Sales strategies have changed dramatically over the last decade +. With the right technology in place, you can communicate with 10,000 people as easily as you can impact 10, 100, or 1,000 people.
For many advisors, the missing ingredient when they’re influencing a growing audience is the ability to measure or know who in that large group is ready for a deeper conversation.
There are two effective tools that I use that can help you measure your network and concentrate your efforts on the right prospects.
Use a CRM with great lead scoring capability. Implement a tool that measures how people are interacting with your social content, whitepapers, emails, website, and all of your marketing assets.
Redtail, Wealthbox and the other industry CRMs are not marketing platforms. They’re great for your clients, but they do not have the capability to show you who is ready to take the next steps with you.
If you are looking to put your efforts into harvesting the qualified leads in your audience, I’d love to walk you through the technology that will make this process easy for you.
Host Frequent Educational Events. Use LinkedIn events to promote your webinar.
Those 20 people that show up are there for a reason. Aside from the great material you deliver, treat your event as a measuring tool that tells you who is ready for the deeper conversation.
Timing is everything. You may have connected with someone months or years ago. They’ve seen your content. They believe you’re credible. They like you. And now, they finally have a need.
As the number of people you influence continues to grow, you need an easy way to measure the opportunity within the network. Your ability to reach out specifically to those people who are ready to receive your message and move forward with you in their “journey to client” makes a huge difference in your sales process.
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