You might not hear too many advisors complain about having too many prospects. But, if you don’t know how to tailor your advice to them, you can’t increase your value, and your team is frazzled trying to keep up with your many prospects, you need to start thinking less about prospect quantity and more about prospect quality. In this post, we look at how to increase prospect quality over quantity.
Establish a well-defined target audience.
Take a good look at what your member base looks like. Next, dig into your ad platform’s audience — are these people similar? If not, refine them. Once your audience is refined, it becomes much easier to determine what content will work best to increase engagement, drive traffic and generate prospects.
Produce quality content.
It’s important to stay up-to-date with what’s popular in digital advertising. Statistics show if your content isn’t captivating a reader’s attention in two seconds, you’ve lost them.
Understand where your prospects are coming from.
Analyze where your best prospects are coming from to determine where your marketing team should direct their focus. If you keep putting effort into mediums that don’t produce high-quality leads, you’ll continue to see low rates of conversion.
Nurture your prospects.
Not every prospect will be a quick sale. By coming up with a sequence to nurture these leads over an extended period of time and providing them with relevant, timely messages, you’re more likely to convert them than if you cease communication after one or two attempts with the assumption they won’t later convert into a member.
Generating leads is a complex and unpredictable process. However, by putting an emphasis on emitting high-quality prospects, your efforts are likely to be rewarded with a large percentage of conversions.
I hope that you have found this post on how to increase prospect quality over quantity useful.
If you’re a financial advisor looking for help, please feel free to get in touch here. Myself and my team are more than happy to help.
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