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Current news and trending topics for sales and financial industry professionals


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Bird’s of a Feather, Flock Together…But… Your Target & Niche Markets Are Not The Same – Why You Need To Feed Them Differently

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Is your marketing plan a hodgepodge organized mess of sending the same message to all clients and prospects in hopes that your communication may be applicable to a few people in your target market? Let’s get real this year –  place focus on your target and niche markets by identifying the differences and applying strategies to engage clients and prospects and increase client retention.

Embedded in my mind au courant are the many idioms my mom chanted in earlier years. “Bird’s of a feather, flock together”, was one of them. What I didn’t realize is this proverb has been in use since the 16th century. Fully aware of the connotation, “those with similar characteristics and interests will choose to spend time together”, we can now link the adage to successful marketing strategies.

Understand the contrast between target and niche markets:

  • A target market is the identified group of people your firm serves
  • A niche market is comprised of specialty services you offer to small groups within your target market

The Downfall of Generic Marketing

Most firms have a detailed marketing plan in place, but lack the implementation or a plan altogether for niche marketing. Your target market will not respond to generic marketing unless it specifically applies to them at a given moment. Much time, effort and cost is wasted on blindly marketing meaningless, non specific products and services. Therefore, the way you communicate with each group requires uniqueness.

Designing Your Niche Marketing Plan

A high percentage of firms have identified niche markets, but have not implemented a niche strategy; critical to success. A niche market needs to reach beyond targeting age and income. Effectively design your niche marketing plan by identifying a small segment of people who have specific needs and characteristics.  Create a clear and compelling message that speaks volumes to your niche.

Clients and prospects are seeking to find an advisor to meet their needs, challenges and problems. Create a mission statement specific to niche markets detailing the why and how you are relevant to them. If they don’t understand how you can meet their needs, there is no opportunity.

Benefits of Implementing a Niche Marketing Plan:

  • Create multiple streams of income
  • Reduce costs by utilizing meaningful and specialized marketing
  • Become identifiable
  • Increase referrals
  • Acquire expert status in a specific field

Gauge Your Judgment When Choosing Niche Markets, Questions To Ask Yourself:

  • How many people/businesses are in this niche market – will it nourish my firm?
  • Do I have easy access to this group of people or the ability to gain introductions?
  • Does this niche market need my services? Do I offer specific solutions to meet their needs?
  • Do I understand the needs of this niche?
  • Will I enjoy working with this group of people?

In Conclusion

Advisors can differentiate themselves by identifying niche markets and implementing solid strategies to market to them. Complete an autopsy of your target market; dissect the market into small pieces and create strategies to meet their needs. You will send a distinctive message to your audience and your competitors.

We are curious!  What niche markets has your firm identified and do you market to them differently?

Ironstone’s Vision is to forge and guide the personal and professional lives of entrepreneurs and business professionals alike to realize their full potential. Coaching and consulting allows us the opportunity to form an environment where success happens and goals are reached.

Read more about our coaching and consulting program here >>

Start your transformation with Ironstone as your Partner for Performance

Contact Ironstone with your questions & let’s get started! 

Have a question or comment for Ironstone? Contact us!>>

 

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:

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6 Tips To WOW Your Clients Through Client Surveys

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Client surveys are a critical component of your overall business plan and should be incorporated into your marketing plan as well. Your surveys measure satisfaction or dissatisfaction in alignment with services you offer to your clients. Client surveys should be designed to determine vital needs of your clients and build and deepen personal relationships. The results of your survey will aide your firm in building invaluable loyalty and prompt existing clients to provide qualified referrals.

Firms that incorporate client surveys within their overall business and marketing plan, will  position themselves ahead of their competitors. However, it doesn’t stop there – you must be prepared to process the information you receive from your surveys and take action in order to have an impact on your overall strategy and incorporate excitement among your clients.

Benefits Of Client Surveys

Client Retention: A well planned client survey allows your firm to gather client feedback which can greatly improve client retention rates.

Performance Opinions:  Clients are your best judge of your products, services and performance.  Utilize your client survey to determine where areas of improvement are needed.

New Trends/Innovative Ideas: Gain knowledge through your client survey by taking advantage of suggestions to improve products or introduce a new one.

