Prospects don't respond until the 7th attempt
Any one who is someone worth contacting is not easy to reach. You must use varied and variable modes of contact to cut through the clutter and get someone to respond. -Bill Walton
What you can do is think about prospecting as a linking game – a link to what you offer and what prospective clients need. If you’re not tapping into the needs, wants and motivations of your ideal client, it’s going to be tough to make a connection. So we stress messaging that’s very much focused on what a prospect might need or what they want to achieve with an advisor. We also stress that anyone who is someone is not easy to reach. That said, you must create a system of “touches” that creates a stream of consciousness for the prospect that gets them to respond to you – hopefully with a face-to-face meeting and meaningful dialogue. You must use varied and variable modes of contact to cut through the clutter and get someone to respond - OR...to take your call the next time you lob one in. Most prospects dont repond till the 7th touch. Your advantage? Most FAs stop at 3!
-Bill Walton, in AdvisorMax discussion "Strategic Prospecting"
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