Leads are the lifeblood of any financial, real estate, insurance or mortgage practice. Its no wonder that many trusted advisors are constantly on the hunt for effective lead generation tactics. One of the easiest and cheapest ways to generate customer leads is to simply empower your past clients to send you some.
The first thing that you want is to have your database of past clients readily available since these are the people that you want to target. Once you have that in order, you simply create a postcard offering some kind of prize for their participation.
Just imagine sending out a postcard that read something like this: “For VIP Clients Only” Win a free iPod just for referring your friends. You get one entry per referred friend or family member. No purchase necessary. Drawing will be held on January 20th (or whatever the deadline is). To enter, simply email me or call me with your contacts at….
Here’s the thing. I know your hesitation. Can I do this in my profession? Isn’t this a kickback?
Good question and the answer is no. This is a raffle or giveaway and people enter not by doing business with you, but by simply introducing you to some referrals who you will build relationships with over time.
With that out of the way, I can tell you that many will not participate, but the ones that do will give you a handful of referrals each. The good news is that this entire campaign will cost you under $150 and get new referrals who are warm since you can always mention the name of your past client who referred them.
So what would you prefer, $150 for 25-50 warm leads or an ad in the paper costing $500 that gets you only a handful of responses. You be the judge of that…
Comment below and let us know how this strategy can work in your business.