6 Must Do’s With A Client Survey

Increase Your Bottom Line: The sale doesn’t stop when your client signs the paperwork. Unfortunately, many firms don’t have a solid client communication process in place. Part of your system should include a survey once a prospect becomes a client. Demonstrate the importance of your survey to your clients by communicating how the survey enables you to better serve them. Incorporate surveys into your new client process to aide in your client retention strategy.

Don’t Focus On Numbers: Create the stage and allow your clients to tell a story. A survey with number rankings will not produce the information you need to toot your horn or make changes. When clients can illustrate what you and your team did well, you will want to replicate the process to be certain it becomes routine.

Develop Meaningful Questions: Craft your survey to encourage open-ended feedback by incorporating open-ended questions. Yes and no answers will not provide you with the comprehensive information you need. Dig diligently to find the questions you want answered and integrate ways for clients to refer to specific examples.

Be Ready For Change: Avoid taking the time and effort of creating and distributing client surveys without the intention of making changes or improvements. Assimilate surveys into your marketing plan to leverage opportunities to stand ahead of your competition. If clients are asking for more information regarding certain topics or say they never read your newsletter, be certain to take the suggestions to heart. Assign someone in your office or a team of people dedicated to collaborate and brainstorm for ways to implement survey responses. Announce changes through email blasts, social media and newsletters. This will create excitement amongst your clients, especially the ones that made the suggestion.

Test Different Survey Methods: Most clients will complete a survey as long as they know it is confidential; they don’t want you to know who is making comments. Avoid putting your clients in an awkward position by offering different survey methods that are also easily accessible. Some options include using a third party, email surveys, website feedback, or a free survey site such as SurveyMonkey. Many firms have reported significantly better results through a simple phone conversation with clients. Test the water to find what fits best for your clients and provides you with valuable information.

WOW Your Client: If you use a survey method where you can identify the client, create added value by sending a handwritten thank you note or calling them to say thanks. How many times have you been thanked for completing a survey? Thanking your clients will show you genuinely care about their input and build stronger relationships. This will earn you a WOW factor!

In Conclusion

Consider client surveys an empowering and enlightening tool essential to your business and marketing plan and incorporate comments into your strategic SWOT analysis. Keep surveys brief, if they are too long, no one will return them. In addition to offering your survey at the beginning of your relationship with a new client, implement a recurring survey strategy to capitalize on new market trends and opportunities. You may want to take a leap and survey prospects as well. A well managed survey process will reveal a client focused culture.

Join the conversation! Let us know how your firm uses client survey’s!

Ironstone is available to help your firm develop productive client surveys.

Contact us for more information!

Ironstone’s Vision is to forge and guide the personal and professional lives of entrepreneurs and business professionals alike to realize their full potential. Coaching and consulting allows us the opportunity to form an environment where success happens and goals are reached.

Read more about our coaching and consulting program here >>

Start your transformation with Ironstone as your Partner for Performance

Contact Ironstone with your questions & let’s get started! 

Have a question or comment for Ironstone? Contact us!>>

  

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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10 Marketing “Musts” To Reach The Finish Line First

Ready to kick your marketing plan into overdrive this year? Consider these 10 marketing ideas used by elite advisors to achieve your goals, increase revenue and take your firm to a new level of production.

When implementing the following strategies, don’t just look at the list, engage in the tactics to make them work. You must apply your tactical plan and stick to it, analyze the results and make changes when needed.

1.      Teach your clients and prospects: Like most firms you probably have a vision and mission statement, but have you created a unique value proposition? Your value proposition should describe what you do along with your promise of value in a few sentences. Focus on providing clients with the words to refer you. Your unique value proposition should be prominent in your marketing materials as well as your conversation.

2.      Form strong strategic alliances: Pay attention to who your clients seek advice from through CPAs, Estate Planners and Attorneys.  Create a list and research to determine which businesses share a common vision with your firm and form an alliance to provide referrals to each other. Lay a strong foundation by defining goals and expectations. Follow up with scheduled meetings to ensure each party is on the same track. Your alliances should not be a one-way street. You don’t need a vast group of alliances. Careful selection within a small group, sharing universal goals and outcomes will be profitable for your firm.

3.      Develop relationships: Get to know your clients on a personal level. Be patient. Relationships take time and consistent effort to form. Start learning more about your clients when they are in your office. Use Ironstone’s Client Personal Interest Worksheet. Client Personal Interests Worksheet  Go a step further to create deep meaningful relationships by hosting small gatherings. Celebrate milestone events in your client’s lives such as birthdays and anniversaries. Ask them to invite a few friends! What a great strategy to solidify client retention as well as implementing another prospecting avenue.

