Generating leads is the lifeblood of your wealth management business. The more qualified subscribers you have coming into your sales funnel, the more opportunities you have to convert these leads into customers. Therefore, lead generation is a top goal for every company to increase sales and, ultimately, revenue.
Yet, many financial advisory practices still struggle with capturing qualified leads. In 2018, implementing solid lead generation tactics is key to experiencing the growth you desire this year. The good news is, there are simple yet proven ways to generate better leads from your content strategy and produce favorable results.
Here are five tactics your business can begin incorporating now to improve your lead generation tomorrow.
#1 Use Exit Intent Technology
Did you know that 70% of people who visit your website are likely not to return (Source: OptinMonster)? Yet, using exit intent technology can substantially improve your lead generation, as visitors are seconds away from leaving your content.
In fact, influencers like Neil Patel have increased their opt-ins by as much as 46% by leveraging this tool.
So, how does it work? Through mouse movements and velocity, the technology detects when a reader is about to leave your website. As their cursor moves toward the exit or browser, a last-chance offer (usually your lead magnet) is presented as a final effort to capture their information or keep them on your website.
Adding this feature to your website will help boost your lead generation in 2018. Consider apps like SumoMe or OptinMonster. Each has a limited trial offer so you can experience how it works, test it on your site, and grow your email subscribers.
#2 Create Targeted Landing Pages
Landing pages play a huge role in your inbound marketing strategy. Their primary goal is to obtain your visitor's contact details to stay connected to your brand. You want to have as many working for you to cater to different content offers, audiences, and campaigns.
Therefore, each landing page should be specific and targeted. It's important that it speaks directly to the audience it's intended for and gives a compelling offer that aligns with their interest. Finally, your landing page should have a strong call-to-action that gives clear direction on what to do next.
Use tools such as LeadPages that will help you create unlimited, winning pages that appeal to your market and content goals.
Here are three top converting landing pages that Truelytics published in 2017:
- Webinar: How to Build a $1 Billion Business: Ron Carson's Recipe for Growth.
- Opt-In: Truelytics Email Newsletter
- eBook: The Six Marketing Metrics That Your Practice Should Care About
#3 Facebook Live Webinars
People are spending more time watching Facebook Live videos than ones that were previously recorded. Live videos have become a big success on social media...and brands are taking full advantage. There are so many ways marketers can use this tool to intimately connect with their followers and increase brand awareness.
What's even better is that you can convert your Facebook Live video into a webinar presentation using the Zoom application. This gives you the perfect opportunity to build your list by having people register prior to the event. They can attend your webinar right on the Facebook platform.
Another big advantage of hosting webinars is you can repurpose this content to use as a lead magnet or to nurture your existing subscribers with. You'll bolster thought-leadership, deliver quality-rich content to your audience, and enhance your overall inbound marketing strategy.
It's a win-win!
#4 Include Inline Download Forms
Another way to generate leads from your content is by including inline download forms within your blog post. By sharing a specific content offer that already supports the topic your visitor is reading at the moment, you'll significantly improve the likelihood of that reader opting into your list.
Also known as a "content upgrade offer", your website visitor is bound to come across it, whether they're scanning or are highly engage with your content. This offer provides more detail on the subject matter or helps them apply the information.
Ranging from an eBook, checklist, video series, or an audio, because the reader has already expressed interest in the topic, you're just providing more information they can use to better understand and implement your content.
Need inspiration? Brian Dean at Backlinko is an expert at adding content upgrade offers to his blog posts. Visit his website and you're sure to be met with an inline download form you can't miss!
#5 Design a Template Your Audience Can Use
Templates are wonderful assets to your lead generation strategy. They help your audience simplify an everyday process that otherwise would be a pain to do manually or the traditional way. Regardless of your industry, there's a problem you can assist your ideal customer with through a template.
Creating these templates not only offers a solution, it bolsters the relationship-building process with prospective customers. Every time they use this template, they're reminded of your brand, keeping you top of mind. Its usefulness can convert these leads into buying customers because they already know (and have experienced) the value you bring.
So, consider designing a calculator, calendar, schedule, or worksheet that will make your market's everyday tasks easier.
Vertex42's Financial Planner's Template Pack may be a place you can start to get some ideas. It includes:
- Debt Reduction Calculator
- Loan Amortization Schedule & Home Mortgage Calculator
- Retirement Calculator
- Personal Financial Statement
- Break-Even Analysis
- Monte Carlo Simulation Template
Building your leads list is a key component of your inbound marketing strategy. The better you are at generating qualified leads, the more chances you create to drive greater sales this year.
Use these tactics to your advantage. Commit to incorporating each one to experience better results in your lead generation in 2018.