In the past, we’ve talked extensively about the importance of marketing most heavily to your warm prospect list (your “met database”). Your warm list contains the most qualified prospects that you have, and long-term follow up marketing to this list is really the valuable marketing you can do.
But what if you don’t have such an active prospect list?
All lead generation marketing is designed to answer this question. This blog, as well as most of our advanced courses, primarily focus on methods for converting cold lists into warm prospects, and then nurturing those prospects over time. This entire concept is sort of our “thing” around here.
Today, I want to introduce you to a unique strategy that we haven’t really discussed much, and give you an entire blueprint for putting it into action. This is going to be a long, but highly action oriented, article, so grab your favorite beverage and snuggle up to the computer screen for a few minutes.
The Power of an Event
People love events. It’s something inherent in the American culture, I think. We love BBQ’s, tailgate parties, birthday parties, our seasonal holidays — pretty much any reason to get together. Corporate cultures love their meetings, and the seminar industry just as big as ever, despite the economic downturn. Webinars are just as popular, and growing every day.
An event brings people together for a common reason. At an event, even if it’s full of complete strangers, there is usually something that ties everybody together. That reason might be an interest in growing their businesses, securing their financial futures, a passion for the a sports team, or their kids all play soccer together. Think about the last time you attended a seminar or industry conference, why you went, and what you got out of it. Those are the reasons people attend events.
Events are more than just an excuse to get together, however. Events are an opportunity for us to learn, grow, and achieve. Holding regular events is a powerful way to solidify your relationship with prospects. Your events can help people in numerous ways, not just via the tax and accounting services you offer.
What kind of events am I talking about? The occasional client appreciation party is a good one, yes, but more specifically I’m referring to educational events. Monthly seminars on various financial topics, from real estate and mortgages to asset protection and wealth management. … Continue reading