4.       Build credibility: Write, write, write! One of the best ways to build credibility is by providing educational material to your market. Use newsletters, news articles and emails to keep your clients and prospects informed of breaking news and trends in the industry. Offer to write a periodic investment article for your local newspaper. By doing so, you have fueled up your prospect line and those clients that you are working with will be more likely to refer you. Implement your own research and study program to create white papers, articles and blogs. Doing so will set you apart from your competition and create a recognizable name for your firm over time. If you don’t have time, delegate or hire a contract employee to provide research assistance. This is a must do!

 5.      Get Social: There are really two components in this strategy, implement social media and network. If you haven’t implemented social media in your firm, start now. Social media is here to stay and it hasn’t even reached its peak. Outside of the office, get social by committing to time away from the office. Review your community calendar, show an interest in community development and attend events where you can meet community influencers. People like to associate themselves with businesses that support causes within the community. Be certain that you have a genuine interest in the event you attend. It’s easy to spot a fake with ulterior motives. Tip: Your firm could offer to sponsor or host a community event.

6.      Create a referral system: Referrals are still the best and most profitable source for new client acquisition.  Learning how to earn referrals is the key to a successful referral plan. It is easy to ask for a referral, anyone can do it. Elite advisors don’t ask, they earn.  Earn referrals by establishing a trusted friendship with your clients, providing incredible client service and supply resource and educational material readily. Tip: Include a resource section on your website with articles, white papers and blogs you have written. Clients will refer and share articles with their peers.

 7.      Play on your passions: Invite clients and prospects to do something with you that you are passionate about. Create a passion list and choose clients who share the same passions. Ask them to bring a friend to the event. This is a great opportunity to meet new people who share similar interests and to expand your lead generation efforts. Holding three or four of these events each year will provide opportunities to boost your bottom line.

 8.      Establish differentiation: It’s not enough to merely say your firm is different and you provide great service. Everyone says that. You need to show it! When I went to a local drive through restaurant the other day, I noticed an immediate difference from others. What was it? The employees were happy, engaged and initiated conversation with me. They made me smile, laugh and feel appreciated. They made my “drive-through” experience fun! So, I’m easy to please, maybe… But, I can tell you that I will go back and I will be calling the manager to let them know about my experience. They also got my order right! The key is to create an experience clients won’t find elsewhere – don’t be afraid to have some fun!

9.      Understand your niche: You can’t be everything to everyone. Advisors that shoot for the moon may grab a few starts along the way, but it’s much more effective to group the stars that are alike and provide solutions based on their needs. You will position yourself as an expert in your industry, gain credibility and your marketing dollars and efforts will be utilized efficiently.

10.  Appreciate your clients: Let your clients know you appreciate them!Give your clients a reason to be loyal!  Hosting client events are an integral part of your overall business strategy and comprehensive marketing plan.  Taking the time and effort to plan targeted  events will enhance your client retention strategy.

Keep your marketing plan alive by reviewing the status of each objective you implement. You can have the best marketing plan in the world, but if you don’t measure the results continually, the plan will not generate results.

Ironstone’s Vision is to forge and guide the personal and professional lives of entrepreneurs and business professionals alike to realize their full potential. Coaching and consulting allows us the opportunity to form an environment where success happens and goals are reached.

Read more about our coaching and consulting program here >>

 Start your transformation with Ironstone as your Partner for Performance

Contact Ironstone with your branding questions & let’s get started! 

Have a question or comment for Ironstone? Contact us!>>

  

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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Does Your Niche Notice You?

Answering the question, “Does Your Niche Notice You?” may give you true insight to the effectiveness and impact of your marketing strategy.

Being all things to all people is impossible in personal lives and in your business life.   I suggest relying on the old 80/20 rule. The message of the 80/20 rule is that it reminds you to focus on the 20 percent that matters. 80% of your potential target market probably won’t buy from you.  Choosing a target or niche market is tough, but identifying the 20% who are most likely to become clients will give your firm a laser-like focus.  Without that focus, you expose yourself to presenting a message that is full of fluff to 80% of your market.

 Identifying Your Niche

Start identifying your niche with a narrow focus, but remain flexible to expand as new business is generated.  Define a high degree of specialization in order to differentiate your practice.   Avoid placing limitations on your firm and turning away business by defining your market too rigidly.

Choosing to specialize in a niche will allow you to:

  • Use your time more effectively
  • Provide better service to existing clients
  • Differentiate your firm

Navigating Your Niche

By placing focus on the niches you have identified, your ability to hone in on select groups and provide specialized service will open the door to more referrals. Existing clients and your strategic alliances will be more inclined to refer new clients in your direction.  Remind them of the ideal clients you are looking for.  Providing specific descriptions, such as “retirees between the ages of 55 and 70”, will make it easier for others to identify connections they have in a specific group.  When you simply ask for a referral without providing a descriptive landscape, it is hard for others to refer the ideal and compatible potential client. They may refer their next door neighbor who is in their mid 20’s, just starting a family…. It is your responsibility to steer your clients, alliances and COIs in the proper direction with a clear and concise description of the type of client you are looking for.

Get Your Niche To Notice You

Avoid aiming for an undecided percentage or portion of the already saturated broad market.  This will place your firm with every other financial advisor in your area and provide no means of differentiation.

By identifying a market position or niche, you will be on the path of instilling operational effectiveness, success and a clear vision for you and your firm. Your service and product offerings will be aligned with your niche, thus providing a solution to client’s unique needs.

When you identify and market to a niche, your firm is:

More likely to have an impact – strong positions in a target market provide your business with identity.

Able to stand apart from competitors – your firm is positioned to connect and engage in meaningful solutions to specific needs.

Positioned to grow organically – by providing laser-focus service, your clients will be marketing your firm for you.

There are a plethora of niches you can choose from.  Choose niches that you have a genuine passion for and reap the benefits of being viewed as an expert in your field. You need to work with clients you are comfortable with.

 “Please all and you please none.”   -Aesop, Greek Author

We are curious! Who are your niche markets? How is your firm benefiting from niche marketing? 

 Learn more about how Ironstone can impact the operational effectiveness of your firm!  Read more at www.ironstonehq.com

 Follow us as we explore each of Ironstone’s Fundamental 4™!

  • Strategic Planning
  • Business Development
  • Operational Effectiveness
  • The Human Element

Coming up next, Operational Effectiveness & Your Client Database

 

 

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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Annual Client Appreciation Events Are Great, But Your Firm Can Do Better!

An annual client appreciation event is great, but…you can do better than that.  Why wait to say thank you once a year?  One of the most important components of your business plan and strategy is to continue to find ways to strengthen client relationships.  Implementing this practice on a daily basis will set your firm apart from the competition and create an experience for your clients that won’t go unnoticed.

Financial advisors know a rule of thumb asserts, “it costs five times as much to attract a new client as it does to keep an existing one”.  A comprehensive marketing plan will include a client a marketing strategy targeted towards existing clients.  The benefits:

  • Foster, strengthen and maintain relationships with your best clients
  • Increase the percentage of wealth you manage for your clients
  • Generate referrals
  • Defend your position with competitors

In our blog, Foster-Strengthen-Maintain-Relationships Through Client Appreciation Events,   https://aeschlapia.wordpress.com/2012/05/18/foster-strengthen-maintain-relationships-through-client-appreciation-events/  , we reviewed strategies and ideas for holding client appreciation events.  More importantly, let’s not forget the daily acts we can implement in our firms to escalate a continued expression of appreciation for our clients.

Is your firm currently practicing daily and random acts of appreciation with clients?  If not, now is the time to start and if so, how can you take those acts to the next level? 

Implement a client appreciation program by identifying the outcome.

The underlying success of your program hinges on the ability to create an authentic client experience. Client retention starts when your firm recognizes the fact that the client should be acknowledged, thanked and recognized for their loyalty and trust they have placed in your firm.

We all have a natural tendency to take things for granted.  Don’t wait for pivotal moments to appreciate your clients.  By showing daily appreciation to each client that you come in contact with, your firm will stay on the path of acknowledging the benefits each client provides and will cultivate positive thinking in your office.

To have an impact, you and your team must be inspired to say “thank you”, not compelled or with lack of passion.  As you are developing your marketing strategy for 2013, incorporate ways to increase client satisfaction by using gratitude in your firm; e.g implement a Gratitude Project and track your successes.

