A collection of ideas of how others are generating leads. If you agree that to generate referrals, we need to first develop relationship, then many of these are practical.
Source: http://www.seniormarketadvisor.com/Issues/2010/January-2011/Pages/The-50-Best-ways-to-Generate-Leads.aspx
Be approachable
1. I believe in face-to-face contact. Whether it’s going up and meeting a complete stranger and talking sports, or an older lady needing help picking something up in the grocery store, I’m everywhere. The more outgoing and approachable as a person I am, the more approachable I’ll be as an advisor. People want to do business with people they like. If they like me as a person, they’ll love me as an advisor.
George Philhower III
Pay attention
2. It’s as simple as paying attention to what people are paying attention to, and making a comment or asking a question about it. After all is said and done, people like to do business with friends.
Anthony Bolden
The power of networking
3. My best idea comes from business networking through civic/fraternal groups. By joining these types of groups, we can establish relationships by helping others. This way people can see we as advisors are not motivated only by doing for ourselves, but through selfless acts, not expecting anything in return.
James Davis Trent
4. Get out of the office and prospect weekly with other professionals that interconnect with your business.
Steven G. Johnson
5. Join a networking group and if there is not a slot available in the groups in your area for a financial advisor, start your own group. I have been a member of Business Networking International for seven years. Don’t join just to get something out of the group. The key to success in these groups is to help other people build their business and then the trust will be built on a solid foundation. Givers gain!
Brad Williams
6. Network with individuals who are already doing business with the type of prospect you would like to meet. For example, if you are working in the senior market, what businesses are already catering to seniors? Where will you find seniors congregating or spending their leisure time?
The difference in developing prospects this way is elementary. If the businesses you are targeting are already dealing with 10 seniors a day and you have 10 of those networked partners, you have 100 new prospects. Make certain you consider privacy laws and that you provide appropriate leads back to your resources. And, keep your networks happy … a simple thank you or a small gift card for lunch is always welcome.
Kevin Wedmore
7. Be visible in your community. Be of service in your community. Be visible and active in professional organizations—both of your profession and the organizations where there are potential referral sources and centers of influence.
Betty Doll
8. Set an agenda. Develop a referral mindset. Use an agenda, written down, with every client meeting.
For example, “John and Mary Smith Family Agenda”:
• About us
• The process
• About you—fact finder
• Present solution
• Implement solution
• Introductions (referrals, value)
Review the agenda at the begining and end of every interview. The “Introductions” will trigger the referral discussion. For example, “My purpose at this time is to get your answers to a few questions. Do you mind if I ask them? Good. I was hoping to get your permission to just do some ‘brainstorming’ for a few minutes about who you know that might benefit from our services, too. Could we do that for just a few minutes?”
Guy Cornette
9. Target your audience. I have found I am most effective with women. So I developed a plan to do something fun with the women in my database and encourage them to introduce me to their friends. I don’t like asking for names during an appointment; instead, I developed the idea of hosting a tea during the birthday month for my women clients. I explain that we are celebrating their birthday and ask them to bring someone who would benefit from meeting with me.
Barbara Franklin
Tags: lead gen, networking