Your prospect has already made up his mind

Have you given prospects a reason to be positive about you before they get to the table? What if, instead of putting on the hard sell at the end of your seminar, your ideal client came to his own conclusion that he wanted to work with you? What if your website made people feel they had found the right firm to serve them? What if your clients were powerful advocates, promoting your positives and generating referrals?

The best way to create a positive aura around your and your business is through proper marketing. Strive to share yourself and your firm in an authentic way and avoid overly stiff, professional marketing speak. The more you can foster positive feelings through your marketing, the more likely your prospect will later say “I knew this was the right advisor for me!”

Sign up for The Lead and get a new tip in your inbox every day! More tips:

• Do prospects know about you?
• Don’t get off on the wrong foot
• Intention versus impression

Maribeth Kuzmeski is the founder of Red Zone Marketing, LLC, which consults to Fortune 500 firms on strategic marketing planning and business growth. For more information, go to www.redzonemarketing.com.