Ironstone’s Top Ten Ways To-Thank-A Client

  1. Give a proper verbal greeting and farewell.  Use names when you can and ALWAYS thank them for their business.  Greet clients at the door – open the door for them when they leave.
  2. Write a follow up thank you note.  Make sure to hand write the note and let them know you appreciate their business. It provides a personal touch and carries much more meaning than a typed letter.
  3.  Make a phone call.  With technology it is easy to get lazy.  Call clients randomly just to say thank you.
  4. Make clients feel special.  Learn your client’s passions and what makes them excited about life.  People love to engage in conversation about their families, community contributions and their passions.
  5. Give clients a small token.   Have freshly baked cookies in your office or hot chocolate on a cold day.  Clients love token items, stock up on unique gifts that don’t cost a fortune- firm branded pens, pocket calendars, pencils, etc.
  6. Let them know they made your day.  Face it, clients are our bottom line-appreciate any small thing about them each time you see them- and thank them.  Tell them-“Thank you for making my day!”
  7. Introduce your clients.  Give your clients a tour of your office.  Introduce them to other staff.  It will give them an inside look at the operations of your firm and establish connections with other team members.
  8. Host small “fun days”.   Pick a day a month and declare it, “I’m Going To WOW My Clients Day.”  You can choose different themes and plan accordingly.  Keep it simple and fun – your clients won’t forget it and will probably share it with their friends.  (Best practice idea; take a picture of your clients and mail it to them in a few days with a thank you note)
  9. Acknowledge their comments or suggestions.  Let them know how much you appreciate their thoughtfulness and contributions.  Call them or write to them if you implement a suggestion they have shared.   What a great way to say thank you!
  10. Celebrate Life.  Call clients or invite them to lunch or coffee on special occasions; birthday’s, anniversary’s, retirement, etc.

Insist that your team start practicing the art of gratitude.  Be proactive as life happens rather than reactive when it may be too late.  To remain in a client’s mind, your firm needs to be “in front of them” as often as possible.  Your clients are giving you lots of opportunities to stay in their minds – let them know you appreciate them!

“As we express our gratitude we must never forget that the highest appreciation is not to utter words, but to live by them.” ~ John Fitzgerald Kennedy

We are curious!!  What do you do at your firm to show appreciation to your clients?  Let us know!

Follow us as we explore each of Ironstone’s Fundamental 4™!

  • Strategic Planning
  • Business Development
  • Operational Effectiveness
  • The Human Element

 

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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Do You Have A Bucket List For Your Firm?

Most of us have a bucket list created for our personal lives living in our thoughts or being utilized as a functional document.  A bucket list is the thoughts, dreams and goals that we want to achieve in our lifetime.  It serves as a roadmap to guide and lead us to reach each of those goals.

A bucket list outlines:

  • A list of your life goals
  • A reminder to focus and live by your personal values
  • How you will find joy by fulfilling your goals

Your business plan should serve as the bucket list for your firm.

Developing your initial business plan is essential in achieving the goals you have realized in your mind and will provide you with a written plan to follow, evaluate and revise.   Just as you achieve and make changes to your personal bucket list, you will do the same with your business plan.

A bucket list can change your life.  A business plan will improve results.

Ironstone’s research shows us that approximately 40% of financial advisors actually have a written business plan and even fewer have a marketing plan.  Those firms that implemented a completed business plan have 50% more profits and revenue than firms without a plan.

Your business plan will:

  • Provide you with a complete view of your firm and allow you to examine its viability
  • Show you potential areas for growth and success
  • Ensure that your entire team is committed to each goal
  • Communicate your vision and mission
  • Help you gain an understanding of opportunities and challenges facing your firm
  • Outline areas to create strategies and tactics to reach each goal

In our blog, “Creating A Roadmap For The Success Of Your Firm”  https://aeschlapia.wordpress.com/2012/04/16/business-plans-creating-a-roadmap-for-the-success-of-your-firm/ we provided 13 focus areas to include in your business plan.  Refer to the focus areas when developing or updating your business plan by incorporating each to gain optimal benefits.

A well thought out “bucket list” or business plan will lay a comprehensive strategy and timeline, both personally and firm wise, for achievement and promising stages of growth.  Download our Business Overview Snapshot to get started on creating your firm’s business plan.   Business Overview Snapshot

Have a Plan B

Be sure to create back-up plans.  We all know there is one constant in life, change.  Examine the challenges you might face and determine how you will overcome them by redefining your existing strategies.

