Member Brainstorming
  • Visiting Offices
  • Everyone I Talk To
  • Email Campaign – Trickle Approach
  • Referrals
  • Past Clients
  • Keeping in Touch
  • Contact and Follow Up
  • Knock on Doors

Speaker – Karen Kalis – Attracting Leads

  • Sales Funnel is the way you prioritize and handle leads
  • Start off in the top of the funnel as a lead, then a prospect and then a sale/commitment
  • Free leads and paid leads
  • Join a networking group
  • Write a blog
  • Join a Facebook group
  • Speak to groups
  • Place ads and buy leads – Use a geolocator to attract leads in your area. FB has gotten really good with their ads.
  • Linkedin Leads
  • Direct Mail Campaign – Send postcards vs. a letter. Letters often will not get opened.
  • Key Ingredient – Solve the client’s problem! Well written. What makes you different? Very precise message.
  • What is your niche? How is your approach different? Reduce their stress level. Ask how they are feeling about the process?
  • Leads and Prospects need to know they have been heard, so repeat what they have said and offer the solution.
  • Connect emotionally. People do not want to be sold to.
  • Tools to attract leads:  get their contact info, follow up, have a tip sheet or some other freebie as one way to follow up, free trial to a service, offer a webinar, forward something of value to your leads.
  • Do a video series
  • Have an email database and keep in touch
  • Send a thank you message
  • Schedule one-on-one meetings
  • Ask when you can follow up again
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