How to get prospects to say “Yes”

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Suppose you’re a guy and you see an attractive woman at the bar. You’re convinced that she’s your soulmate (even though you’ve never actually spoken). So what do you do?

Well, you could go up to her and say, I just saw you and I’m convinced you’re my soulmate-will you marry me?” 

And what would the reaction be?

Duh

But, the reality is that we do this all the time. You. Me. Everyone who’s got something to sell.

Yup-we do the same damn thing-except it’s about ...

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What services the affluent really want

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If you’re a financial advisor, a wealth manager or seeking accredited investors, I thought you’d find the results of a recent study by the Spectrem Group to be of interest. As I’ll discuss a bit later here, this is great information for creating highly niched lead magnets and content for your drip-marketing and blog content.

Although the “Affluent” market breaks down into a number of sub-groups, I want to focus on the Millionaire segment which is define as those with investible ...

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Attracting Senior Level Decision Makers

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For those of us who focus on building relationships with senior level decision makers, especially those in large companies, the challenges of marketing our services are a bit different. Credibility as an expert in your field, coupled with an interesting point of view, becomes critical. Naturally this is true regardless of the market you serve, but for those of use targeting the C-Suite, it becomes a primary mission.

Part of the reason for this is that we are competing against not ...

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A simple way to get prospect to pay attention to you

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It’s terrible to be ignored. Nobody likes it. And when it comes to your business, if you get ignored by those with whom you want to do business with, well, pretty quickly you’re out of business.

So how do we get prospects to pay attention to us?

Fortunately it’s not that hard. The answer is in knowing one thing.

What’s the first question your prospects have about a topic?

Give them the answer to that, and you’re off to the proverbial races.

For example…

If someone ...

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The Huge Mistake Most Consultants & Advisors Make

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When one talks with consultants, advisors or experts about why they decided to do what they do, the answer almost invariably is that they’re passionate about what they do. Maybe that’s a bit of an overstatement-it’s hard to get too passionate about supply chain management-but I’m sure you take my point.

For example, financial advisors get into that business because they’re fascinated about the markets. Leadership consultants are intrigued about how companies can do a better job of developing talent. The ...

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Two Approaches For Selling To The Affluent

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As I mentioned earlier, Marian & I recently went up to Boston. There were a couple of reasons. First, Boston’s a pretty cool city, and although I grew up just outside it in the town of Lincoln, I can’t say as I knew the city all that well. So we spent the weekend touring the historic areas, museums, cemeteries, and had a great time.

The second reason we were up there was because of my prep-school. I don’t know how many life-changin ...

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How to get prospects to re-engage with you

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This is an ADVANCED strategy which is really only suitable for companies with established intelligent marketing funnels.

Mort was pretty proud of his list. “Over 100,000 opt-ins” he crowed.

Except…in reality, 98,000 of those people never read the emails he sent. That sat on his list like some sort of indigestible mass, clogging up his email delivery system.

Sure, having a large list is better than having a small one. But, if the majority of people aren’t reading your materials, there’s no benefit ...

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Building affluent relationships

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I just returned from a weekend in Boston. Part of the agenda was attending a reception hosted by my prep school, Buckingham Browne & Nichols, for financial supporters of the school. Marian & I recently did out estate plans, and since my years at BB&N were so positively life changing, we decided to set up a scholarship fund once we’re gone.

What was particularly interesting, and a lesson for anyone ...

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Escaping Sales Hell

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If you love what you do, but hate having to sell your services, you’ll find this helpful.

Most everyone I’ve met who offers advice or services, truly loves their work. They love helping their clients reach their goals and solve problems. They love being able to devote their time to their passion. They love everything about their profession, except for one thing.

The hate sales.

“It makes me feel like I’m having to justify the value of what I do.” is the comment ...

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How successful consultants attract new clients

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It doesn’t matter what type of business you’re in, there are a small handful of “major players”. I’m sure you know who they are in your field.

You also probably (and correctly) think that they’re no better than you. Sure, they know their stuff. Sure, they’ve proven that they can solve client problems.

But so have you.

So why is this small handful of people at the top of the pyramid, and you’re not?

The good news is that you can become one the ...

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