Once you have developed your business plan, don’t file it away until the end of the year.  Use your business plan as a GPS guidance system for running your practice.  Update it often; real-time changes are ideal.  Doing so will ensure  you are following your plan, creating actions to meet your objectives and allow you to hone in on areas that need re-crafted strategies.

Communicate your business plan to your team in order to effectively bring it to life and track milestones to enhance your overall business focus.

As you begin to develop or review your business bucket list, contact Ironstone for templates, tips and best practices that will assist you in taking your firm to the next level.  We have numerous tools and aides available for you and insight that will help you reach the goals you have set for yourself and your firm.  Consider a team development workshop on creating bucket lists – we can help!

Last but not least, enjoy the journey!

We are curious!!  Share your bucket list with us!  What do you want to accomplish in life?

Follow us as we explore each of Ironstone’s Fundamental 4™!

  • Strategic Planning
  • Business Development
  • Operational Effectiveness
  • The Human Element

Coming up next, learn about business development and your referral network!

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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Ready To Jump On The Social Media Bandwagon?

As social media has taken a front seat for many advisors, there is still a high percentage  not taking advantage of this prospecting tool.  Many advisors simply don’t have the time, knowledge or staffing to implement a social media platform.  The benefits of having a social media presence will out-weigh the efforts you invest  developing your prospecting strategy.

The fundamental element needed to implement a successful prospecting plan at your firm is to systematically position your practice to attract new clients.  Choose activities that will put you at your best in order to invoke natural enthusiasm with the purpose of cultivating trusting relationships.  Within  your marketing plan, you will need to develop a comprehensive prospecting strategy appealing to new clients.  Begin with the 7 strategies  Ironstone recommends as your foundation.  If you missed our blog, “How to Write a Prospecting Plan for Your Firm,” https://aeschlapia.wordpress.com/2012/04/05/learn-how-to-write-a-prospecting-plan-for-your-firm/you can read it here.

Top financial advisors have one common denominator:

  • A marketing plan and a follow-up strategy

 The biggest difference in this  common denominator is what is within the marketing plan and how committed each firm is to their follow-up strategy.

Adding Social Media to Your Prospecting Platform

Ironstone suggests starting small and simple.  Establish  your social media goal.  Don’t feel you need to take on the world.  Facebook, Twitter, LinkedIn and Blogging are all easily managed social media channels  you should be using; START TODAY!   By using social media, you will gain:

  • Name recognition
  • Establish credibility
  • Client acquisition and retention
  • Deepen existing relationships

 Follow Ironstone’s simple guidelines to get started with your social media presence.  By following these basic steps, your social media goals will be easier to reach and more rewarding.

Create Basic Profiles on the Social Media Channels You Wish to EngageYou must realize  social media is an active exchange of information.  In order to establish relationships, you must engage in and actively participate in discussions.

Add Your PhotoUse a professional photo.  If you don’t have a professional photo, make the investment to have one taken.

Be YourselfEngage in social interaction.  Relationships are developed when you allow others to get to know you.  Talk about your family, your interests and things that will interest them. Consider scheduling random posts or blogs about health and wellness or other generalized topics that pique interest levels.

Target MarketPick a small niche.  Remember, you don’t need to take on the world.  Find out where your target/niche market hangs out online.  You might find your COI’s on Linked In while retirees are making posts on Face Book.  Connect with your clients in these various social media channels.

Provide ValueBeing the solution to a prospect is the key to landing new business.  Provide information that will genuinely help others.  Review profiles;  find out the interests of your clients and prospects.  Gather relevant content  you can post and distribute on your social media channels that are devoted to your target market.

Provide A Capture FunnelAdd a form that is short and simple to capture information from readers and those who are downloading your content.  Do not simply ask readers to call you;  they are online and that is where they want to stay for now.  An Ironstone best practice tip is to provide a capture form that leads readers to valuable and relevant information; example:  “The Top 5 Ways To …………..”

Manage TimeDefine your own unique publishing schedule and pick a specific time to post and read updates from those in your network.  Make adjustments as needed,  test different times and days.    If you find  you get more interaction on certain days and times, stick with it.  Maintain a continued presence online, but be cautious of overdoing it!

Follow-Up – It is imperative and courteous that you follow up with those who have accessed your information.  Be ready to provide them with additional information that will be useful to them and offer a solution to their needs.

Ironstone can assist you in developing a social media plan for your firm.  Let us know how you are using social media in your firm!

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us: