You hear it said over and over again, "You have to keep your pipeline full of prospects who want to become clients". It's
good advice if you want to grow your business but just about everyone has trouble making it happen.

So I brought in international client attraction specialist, Dave Dee to address this topic in today's Q&A.

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Dave, a financial services professional, who asked to remain anonymous, sent me this question:

"In terms of marketing and trying to grow my business, I would like to know the best way to go about 'keep my prospect
pipeline full'. I keep reading and hearing that I need to do this and I agree that I do, but how to go about accomplishing
this is always a little vague to me. Would you recommend doing seminars or networking lunches with referral sources?
What about cold calling? I'm looking for other options and would love to hear your ideas."

I'm going to answer this question with a story...

There is a very successful chiropractor I know who when asked what his "secret" was that allowed him to attract so many
clients to his practice answered;

"I don't know any one way to get 100 clients, but I do know 100 ways to get one client and I use all of them."

You are not going to find just one way to keep your pipeline full, certainly not in the beginning when a referral-only type
practice isn't an option.

The good news is there are numerous techniques you can use to bring in high-quality, high-paying clients and when you get all of your techniques automated and working, You will never again have to worry about where your next new client is going to come from.

So what do you do?

1. Chasing many different types of clients is the WRONG way to go about this.

Your marketing needs to be designed to speak to ONE specific type of client. For example, If I'm telling a financial services
professional to focus his/her marketing efforts on attracting affluent prospects, I will tell them they now have to pick a
particular segment of that market.

For example, you could focus on reaching dentists and helping them with their specific financial needs; or some other professional.  And within each market segment, they need to focus even more.

I hope you're starting to get the picture.

By targeting your message as narrowly as possible your ideal clients will be magnetically attracted to you before they speak with you. They'll feel like you're speaking directly to their needs and will be pre-convinced of your value before they even meet you.

You accomplish this by thoroughly understanding your market, presenting yourself as the only logical solution to their
needs and then using "response-driven"  not  "image-building" messages to elicit a response.

2. Focus your marketing efforts and be on the lookout for high-leverage activities that you can automate. A high-leverage
marketing activity is something that will continue to steadily deliver great prospects long after you've stopped putting any
manual labor into it.

If you get a client at a networking event, you can't automate that process to get another client without physically doing the activity again.

On the other hand...

When you develop a message that reliably and predictably brings in new clients, it can be run automatically in a variety of
different media without you having to do any additional work.

This is true of dozens of other strategies as well.

3. Once you develop a strategy that works, document it, create a system around it and keep it running consistently over time.

Financial service pros are famous for having a strategy that worked once to get a client, but then they stopped using the
strategy because they got busy, only to be left with no new clients waiting when the previous work was completed. This is
what I call the "cash flow roller coaster" and the "marketing "merry-go-round." No matter how busy your practice gets, you've
got to keep the marketing machine rolling.

~Dave Dee

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Would you like to discover more client attraction techniques that will dramatically increase your prospect pipeline and
eventually lead to more sales?

Dave Dee and I are going to reveal these to you in our tele-seminar on Thursday May 20 at 4PM Eastern, 1PM Pacific.

There is no-charge to listen in but plenty to lose if you don't So if you haven't already registered, I suggest you do it
right now!

http://www.TopProducerClub.com

Looking forward to speaking with you soon,

Robert Morris
Larkspur Data Resources