Sales & Marketing
Why not try this cost-effective marketing approach: Offer a service or solution that prospects will pay for, and then upsell them to your “full solution.” Michael Kitces presents this idea in his blog post at Nerd’s Eye View and uses the example of offering an individualized Social Security analysis for a flat $200 fee. Even if participants don’t choose to work with the advisor on an ongoing basis, the advisor still gets paid for the limited solution –for marketing his/her expertise, in other words. Read the details below. Also, advisor Dave Grant, the founder of NAPFA Genesis, writes about some younger advisors (as well as a 70-year-old) who have leveraged the Internet and their own social circles to generate referrals. One advisor, for example, uses her writing skills to partner with content websites – and get her name out. The story is at Financial Planning.