| Free Consultations are powerful lead generating | | | | prospect as soon as a prospect submits your |
| tools for financial services advisors. These brief | | | | free consultation online form or calls your office. |
| meetings introduce prospects to your company | | | | This email should come within 1 business day of |
| and builds rapport between you and the future | | | | receiving the request. |
| client. | | | | In this email (or phone contact), reiterate the |
| The problem is that it's becoming harder to get | | | | benefits the prospect will receive. Your goal is to |
| warm leads to commit to consultations. In my | | | | get your future client to imagine how it would feel |
| experience, the problem can be tracked to poor | | | | to do business with you. You want them to come |
| pre-consultation communication. Here are some | | | | to the consultation having already made the |
| proven strategies to strengthen your free | | | | decision to do business with you. Prompt and |
| consultation marketing: | | | | detailed follow-up is key. |
| Pre-Sell The Meeting | | | | Stay Top of Mind With Every Contact |
| Online sign-ups for free consultations are often | | | | Resolve to stay in contact with your prospect |
| treated as "throw-away" opportunities. Usually, the | | | | even if the consultation doesn't end in a sale. Place |
| professional will just put a button or form that | | | | your leads contact information in your email |
| asks for name and contact information and leave | | | | database and send them monthly emails about |
| it at that. This is the wrong approach. | | | | your services and other helpful information. |
| You should "sell" this free consultation as if it were | | | | A recent study on sales success shows that |
| your main product. Sit down and write out 2-3 | | | | most people buy a product after 5 inquiries. Most |
| benefits that you will deliver during the | | | | salespeople give up after 2 inquiries. Use your |
| consultation. Focus on how you will help your | | | | email follow-up to stay top of mind until your |
| prospect make money, save money, or save | | | | prospect is ready to move forward. |
| time. Tell them exactly how you will contact them | | | | Make the pre-consultation communication as rich |
| and what they will feel after the consultation. | | | | and benefit-focused as the actual meeting and |
| Once you've breathed life into your benefits, you | | | | you will see success. Remember that sales is a |
| will find more visitors submitting requests for your | | | | game of numbers and persistence. Take the time |
| consultation. | | | | to make sure that your complete consultation |
| Follow-up Immediately | | | | process is wired for success. |
| Send a friendly confirmation email to your | | | | |