Survey Your Target Market
Do you understand your ideal prospective clients’ greatest financial concerns? Knowing this information will help you target your messaging and campaigns to address the most critical pain points. To gather this information, survey people who are similar to your ideal client profile and ask them to describe their single greatest financial concern in their own words. You may be surprised by what you find out, or the data may reinforce your gut instinct.
P.S. Don’t survey existing clients for this purpose—hire a marketing research firm or use an online service such as aytm.com to survey your target market.