament.

For more information on event marketing, click here.

REFERRAL MARKETING Referral marketing works no matter the season. Spend this summer ramping up your referral efforts by consistently promoting (instead of asking for) referrals in every client interaction.

TIP: Master the use of referral "conversations" to effectively promote referrals over the phone and in person.

EXAMPLE: "I'm currently looking for more clients like you. So if you ever have a friend or family member who needs help with their investing, please let me know."

For more information on referral marketing, click here.

Copyright © 2018 by Bill Good Marketing Inc. All Rights Reserved.

WEB MARKETING Winter or summer, rain or shine, the internet doesn't care. Use the summer to up your web marketing so that more prospects come to you.

TIP: Start by upping your social media game.

Establish a presence on LinkedIn and Facebook, if your B/D allows. Then, move to boosting your Search Engine Optimization and Pay-Per Click through better use of ads and keywords.

For more information on web marketing, click here.

NETWORKING You may not think of networking as prospecting, but it is. That's because it all centers around building relationships with other professionals who may become future sources of referrals - or even clients themselves!

TIP: Classic networking venues include your local Rotary Club or Chamber of Commerce.

These definitely still work, but also consider joining organizations or attending events that center around specific niche markets you want to prospect to.

EXAMPLE: One advisor on the Bill Good Marketing System realized he worked well with pilots. He started visiting events geared toward aviation, and within a year, had people asking when they could come in and see him.

EMERGENCY SPEAKER Many civic and service clubs hold events - and they are often desperate for good speakers, especially if someone cancels! Make a list of these organizations, then reach out and offer to be an "emergency speaker" on a specific topic should they ever have need of one. It's not uncommon to bring in a few million in new AUM each year just from speaking to community groups.

TIP: Develop a 30-minute educational talk on a topic you know very well. Do NOT be solicitous, but explain to listeners that if they'd like more in-depth information, you'd be happy to give them your business card.

EXAMPLE: "I'd like to offer my services as an emergency speaker for your organization, should you ever need someone to speak on how to invest during volatile markets."

Copyright © 2018 by Bill Good Marketing Inc. All Rights Reserved.