Are you a financial advisor or wealth manager who is looking to market themselves better? As of September 2020, there are over 4,929,926,187 people on the internet, but they’re not all customers.
Are you wondering about marketing to doctors and standing out from the crowd? In this article, we here at Advisor Wealth Mastery will teach you step by step how to increase your conversions. Read on to discover these hidden secrets you won’t want to miss to land more deals and increase your profits.
Market Research
First, before you reach out to all physicians, you should take a look at the varying salary ranges for each specialty. For example, a pediatrician’s salary is much different than a radiologist’s. Taking a look at the different salaries will help you determine your niche for physicians.
Host Events
One of the marketing best practices out there is to host client events. This is a better way than having to continually ask your current clients for referrals.
When you host a client event it’s showing your appreciation for current clients. Building this rapport will build trust for both of you on a more personal level.
This encourages new referrals because you can let your clients know they can bring a guest. That guest can be a fellow physician that you’ll be able to build rapport with at the event.
Blog
If the thought of starting a blog makes you cringe, the good news is you can find content creators online. You can find freelancers who will create your website for you, and then ones who will write content and update your site.
Find a content creator with SEO (search engine optimization) knowledge, and you’ll be able to stand out on search engines. For example, say you sell retirement packages, you’re going to need to have keywords on your site that have to do with retirement packages.
Keywords are what a person searches for when they head onto search engines. The right content creator will make sure to use high-quality keywords that will attract the right customers. For example, you might not want a keyword that has the words free or cheap in them.
Build Your Email List
You’ll want to build your email list for your blog. While you might think it’s a waste of time, it’s not.
When someone signs up for your email list they’re showing they’re interested in what you have to say. When you do promotions, contests, etc. you can let your email list know by sending out an email that goes to your entire email list. It’s important to keep building your email list because clients can sign up and then unsubscribe later on.
Be Found
Ensure that your blog shows up in searches whether locally, nationally, or globally. When you hand someone your card with your name on it you want to ensure that if they google you then your name comes up.
That means having SEO on your website, LinkedIn, Facebook, etc. This will build trust with potential clients.
Social Media
First, you’ll want to create a profile on Facebook, LinkedIn, and other social media sources. Ensure that your LinkedIn account is professional since it’s a job source.
While you might be tempted to post on your personal Facebook page, it’s a good idea to create a page for your business since it’s free. Then, you can share blog posts and invite potential clients to click to learn more.
If you’re not sure which route to take with social media, you can hire a freelance social media manager. In order to create your own posts, you can head to a tool such as Canva. In Canva, they have the option to choose from free images, text, and elements.
Social Media Tips
When you post on Facebook, it’s a good idea to ensure the content isn’t a large block. This means separating paragraphs into 1-2 sentences.
Use high-quality stock photos from websites such as Unsplash. Next, share your posts into different groups. Make sure to read the group’s rules before you do so.
On LinkedIn, you can reshare those posts as well. Make sure that your posts are error-free and sound professional. Include a call-to-action at the end such as contact us today or read on to explore more.
In order to target the right audience, you have the option to pay for Facebook Ads. You can create the target audience of your audience as you’re setting up Facebook ads as well.
If you only work in a certain area you can include that as well. Following these tips will ensure that you’re targeting the right audience instead of say a homemaker in a different location.
Incentive Programs
Encourage referrals by offering incentive programs. You can offer these to current clients and also on social media and your website. Before you begin, ensure that it’s in compliance with current regulations in your location.
Ensure that you change the gifts you offer to clients so they’re more likely to offer you more referrals in the future. You can even consider contests where there are 1st, 2nd, and 3rd place winners.
Paying for Leads
Another option is to pay for leads. Before beginning with paid leads, it’s a good idea to understand compliance implications, disclosures, etc.
Build Confidence
When you’re wanting to market to physicians, do you find yourself fumbling to find the correct words to say? Before you call up a physician, it’s a good idea to research their company first and create a script to build confidence.
As you talk to them, you can reference the script. Ensure that you don’t read it word for word to avoid sounding like you’re reading.
Stand Out
Another thing to keep in mind is that many attorneys, real estate agents, and other professionals are bothered in order to give out referrals. In order to stand out and not be a nuisance, you’ll need to approach it with a few different methods.
First, be clear. Let them know who your target client is, don’t just ask for referrals. Remember that it’s about finding high-quality clients and not wasting your time with those who won’t be interested in what you have to say.
Next, be creative with your offers. Offer them gifts, invite them to dinner, etc.
This is a better way to ease into a referral instead of asking for one right away. Being creative will mean more than sending out an email.
Collaborate with other professionals. Offer to feature them on your blog or other promotions if in return they offer you similar methods.
Attend Local Events
When exploring marketing best practices, you’ll want to include attending local events. Check out different professional events in your area to network with other professionals. This is a great way to build rapport with professionals and find referrals.
Follow Up
Checking in with your clients and asking about referrals on a routine basis isn’t something you should fear. For example, say you have a meeting with that client, at the end of the meeting you can ask them about referrals.
You can tell them that you’re offering free consultations with potential clients and answer any questions they might have. Make sure that you’re framing it as a way to get your name out there and not being a nuisance.
Other Advisors
It’s a good idea to connect with other advisors when you’re trying to market to physicians. Remember that each advisor will have a different target audience.
A great way to do this is to offer them referrals and they can offer you referrals as well. Look for advisors who have a specific industry, one that’s different from yours.
Also, advisors who are in other locations are an option as well. You can check online to find different advisors whether in the local area or in another location.
Attend Health Seminars
In order to find physicians, you can consider going to different health conventions, trade shows, or health seminars. Consider setting up a table at these events and have marketing handouts you can give to physicians.
Have the option for physicians to set up appointments with you for more information. You can offer a free consultation as well. You can also go to different mixers and discussion groups geared toward doctors.
A Guide on Marketing To Doctors
Now that you’ve explored this guide on marketing to doctors, you should be well on your way to finding physician referrals.
Are you looking for a way to find referrals month after month and retain them? Contact us today! We work with financial advisors and wealth managers to help guide you in increasing your sales and client acquisition.
