Capture leads' areas of interest at source

25 July 2011

How valuable are your leads? Have you any idea what those names you have purchased are potentially worth?

Do you know what the leads are interested in, or have they just expressed a vague interest in some sort of financial services product?

Capturing the potential opportunity or interest area of each lead at source allows you to identify quickly those clients you can help now and those in the future.

In addition, if you’re able to estimate the probability of that business developing for each lead, you start to build a picture of future revenue for your business. Maintaining contact with potential clients is paramount. If you can contact your leads with material that is relevant to them, about areas you know they are interested in, it gives the impression you have done your research and you are interested in them as individuals.

Making sure you have a system where you or your introducers can add leads and their interest areas is key to getting the relationship off on the right foot.

The opportunity with a client may not be immediate but you will start to build a relationship based on fact.

Moreover, if you discover product areas that you may not advise on, you may want to consider forming relationships with other professionals that will be beneficial to all.

With the right system support you can see what business should be coming your way and make the appropriate plans.

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