Benchmark Business Group

Get Creative With Your Prospecting

October 17, 2023

Prospecting is vital to the success of a financial services agency. Finding and nurturing potential clients is a continuous journey that requires creativity and adaptability.

If you're a financial service professional looking to revamp your prospecting efforts, here are five ideas to consider:

1. Leverage Your Existing Network

Do you ask for Referrals? Your current clients and professional network can be a goldmine of referrals. Don't hesitate to ask for introductions and recommendations from satisfied clients or colleagues. Be sure to put referrals on your meeting agenda so that you don’t forget to ask your clients.

2. Host Educational Workshops

Offering free financial education workshops or webinars can position you as an expert in your field. These events can attract prospects seeking valuable insights and solutions. These work well if you can have a client or referral source host the workshops. For instance, you might work with a business owner client to put on a workshop for their employees or if you have an accountant referral source you might suggest a workshop for their clients to discuss the tax strategies of your products.

3. Create Informative Content

Develop a blog or video series covering financial topics of interest to your target audience. Share your expertise and build trust through educational content.

4. Attend Local Events

Participate in local community events, seminars and networking gatherings. These provide opportunities to meet potential clients face-to-face and share your knowledge. Make a list of you and your team’s interests for a fresh list of ideas on how and where your business can get involved. If there are no local events that you’re interested in, then maybe start your own. We’ve seen clients host a triathlon, organize food drives, host trunk or treats, hold mastermind groups and many more.

5. Utilize Social Media

Engage on social media platforms where your potential clients spend their time. Share relevant content, participate in discussions and build your online presence. Just remember that social media isn’t just about sales. It’s a place to connect with your audience. You can be informative… if it’s a snowy day, take a picture of the roads and remind your audience to drive safe. If there’s storms coming provide a checklist for preparing their business or home for a potential disaster. Or, have fun with it… create interactive quizzes or financial challenges on your website or social media to engage prospects and collect valuable contact information. Overall, be creative with your use of social media.

Prospecting is an ongoing process that requires patience and persistence. By mixing these ideas with your own unique approaches and industry expertise, you can broaden your client base and ensure the continued growth of your financial services practice. Remember, success in prospecting often comes down to building genuine relationships and providing tailored solutions that meet the unique financial needs of each client.

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