Are You Missing Clients Online?
Sixty-one percent of major purchases including homes, insurance or big investments start with online research, according to recent data collected by GE Capital. If you are an insurance agent, a mortgage broker, a financial adviser, a real estate agent or anyone else charged with generating your own leads, you need to start looking for them online.
The days of cold calling, door knocking and direct mail campaigns are not completely over, but these tactics are quickly being replaced as professionals realize that potential new clients are on the Internet.
A fabulous networking tool, social media channels let you find new clients as old ones sing your praises. Entice new clients to "follow" or "like" you with a giveaway, or simply let past clients follow you. Each time someone follows you, all of his friends will see that he is following you.
Unlike word-of-mouth tactics that can only reach a few people at a time, social networking can lead you to hundreds of new clients in a single swoop. Make your social networking page useful to your clients. If you're an insurance agent, offer driving tips. If you're a financial adviser, post links to interesting articles on financial topics or trends. If you're a real estate agent, Sprout Social suggests that you hone in on a niche, use as many photos as possible and use the social site to amplify the content on your blog.
Remodel Your "Contact Us" Page
As your fans leave the social media site to explore your actual web page they will try to contact you, but before they do see if your "contact us" page needs a remodel. According to the National Federation of Independent Business owners, a remodeled "contact us" page can bring you better leads.
Keep your form short and simple so that visitors actually complete it, but use it to collect relevant data like income range if you're a mortgage broker or age if you sell life insurance. Work with a web developer so that the information from your "contact us" form goes directly into a database, which makes it easy to organize and follow up on your leads.
A recent study by the American Postal Service discovered that the majority of shoppers who use location-based deal services like Groupon want to receive deals or promotions based on their location. However, the deals site that they use has a big effect on how likely they are to want offers.
Those who use Groupon and Living Social are the most interested in receiving your promo while only eight to 11 percent of those who use Yelp! or Foursquare want you to market to them. If you're a financial adviser, use one of these sites to offer a free consultation to new clients. Chances are high that you'll make a few sales along the way.
If finding your own leads proves to be too elusive, try a lead generation service like QuoteWizard auto insurance leads. Designed for auto insurance agents, this lead generation service sells its leads a maximum of four times and never gives anyone from the same carrier the same name. Find a lead generator who specializes in your industry, and look for similar standards.
About the Author
Lola is an online media consultant who blogs about trends in the industry.