Have you ever felt like tearing your hair out because you just don’t know where to look for new prospects?
If so, the solution to finding fantastic prospects is surprisingly simple:
To figure out what your best prospects look like, and where to find them, first take a look at your best clients.
Add this to your “little black book of things known to be true”: your best prospect looks like your best client.
According to me:
“Your best prospect is someone who looks like someone who already buys your product or service. So, we’re looking for a list of people who resemble those who already buy your product or service. Obviously, I don’t mean resemble physically. I mean resemble demographically. (Demographics is the study of population characteristics such as gender, income, and occupation, especially as these characteristics may affect buying decisions.)”
Bill Good, Prospecting Your Way to Sales Success
Now, what do I mean by “best client”?
To be honest, only you can decide who your best client is. It could be the client with the largest net worth. It could be the client who is most well-known in your community. It could be your nicest client. It’s up to you. Either way, take that person and make a list of their:
Once you have that information, your task is simple (though not necessarily easy): build a list of people who share as many of those characteristics as possible.
Here are some examples:
What you’re looking for:
If you can find people who meet any of these criteria and are around the same age as your client (meaning they likely have many of the same financial needs), even better.
She lives in a very affluent neighborhood and spends her free time working with the “Save the Namibian Elephant Relief Fund.”
What you’re looking for:
If you can find women who meet any of these criteria, your chances of finding a good prospect go even higher.
There are two reasons why you should build a list of people who resemble your best client.
So, before you spend a lot of money and time on your next prospecting effort, figure out who your best client is and what makes them special.
Then, start building a list of people who look just like your client! They’ll probably be the most fantastic prospects you’ve ever had.
Good luck!
Bill Good is the founder and chairman of Bill Good Marketing. His latest book, “Hot Prospects,” is No. 88 on the 96 Best Prospecting Books of All Time list and is available on Amazon. He created the Bill Good Marketing System and has been named one of the industry’s top five coaches.
As a financial advisor, you’re in the business of cultivating prosperity—not just for your clients, but for your practice as well. You’ve mastered the art of wealth management and financial planning, but let’s face it, there’s one puzzle that often seems hard to solve: attracting new clients…
Imagine a reservoir of untapped potential, a wellspring of new clients ready to be welcomed into the fold of your financial advisory services. In our 40+ years of coaching and assisting financial advisors to double their production, we’ve found a truth that’s often overlooked: the most poten…
Every financial advisor wants it. Most in the financial services industry never get it. Those who do are recognized as the top producers at their firms. Of course, we’re referring to creating a marketing funnel that produces predictable results month after month. If that’s what you want…
Once upon a time, in the heart of Cincinnati, a financial advisor named Ken Stone faced a crossroads. With a practice producing around $60,000, he stumbled upon the Bill Good Marketing system…
We’ve heard time and time again from advisors across the country: “Strategic partnerships are, a waste of time, a waste of effort, or complete 🐂💩!” Sound familiar? It’s the classic tale of the one-way street in the partnership world: you’re the generous soul sending referrals left and right, but in return? Crickets…
Prospecting is difficult at the best of times. And it will become more difficult as the year progresses. Why? Two reasons: The upcoming election and tension in the middle east. Your clients and prospects are going to be focused on these two events. Your job is to circumvent these concerns and grow in the process. How do you do that? We have developed several different prospecting stra…
April 23, 2024
Join us on April 23, 2024, for “The Seminar Success Zone” webinar, where you’ll learn to transform your seminars into powerful magnets for High-Net-Worth clients, featuring strategies from crafting irresistible invitations to mastering follow-ups—all designed to significantly boost your business and outpace your competitors; register today and turbocharge your growth!
