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Blogs - The Smart Advisor
Advisors: How to Improve Your Marketing Message
Wednesday, September 4, 2013
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One of the most common requests we get from successful advisory teams is to review their practice brochure and comment on their unique value proposition.

As usual, there are more and less effective ways to craft a value proposition that generates positive responses from the marketplace. Here are some basic guidelines to help improve your message and practice brochure.

DEFINE THE PURPOSE AND AUDIENCE

“Self-orientation” is the most common mistake we see. In other words, the advisor or the team sees the brochure as a chance to say everything there is to say about what they do and how they do it whether or not it is useful for the people who will be reading it.

Consultant and author Jay Abraham says it best when he corrects this approach: “Remember, it’s not about you; it’s all about them!” 

5 QUESTIONS TO ASK

There is often far too much information contained in the typical practice brochure for any single purpose it might be used for. Our advice is to complete a simple discovery exercise before you start building marketing materials, and then allow the material to flow out of these definitions:

    1. What will this particular material be used for? What is your desired outcome?
    2. When will it be used?
    3. Who, specifically, will read it?
    4. How, specifically, will they receive it?
    5. What is the specific response you want from them?

These questions force you to think about the people you are directing your message toward, which will help your material avoid looking like all the other brochures out there.

The typical brochure describes several different levels of information about the advisory practice: from the general idea of the team’s mission to the specific lists of services offered. Most often your material will benefit from streamlining and focus, and needs to clearly drive the reader to one desired response.

Read more:

(2) Comments
I agree. The best client brochures are designed to facilitate an interactive conversation, which focuses on the prospect/client. I designed such a brochure earlier this year for a BD client. To make this conversation as effective as possible, the brochure first needs to briefly convey the proper philosophy, strategy and tactics behind a wealth management program. Then it needs to enable the advisor to ask the key questions that will uncover the needs, experiences and psychological factors related to that prospect/client.

Too many brochures take the approach of, "please sit quietly while I drone on about how brilliant I am and how great my wealth management program is." The danger of this approach is that it works enough to give advisors who present it well a good stream of business. But, my experience has been that the brochures that facilitate a dialogue not only brings in more business for the advisors, but gives them the information they need to create and manage the optimal wealth management program for each client.

Posted by Michael S | Friday, September 06 2013 at 11:31AM ET
Yeah , the client brochure are definitely an effective tool to express about the products concerned for the company and create mass awareness but there does exist the other side of the coin i.e its detrimental effects. With a limited reach and timeworn feature it can never be a good bid for the small businesses.
Posted by KIMMY B | Thursday, October 10 2013 at 7:12AM ET
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