How to turn new leads into your next clients by showing them some love.
By now, you have probably heard us go on and on about nurturing your new leads and the importance of good communication. We have given statistics and testimonials proving this point, BUT — it is important that you nurture these leads with love, not a sales pitch. Try these four tips the next time you nurture a lead to show them some love and maximize your results.
Know their WHY.
The biggest tip that we can give when it comes to nurturing leads is to know your lead’s struggles and use content that pertains to that struggle. Nothing shows love less than a financial advisor filling up a lead’s inbox with irrelevant content. Get to know your leads. Learn WHY they are looking for a financial advisor. Know their family. Know their interests, and then send them content pertaining to those topics.
Remember important details.
Many leads may not remember what you have said, but they will remember how you made them feel. If you have an opportunity to show some love by remembering that their child is in a soccer tournament this weekend or that they have a big anniversary coming up, use it! Send a quick email or, better yet, write a hand-written letter. Show them that ALL the details matter — not just the details of their portfolio but the details of their lives.
Host an event.
Show your new leads some love by inviting them to an event. This doesn’t have to be an extravagant gala, just a little get-together to get to know your new friends. Our favorite events are educational seminars, but you could also rent a food truck and hire a balloon artist right at your office. This will allow your new leads to see where you work, have a little fun, and get to know you a little better.
Give them an “extra.”
Who doesn’t love something free? It doesn’t even matter what the “extra” is; if it is free, your leads will love it. This “extra” could be a pen from your collection. Maybe a free risk assessment. You could create a retirement planning guide, place it in a nice folder, and give it to them. Just offering this gesture will make your leads feel the love.
Financial advisor and Co-Founder of White Glove, Dean Thurman, discusses these tips and more in his NAIFA article “7Growth Hacks to Grow Your Practice in Two Years.” These are just a few ways to make your leads feel loved but if you would like more information about how White Glove can nurture leads FOR YOU, reach out to an Executive Marketing Consultant by phone (844) 949-9497 or visit our website.