Ready for some tips for financial services lead development that a rainmaker in financial services will find helpful?
We will discuss New Media lead generation tools which cover the social web, search engine optimization, blogging and more. I find it unnecessary to cover historical ways of lead generation. In addition, the article touches on sales software that assist in acquire sales leads and make a priority of following up with sales leads.
It is obvious that the web is a highly competitive marketplace and the more specific you become in your targeting the stronger your company will usually perform in the financial services market.
Why is the Internet so challenging? Not only do your web designers have the financial services companies planning to beat your company, but there are also affiliate sales people, lead generation specialists that get paid per action, web authors that get paid by advertising revenue, bloggers posting about financial services and others posting lots of stuff that cover the topic.
The 1st tip is what will enable you to compete for targeted financial services sales leads in your area. Write your website to focus locally. It is well known that the union of a service and a city name is an effective strategy because a person that is finding you is probably a shopper that is looking for local pricingand a person that is close to making a buy decision. Your website is doing the searcher a favor because they are Googling for the product locally.
Lots of sales people do not want to limit their sales area. But if you truely want to get new leads you should be more targeted regionally and enjoy local visibility that despite less broad traffic you will be found by actively looking in your market and real prospects more likely to buy most of the time.
Something else is writing a marketing plan with a real strategy around online publishing. I have not said social media. There are numerous types of publishing that are both social and non-social. For example, sending out a press release and posting a news room in your website. This is not a two way social interaction but will help you generate more search engine results. Blogging can be effective with comments not visible when a business does not want them and would be a strategy to improve SEO and traffic, yet the social aspect is turned off.
Do not overdo the social side. With social media, you must be leveraging LinkedIn, Facebook and Twitter. Do not just use these things to use them. They all have groups as part of the system and they can be used to get involved with online groups and get to network with prospects that are could be in need of your services. Use this to go from a shot gun approach to a highly focused financial services lead generation strategy that will save you time.
Here is an important one. Email is still a great tool. Marketing with email should be superbly effective at building relationships and very affordable. We subscribe to aWeber to put the process on autopilot with leads and offer good value to visitors to our sites, blogs and social accounts that decide to subscribe to the free information or free autoresponder course.
You should take time to understand what is meaningful to your potential new customer. For example, forget about selling, talk about the benefit to the person. Does it cut risk? Or does it help them be healthier?
After the financial services lead grasps exactly how your offering will help them, they become an interested, high value lead ready to buy instead of a cold call.
Lastly, you must look at a customer management software. If you are in a big company in the financial services industry and they should give you access to sales software. However, if that is not the case you should get a free crm to manage your leads and revisit them periodically. You would be shocked to find out how too many wonderful opportunities get lost simply because of poor followup.