March 16th, 2013
When qualifying sales leads, it can sometimes get really hard to avoid arguing with a prospect. It feels like the whole lead generation process is no longer about finding interested customers but picking a fight with someone. And given the often sensitive nature of financial-related topics, it should not be surprising. How does one acquire sales leads who look to themselves for every reason to say no?
March 2nd, 2013
Speculation can be quite common in financial services regardless of how ill-advised it may be. Your lead generation campaign however must ensure that such speculation does not go out of hand. You think that only the industries like television, technology, and gaming have to deal with prevailing misconceptions and bad predictions? A financial lead generation strategy also has to double for PR control at some point.
February 28th, 2013
Old fortunes sound like the stuff of stories but they can be a source of sales leads for real life financial services. Seeing as wealth management is under its umbrella, it is actually not surprising for advisors and other financial experts buzzing upon news of someone inheriting great wealth (even more if they are looking for some help in handling it). Regardless, certain steps must be taken before you can consider them sales leads.
February 26th, 2013
Events are a popular means of lead generation, especially among those in the B2B sector such as accounting firms. On the other hand, one of the most common mistakes in using events for lead generation is losing relevancy by not sticking close to what the event itself is actually about. This is why it is important also apply the principles of targeted marketing to selecting events in which to market your business.
February 25th, 2013
People who go against social norms both willingly and unwillingly are those who we label as deviants. Social norms are what we believe is acceptable behavior in a given context. Okay, now you may be asking yourself just what could you possibly learn from societal deviants when it comes to financial services lead generation?