What distinguishes highly successful advisors from less successful ones, regardless of their skills and industry knowledge?
The answer is their ability to communicate the true value of their service offerings to their key constituencies. This is achieved through well thought-out messages that effectively convey the significance of the role that you play in the lives of your clients.
In recent years, the role of an investment advisor has evolved from financial consultant to a financial confidant. Because of the increased responsibility of your advisory role, you must ensure that the messages you craft clearly demonstrate your unique skills, capabilities, and differentiating factors. It is imperative that these messages are consistent across all your marketing pieces, including your brochure, newsletter, Web site, and any collateral materials.
Strong, targeted, high-impact messages are essential to creating and projecting a positive image of your practice. To achieve this goal, you must employ clear, unambiguous language that is easily understood. The goal of these messages is to provide your clients with valuable information that engages, informs, and motivates them so that they seek your services when a triggering event takes place.
There are four basic elements to effective messaging: