Become an expert in the eye of the client
Getting recognition for your “expertise” in selling professional services is paramount if you’re to make good profits.
The stages in the process include –
- Setting out your credentials
- Outbound publicity – demonstrate you know your ‘stuff’
- Getting to one on one conversations around the client’s desired future state
- Discussing your services, their needs and fees
I was working with a financial services client and recommended he use the Monte-Carlo method to establish the prospective client’s need for advice. (Go to the sub heading on Finance and Business). I think it’s very suitable way to frame a discussion when talking about personal finances
Monte Carlo simulation is commonly used to evaluate the risk and uncertainty that would affect the outcome of different decision options.
First be recognised as an expert
You can’t get these conversations going without first establishing yourself as an expert. Nobody wants their finances managed by an amateur. Nor their marketing services. Just working for a big name firm is no guarantee of expertise – it’s a step in the right direction.
Groups on LinkedIn
Getting in front of future clients is possible via step 1. As you establish yourself as an expert you will get noticed (particularly if you use key words relevant to your expertise and audience. Maintaining your position as an expert in the eyes of your audience can be continued through outbound articles and publicity.
These are best delivered using sites aligned to your industry niche and audience. For my area there’s a great Reddit thread, a couple of Facebook Groups and a Linked In Group which is very active. You need to find the ones suited to your needs. Don’t forget to check out in-person events on places like Meetup.com too – not all communication has to be written!
Finding the right things to say in your publicity and how to start a conversation with your reader are the things you will need to practice. Conversations in a public forum can lead, later, to a private discussion which is preliminary to taking on a new client.