Building a steady stream of qualified leads to grow your business can be challenging in today’s market. Maybe you don’t have the time, or you lack the experience in digital marketing to build out your marketing mix, or you don’t have a large marketing budget. Whatever the reason, check out some of the potential lead source options below. You can choose which ones you want to use for your own unique business needs. Some are simple and more affordable, others are more involved.
A basic component of lead generation starts with your target market. Most brokers live by the 80/20 rule; meaning, 20 percent of your clients are giving you 80 percent of your business. Based on the profile of your 20 percent, begin to create a profile of other companies in the area that are most similar to your sweet spot.
1. Direct Mail Marketing
Some argue direct mail died when the internet began to take over the world. There is still a place for an old-school method of marketing in a modern era. Using well-crafted and thought out marketing pieces can stand out in front of a crowd. Make sure to hone in on your value proposition as well as your list – both need to be working together in harmony – otherwise, your results will suffer. For more information on the Do’s and Don’ts of direct mail marketing, check out our article here.
2. Create a Referral Rewards Program
If you do not offer a Referral Rewards program, you could be missing out on a lot of potential new business. If you are offering a Rewards program and it isn’t bringing in what you hoped for, it’s time to make some changes. Think of a referral rewards program as social currency. There is nothing wrong with providing your clients with excellent service, and in return, asking them to pass along your information to their friends, family and colleagues. Let your current clients know what’s in it for them; you can offer a tiered program for each referral or provide a gift certificate with a handwritten letter for each time your client passed along your information.
3. Increasing Your Online Presence
Most customers view a company’s online presence as a test of credibility in today’s market. Your online presence equates to your brand awareness. Let’s start with your website. Creating and maintaining your website is one of the most important marketing tools for any business. Keeping your website authentic to you and your company. In order to increase outreach, pair your website with your social media platforms such as Facebook, LinkedIn, and Twitter. Be sure to maintain consistency across all channels.
4. Purchase Leads
Finding quality leads can always be a challenge in today’s market. It’s hard to figure out where to start and which sources to trust. It is always best to partner with a reputable company who specializes in lead generation. You should look for a company who is ahead of the curve in technology, offers the fields you are looking to target and can route fresh and quality leads directly to you.
By implementing any of the above methods to generate leads, you will start to see your marketing efforts pay off. Interested in Direct Mail? Check out some templates.