Are you leveraging the lead generation capabilities of the Internet?
By Mark Mersman
Are you leveraging the Internet with your lead generation and marketing program? Has the Internet been a new source of potential clients for your firm?
Baby boomers are a force on the Web. The research group eMarketer estimates that in 2009, Internet users ages 45 to 63 made up 28.8 percent of the total online population, or 57.4 million users. These users are shopping for product and service providers, as well as using the Internet as their main source for information and research.
The question becomes, are you leveraging the Internet with your lead generation and marketing program? Has the Internet been a new source of potential clients for your firm?
Your Internet marketing strategy ought to consist of two very distinct components: a comprehensive corporate website complete with search engine optimization, blogging capabilities, and professional design and secondary lead generation-focused efforts geared towards the product lines you represent.
Do you know how much a new client costs for you to acquire? Most advisors suggest a new client will cost anywhere from $800 to $1,500 to acquire. The Internet can deliver this type of opportunity for you and will always be working in the background.
Picture this: a potential client in your area searches for annuity information. Once they land on an informational site and do their homework, they request a quote. Their address is verified. Once verified, a call center calls them to screen them to make sure they are a fit for your practice. Meanwhile, you are driving into your office and you receive a call from the call center that goes something like this:
“Joe, I have Mr. Jones on the line here. He is interested in purchasing a $200,000 annuity. Would you be able to assist him with this?”
These types of calls are happening every day. If you aren’t getting these calls, the only one to blame is yourself.