What Would Your Ideal Prospects Be Talking About If You Were A ‘Fly On The Wall’…?

Hi Team, Steve Salvia here from Blacwking.com.au and today I want you to imagine that you were a Fly On Your Ideal Prospects Wall…!

Yeah, that’s right – a fly on the wall.

If you finally want to get good at attracting prospects and working with the right people in your financial planning business…

Your messages and your marketing need to RESONATE.

And the way for you to resonate is to talk about the things that they’re talking about or worried about in their financial lives.

And that’s exactly what we’re going to cover in todays’ episode of the Blackwing Boost Your Business Show.

Stick around and lets have some fun with this!

Ok, so I’ve been talking a lot about Target marketing and niching who you’re business specializes in and who you therefore naturally attract lately.

Hopefully you’ve been following my emails/videos, so I’ll just jump straight in.

Once you’ve overcome your NICHE Barrier….

The second thing to do is to run through what I call the Fly On The Wall™ exercise….

Once we know who your ideal niche is going to be…

What your target market is

(i.e. what an ‘A’ Grade prospect would look like to you)…

You need have a think about THEM and their financial issues and challenges.

Where they’re at in their life and in their finances.

What they worry about when it comes to money.

What they need (financially)…

So that we can deliver those wants and desires to them on a silver platter…!

We get inside their head and understand their Secret Psychology.

Their Frutrations, Fears, Wants and Aspirations that motivate them to act.

The word Motivation is made up of the words MOTIVE and ACTION.

So you need to be clear on what drives and motivates them to reach out and talk to you.

Most financial planners find attracting new prospects difficult quite simply because they don’t… – well, they SKIP this step.

They don’t think about what the prospect actually wants!

They try marketing about things that they are interested in, instead of what the prospect might be interested in…

Newsletters, budget reports, share market returns, technical stuff, interest rate flyers, why the Australian Dollar fluctuates…. (GO FIGURE!)

This is some of what many financial planners send out and think it’s ‘marketing’ and it will attract new prospects…

That sort of information might be fine once someone is already a client (for information touch points)…, but it WILL NOT attract anyone to you.

Believe me – it won’t!

So you need to be crystal clear on WHO your business is actually designed to serve…

Who are you trying to attract?

What segment of your marketplace do you want to be yours?

What demographics are they?

Who do you want to be known as an ‘expert’ to?

You need to start thinking about WHO you are best to serve and how you can get them to come to you.

And then get inside their head…

“You want to enter the conversation that’s already going on in their mind…!” [TWEET THIS]

I reckon the days of being ‘all to everyone’ are over and you’re going to need to specialise in some segment or segments of your marketplace…

You need to position yourself as an ‘Authority’ in someone’s eyes…

That’s one of the things I teach on the 28-Day Fast Start Implementation  program coming up at the start of February.

Check out the curriculum here

I walk through new client Attraction and four other pillars to get more of the right people to talk to.

You should check it out and see if it might be of any value to you….

If you haven’t ot the things that your potential prospects most want clear in your head, then it’s going to be really hard for you to get more clients and scale your business quickly.

If you’d like a copy of my Client AVATAR & Fly On THE WALL™ worksheets, I walk thru that and a heap of our other templates in the 28-Day fast Start Attraction program.

It’s perfect if you want to get clear on how to create a prospect attraction message that resonates for you.

So that’s it for this weeks Boost Your Business Tip.

I hope you got at least one idea that you can take back and install into your prospect attraction strategy to get you more prospect to talk to…

If you like what you’ve seen, do me a solid and hit the LIKE and even better the SHARE buttons…

It really helps me when you Share these posts so thanks in advance if you got some value….

But right now I’ve got a question for ya:

Q: So, imagine if you were a FLY ON THE WALL at your prospects home or office or around their kitchen table…

Maybe when they’re laying in bed at night when no-one else can see…

Or even when they’re talking to their wife/husband/significant other…

Sharing their deepest, darkest secrets about their money or super or their business or that big debt that they’ve still got….

Their hidden fears about things financial…

What do you think your prospects would be talking about…?

What are your prospects thinking about when you’re not around…?

What’s worrying them?

Keeping them up at night…?

What do you think they really – truly want from you…?

(Hint – it’s not superannuation, life insurance, reports, financial updates and all the ‘financial plannery’ stuff…).

I’d love to know what you think your prospects are concerned about when your not around and knowing this ‘ll help you a lot when it comes to the messages that you put out there…

Anyway, that’s it for now.

I’m off to get a coffee and go for a swim.

Have a great week ahead.

Stay awesome.

Steve Salvia – OUT!