There are a lot of things that financial service companies need to take into account when it comes to generating leads. There are several factors that can make it difficult to generate leads and close deals, including figuring out the right target market and understanding the complex sales process.
We know that generating leads can be a difficult and time-consuming task, which is why we’ve put together this guide. It provides an overview of effective lead generation strategies specifically for financial services companies. If you want to generate leads and grow your business, this article will give you the advice you need to develop a comprehensive plan.
Lead Generation in Financial Services
Generating leads in the financial industry involves finding and connecting with potential customers who might be interested in what you have to offer. There are many ways to promote your business, such as online advertising, cold calling, or attending trade shows and events.
The purpose of lead generation is to create interest from potential customers, and to generate qualified leads that will turn into customers down the road.
Lead generation strategies for your financial services
1. Have Digital Real Estate
This is what we refer to as your website. It is an asset that you own and control. Your website should be designed to capture leads.
Your website should be designed to attract your ideal clientele. Your website’s language, images, and overall tone should be appropriate for your target market.
Your website should also be designed for lead capture. Make sure you have forms or other ways for visitors to sign up for your email list or schedule a consultation. If you need help coming up with ideas for your website, or if you need help redesigning your current website, I can help. I have experience with both small businesses and large corporations, and I can help you create a website that meets your needs.
2. Share your Knowledge for Free
If you want to develop trust, a good way to start is by creating blog posts that address people’s pain points.
When creating blog content, think about how the content can help your target client. If you want your ideal clients to come to you for personal finance help, posts like “The 5 Biggest Mistakes People Make When Investing” can help guide them to work with you.
If you want to attract business clients, it would be more helpful to post something like “5 Ways to Improve Your Business Cash Flow.” You can build trust with your target clients by creating content that is helpful to them.
3. Develop ways for Potential Clients to Find you
It can be expensive and time-consuming to focus constantly on outbound strategies. By creating a strong inbound marketing strategy, you can bring in leads without having to proactively seek them out all the time.
Our top suggestions include:
SEO
SEO is great for finding and providing answers to questions people are actively searching for. The implication is that they are already interested in what you have to say. They just need to be able to find you.
When you improve your website for SEO, you make it more likely that people who are looking for what you offer will find your site.
Local SEO
SEO that is specific to a location is effective in reaching people in that area who are looking for the products or services that you offer. If you know what you are doing, it is often considered low-hanging fruit.
If you’re a financial business looking for an effective way to generate leads, consider local SEO. It can be a great complement to organic SEO efforts.
Public relations
This is about being present in the places where your ideal clients are. If you want to target small businesses, having a column in a business publication can be a good way to reach them.
Other than your ideal clients, you can also get involved in trade associations or other groups. Getting in front of your competition and establishing yourself as an expert will help you succeed.
4. Level Up your Value Content
You see pop-ups for eBooks and other potential giveaways all the time. This is considered gated content. Instead, start by giving some away completely ungated. If you want people to take notice of what you’re offering, make sure it provides a lot of value and seems like something people would be willing to pay for.
After they sign up, give them the rest of what you have to offer. The goal of this text is to be unique and to get as many people as possible to understand who you are and what you are capable of. This works well in conjunction with SEO.
5. Strengthen your Referral Network
One effective way to market your business is to develop relationships with other professionals whose clients might need your services. This refers to people who could be accountants, lawyers, or even just business owners in general.
You can also offer referral bonuses or other incentives to your current clients for referring people to your advisory business. This is a great way to get new clients without spending a lot of money on advertising. Be sure that there is a big enough benefit for both you and the people you network with before you commit to anything.
6. Leverage your Current Clients
We all know client referrals are the best kind. Wouldn’t it be great if your current clients could help you generate new business?
To show that your business is reputable, post content that highlights satisfied customers. This could be in the form of case studies, testimonials, online reviews, or even just social media posts from happy clients. This demonstrates to potential new clients that you have been successful in helping others who are similar to them and that you can do the same for them.
7. Host an Event
acts as a great lead generator. If you host an event, you will be seen as an expert in your field and will be able to build trust with potential new clients.
Being involved in events is also a great way to network with other professionals that could possibly give you referrals. Make sure your target audience is present at the events you host.
8. Get Social and Build Relationships
Sometimes it can be difficult to decide what to post on social media. Many people forget that there is a potential downside to posting random content online that doesn’t result in getting new leads.
