A Strong Finish Can Win the Client Acquisition Race

You spent a lot of money to get that prospect in front of you… and then they don’t buy.  What do you do?  Throw the lead in the garbage?  Here’s a great way to get that prospect back into the conversation.  Send them a surprise, inexpensive gift just for meeting with you.  If you can work in some humor… even better!

These seem silly but they work more often than you might think!  Some ideas I’ve seen used successfully are:

  • Dental Floss with a note that reflects back to a topic you covered in their meeting. The gist of it was that we help you with the icky, putzy things you hate to do… but MUST be done—the advisor used flossing as a real life example in the meeting.  The mailing with the dental floss was a fun reminder of that point.
  • A dollar bill folded like a heart or a shirt (easy to find out how to do this on YouTube). The letter talks about “loving” to get back with them… or I’m waiting to “give you the shirt off my back”.
  • A gift certificate for a pie from a local shop. The accompanying letter used “I’d love to help you keep the government’s paws off your piece of the pie!”

Silly?  Yes.  Different?  Yes.  Trying to be “better” is futile.  Being different is easy… and as I said before, you’d be surprised by how many people you thought were “done”, will actually reach back out to you.

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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