It’s all in the follow up! The reality of seminar marketing and marketing in general is that not all prospects will set appointments from just your initial marketing efforts alone. You need to nurture those prospects and find innovative ways to get their attention when everyone else is after it as well. How you follow up with the ones who got away will determine your success, here’s three suggestions.
1: Make an office visit.
If you know of questions or any concerns holding them back, visit them at their office with a resolution and answers to their questions. Think of it as you setting an appointment to see them! Hardly anyone makes personal appearances anymore, so show your face and show off your knowledge. They’ll be compelled to visit your office in return to continue the discussion.
2: Take them out to lunch.
Some agents offer one-on-one dinners to get to know the potential client. But contacting those high net worth leads and inviting them to lunch is a great alternative for new prospects. Try your best to research them, find out their issues and have the right information on hand to casually present to them over lunch. Afterward, invite them over to your office to continue the talk. Congrats, you’ve just made an appointment!
Similar to that, send holiday and birthday emails and cards, that little personal touch will do wonders in comparison to promotional mail.
3: Start a referral network.
Invite professionals from other areas of expertise to your seminars. Networking with other professionals will help build your credibility and expand your client base. Ask them to share some of their knowledge with you and encourage them to get to know your skills as well.
Offer to have a meeting to discuss referral opportunities with each other. Once you’ve established that, start referring your clients to those professionals you’ve built a trusting network with.