The way to increase your followers and likes is to interact with other people’s content and create genuine relationships. You can expand your professional network by interacting with others in your field. This can be done by commenting on blog posts, sharing articles, or connecting with others.
When you act like a thought leader, you show that you care about helping other people. People will be more likely to want to do business with you if you do this.
Think of it this way. Make sure to have a strong connection with your prospective client so that if they visit your city, they would want to meet with you. Vice versa, if you visit their city, you should also want to meet with them.
9. Be Known for Something
To be memorable to potential clients, you need to be known for something. He wants to be known for something more than just being a financial advisor.
You could be known as someone who helps people retire early or someone who helps business owners sell their businesses for a high price. You could be known as the one who helps families plan for college or the one who helps people improve their financial situation.
Being known as the problem solver for a specific audience is important.
10. Pay-Per-Click (PPC) Campaigns
PPC is a quick way to start making money from paid campaigns by targeting potential customers.
Most networks such as Google, LinkedIn, Facebook, Instagram, and Twitter allow you to run paid campaigns towards specific pages on your website such as the homepage or landing pages.
Pay-per-click advertising allows you to target specific demographics and customers that are most likely to be interested in your product or service. You can create landing pages that are designed to appeal to these customers and encourage them to convert.
Paid campaigns require an investment of money. If you want to generate customers quickly, you should invest in lead generation.
11. Remarketing
After you begin attracting visitors to your website, you may notice that a significant portion of them are not taking the desired actions. This is a common trend in the industry. For many businesses, the average conversion rate is about 2%.
Service-based businesses may see lower percentages because services tend to be more expensive and more time-consuming. Remarketing comes in to help because it is not like paying five dollars for a digital product.
The pixels installed on your website through social networks create cookies on visitors’ browsers. These cookies allow you to run paid remarketing campaigns so that customers who have already visited your website see your campaigns on their social networks.
This could turn some of your customers who are already familiar with your brand into paying customers.
12. Collaborations
You should collaborate with other organizations that share your target audience in order to create more innovative initiatives. You can generate referrals by pursuing some of these leads.
You and your friends can work on shared events and create a lot of different things together. When you work with the right people, it is easier to amplify your efforts, even if you are working on the same campaigns.
13. Sponsorships
As a sponsor, you can choose to play different roles. If you want to attract your ideal customer, you need to put in some effort and find out where they hang out or what products they use.
There are many ways you can help promote and get exposure for your business. Examples include creating a podcast, starting a newsletter, or finding out where your customers hang out online and interacting with them there. This is something to consider because if you know where your potential customers are, it may be a good investment.
Find a business in a different industry to yours but not a competitor and sponsor it as much as possible. You can be a featured speaker or be interviewed on a podcast. Get any chance to present to your audience.
14. Organizing Events
We mentioned how you can organize virtual events to generate leads earlier. Now, it is also easier to organize events in many ways.
You can create webinars, small conferences, or office-based events. This is a great way to find other sponsors or partners who can help promote your business and bring recognition to your brand.
You can increase conversions by hosting an event where you offer free consulting or help solving attendees’ most painful problems. This will work best if your target audience is present.
15. Looking Into Marketplaces
The type of solutions you offer determines which marketplaces are most appropriate for you. Most marketplaces are positioned towards products.
However, there are some marketplaces that are service-based. There are also some people who can show you how to turn your service into a product, or how to package it in a way that you can sell it.
Marketplaces typically do their own marketing to drive awareness and traffic. You can observe your customers by hanging out where they do.
Another option is to partner with a marketplace vendor and agree to promote their services in exchange for a commission.
16. Outsourcing Networks
If your services are more expensive or have more overhead, filling in a quote may not be a bad idea if you have extra people available.
Adjusting your profile on social networking sites may help you connect with peers or customers.
This is often the last resort, but it can be surprisingly effective to look for prospects in networks.
17. Asking Referrals
You have clients that you have worked with in the past and those you work with currently unless you are just starting your business. If you are looking for new customers, referrals are a good option.
I frequently help my clients with this problem. Calls happen regularly, or when extra availability or new hires allow. You can’t be sure who needs help unless you ask people.
Nine times out of ten, it won’t work, but there are occasions when it does. The main thing to remember is that, if you keep this idea in the back of your mind, you may have an opportunity to put it into action later on. The best way to get referrals is by not being intrusive or annoying.
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