The 3 P’s of New Client Attraction

Hey dude!

Steve Salvia here from Blackwing.com.au and today I want to talk to you about one of the most critical things you need to have in your business to get the very most out of your new client attraction…!

The topic we’re going to cover today is what I teach every single one of my blackwing Profit clients when they first join me to get them ‘hardwired’ into this thought process right up front – because I really want you to have a feeling of what it’s like to be in CONTROL of your new prospect flow and ‘write your own ticket!’

If you do it right, you get this thing called Prospect Velocity!

The key word when it comes to client or prospect attraction is the word VELOCITY.

And specifically, increasing your prospect velocity.

That’s what we’re going to cover in this week’s Boost Your Business Show.

Stick around and let’s get some better quality prospects into your diary!

See about 2 years ago, I had a frantic email from a desperate financial planner here in Perth who was really STUCK….

Let’s call him JOHN (his real name was ANDREW 🙂 ).

I didn’t know JOHN all that well.

Someone referred him to me – really nice guy.

And his email said something like:

“Hey Steve, I really need your help. I’m having to start my business again from scratch…!”

So what’d happened…

He’d just left his job. Moved away. He was still in WA but miles away from where he’d been working.

Bit of a messy break up so he couldn’t access his old contacts or clients…

And he said “I’ve got no List anymore.

I’ve got no Contacts

I don’t know anyone. No Leads.

No pipeline at all.

I don’t know anyone and frankly, I don’t have much money to spend on marketing either…!

I need some help to get going and get some clients fast.

What should I do…?”

Now honestly, I don’t want any financial planner to get to that place…!

New location

No contacts

No leads

No pipeline

No nothin’…

He needed clients LIKE – yesterday!

(Or at least in the next few weeks to give him some breathing space and generate some income…).

So we needed some New Prospect Velocity!

Well, what does that mean…?

If you think about your database right now, there’s a certain Velocity to it.

A cadence to it.

A rhythm or a speed to it….

So think about your base for a minute….

What’s the speed at which your prospects – you know – people in your target market…

What’s the speed at which they INQUIRE about something you do or approach you to talk to you or take up a marketing offer from you…?

Think about it for a minute….

And then – how many of them go a little bit deeper and ask for something from you that that’ll help them….

And then book appointments and then sign up as clients…?

What’s the actual Velocity for you…?|

Most financial planners have that ‘stuck in low gear’ kind of velocity – kind oflow speed, not much rhythm, no velocity and all to slow… FAIR?

So our job is to —— pick up the tempo! —-

Move the dial.  

The speed at which someone goes from suspect to prospect to lead to client!!

Suspect to prospect to lead to client!

Faster and faster and faster and increase the velocity of your pipeline and the rhythm that people come into your diary, into your office and into your business.

Does that make sense?

So if I had to sum up what this’s about, it’s about giving you a plan – the 4 carriages in the train, and then increasing the velocity – the speed at which people move from carriage to carriage to carriage – suspect to prospect to lead – and becoming fee paying clients at the end.

And there’s 3 BIG things you need to think about when you’re trying to ATTRACT new prospects, get their attention in a noisy market and increase the speed at which you can get into a conversation with them…

I call them the 3 P’s…

It’s PERSON.

PROBLEM.

PROMISE!

Person, Problem Promise.

Person – who’s the ideal person you want to talk to…?

Call them out specifically…

Are you a self employed Plumber?

Are you an Engineer?

Are you a stressed out Business owner working 65 hours a week?

Are you a busy working mum trying to juggle the responsibilities or work and family at the same time…?

You want to call someone out!

If that’s the person you want to talk to – they’re going to say

“Well…. Yeah…! I’m a school teacher or I’m a Chiropractor…!

She must be talking to me…?

I’d better lean in just little bit closer and see what they have to say.

They must be talking to me….”

So  you’re going to call out one specific person – the person or people you want to work with most…

Number 2 – it’s PROBLEM

What are the Problems that this demographic are living with from a financial planning point of view…?

What are they Frustrated by?

What are they STRUGGLING with?

What pisses them off about their financial situation…?

Is it paying too much TAX?

Or not enough in SUPER?

Too much debt?

Don’t know when or how they’re going to retire?

Paying too much for their insurances?

Cash flow’s crap…?

First home buyers trying to save a deposit and struggling with it….

Whatever it is.

Their Frustrations.

What’s stressing them.

Financial stuff they finally want to get sorted.

What’s keeping them awake at night…?

What you’re looking for here is their KNOWN UNSPOKEN problems…!

The things they know are problems but they would never tell anyone about it and they keep them locked away and never share them with anyone….

So we’ve got the PERSON…

We’ve got their attention and we’ve shown them that we know about their PROBLEMS….

Like, we know about you…

We understand. We empathize….

We specialise in helping people just like you with these problems every single day…

We get it!

So it Person,

It’s Problem and then we make them a BIG PROMISE…!

Because that’s what people want right…?

They want Solutions to their Problems so we need to tell them what we can do to help…?

So we need to get really good at articulating the Promise that’s going to help them get the Solution they need!

You get it?

So it might be something like….

“If you’re a busy Self Employed Chiropractor….

An you’re struggling with great income but your cash flow’s still always tight….

And you’ve taken on Considerable debt and you’ve got credit cards that seem to keep increasing and payments that just won’t go away….

And maybe you’ve been starting to think about planning out your retirement… but it’s a maze of rules and confusion and you just don’t know where to start so you keep putting it off…!

You think you’re on track for your retirement but your just not sure if you’ll have enough to live the life you’ve worked so hard for and what you could do to fast-track it…

If that sounds like YOU….

Here at XYZ Financial Planning, we’ve developed a 90 minute strategy session called:

The Health Care Professionals Less Tax / More Super / Retire 5 Years Earlier Strategy Session…!

(or whatever it happens to be….).

We’ve designed it specifically for busy health care professionals who want to:

Free up cash flow (so they can travel more, stress less & have a happier lifestyle…)

Clear debt faster and structure a debt repayment plan to get it knocked over ASAP…

And those who wanna plan ahead so that they retire in style (rather than in a mad panic at the end…!)”

Or something like that….!!!!!

I just made that up but you get the CONTEXT??

It’s PERSON.

PROBLEM.

PROMISE!

I want to tell you guys….

If you put those 3 words together…

Person Problem Promise, it’s the absolute most effective and smartest way I know to get a steady flow of new quality prospects and leads into your diary.

It’s how you fill your pipeline FAST.

Build an Ideal Audience

And get the right people with the right needs coming to YOU for a solution.

And if you were building an Attraction system for new prospects from scratch, that’s exactly how I recommended you do it.

Every single new client from now on is gonna come to you using that same process….

Do this – and what you’ll find that attracting new clients gets really, really easy – it’s not weird or pushy or ‘douchy’ any more.

You’ll focus on a specific niche or an Ideal Audience.

Life’ll get easier.

Quality & quantity will go up.

And life gets better for them and it gets massively rewarding for you because you’re helping the right people for the right reasons and it’s a beautiful thing.