Updated Monday, December 22, 2014 as of 4:14 AM ET

How Advisors Can Maximize Their Digital Marketing Efforts

Driven by repeatability, message consistency and quality of insight, a built-out and all-encompassing digital marketing strategy can help advisors working in the independent space further differentiate themselves from their brethren at the wire houses.  Given those three principles what are the things independent financial advisors should be doing to better build an effective digital marketing presence?

  • Build an editorial calendar for original content that is not only consistent but aligns with key economic issues or dates throughout the year, like tax season. Arbitrarily posting material about issues that are neither timely nor useful is the best – and quickest – way to lose an audience, not to mention cause your existing clients to question your credibility as a thought leader.
  • Remerchandise your content. Large corporations don’t come up with an elaborate ad campaign, only to run one commercial and hope for the best –and neither should you. If you have relevant and interesting original content or a firm-wide success story, get it out there, multiple times.  HootSuite, for instance, enables you to schedule multiple posts across several different social media channels far in advance, facilitating the roll out of content on a quarterly, monthly or weekly basis. Remember, investors are just like you: They are busy people with careers and families, and most don’t have time to check their social media accounts every day. But they might do it every week.
  • Tie your digital marketing efforts and client relationship management strategy together. You want to know what types of efforts are helping you convert leads into prospects and ultimately into clients. You must, therefore, have an appreciation for who is visiting your firm’s web site, along with why and for how long. Without a digital marketing presence you will have no way of knowing what content others are finding valuable.  Knowing what content clients, potential leads and others within the industry find valuable allows you to concentrate on generating more just like it, further establishing a foothold as a thought leader. 
  • Use the various social media platforms differently, maximizing the strengths of each while limiting their potential weaknesses. Facebook, for example, through the use of pictures, is great for interactive storytelling, allowing people to get a better feeling for the personality of the firm, as well as the people who work there.  Twitter, on the other hand, is best for short, crisp thoughts that enhance your brand and show that you are continually dialed in to current market conditions, while LinkedIn is the perfect platform to network with peers and get involved in different groups. Use your social media efforts to drive people to the content on you web page, which should be the main hub of your digital marketing efforts. Remember, opinion is the currency of social media.
  • When you are building your website, make sure to choose a provider that will allow you to update in real time, track usage all while providing you with the capability to add Calls to Action, Landing Pages, videos and blogs. Highly customized websites, while pleasing aesthetically, are often very difficult – or prohibitively expensive – to update. Apple has a clean, beautiful and well-organized web page, but chances are, unlike them, you don’t have a legion of coders, designers and programmers at your disposal. You want to be able to effortlessly update your content without losing too much time – or money.  Fresh new content is the key not only for better search engine optimization but it also increases engagement and provides a reason for people to keep coming back.    

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Comments (2)
Great article David. Advisors that are following those digital marketing activities are seeing great success.

We are also seeing advisors use video on their websites as well as social media and getting amazing marketing results. A combination of informative motion graphic videos and live action videos of the advisors do wonders to increase credibility.
Posted by Craig F | Tuesday, November 20 2012 at 5:26PM ET
David, These are great tips for anyone looking to build their online presence, especially financial advisors. A couple more helpful tips:

Try including a link-back to your website in the signature of your email. This will automatically drive traffic back to your website and serve as, yet another, lead generating tool.

Additionally, statistics suggest that mobile web use will overtake desktop internet usage by 2014. As such, we urge advisors to double check with their internet providers to ensure that their websites are set up to run from mobile devices.

We posted an article just last month that gives some additional insight into online marketing strategies for financial advisors. If you have time, feel free to check it out here: http://bit.ly/RcC6Mr
Posted by Maggie C | Wednesday, January 23 2013 at 3:05PM ET
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