Here is the script for those who would like to read it:

For this episode we will answer the following question:
How can Financial Advisors use the company’s inbound marketing content to nurture their leads?

Advisors are constantly faced with leads that are just not ready to make an investment. Whether they’ve stopped responding or they simply told you that they need more time, you need to nurture them until they are either sales ready or truly believe that it is best to let them go.

When a lead responds to an advisor saying “I am not interested at the moment” or all of a sudden do not respond to your calls or emails, typically advisors would schedule in their calendar to reach out those leads in a few weeks or even in a few months to follow-up with them.

Following up is a no-brainer, but we all know that in most cases the momentum is lost and you will need to rekindle their motivation when you do reach out to them in the future.

In order to keep that momentum going, you need to nurture your leads with inbound marketing content until the day that you reach out to them so that they have a better chance to close those deals.

I am going to share with 3 actionable steps to send several personalized emails, in this case aka lead nurturing emails, to have a fruitful conversation with those leads when it’s time to reconnect with them

Step 1. Write 4 blog articles that will help your leads move further in the sales process. Ask yourself what are the reasons they are not ready? Write down the 4 common objections and write a blog article for each one of them.

Step 2. Create a personalized email for each of those 4 blog articles. The purpose of these emails is to be helpful and not to sell. With that in mind, state your reason for sending them a blog article in each of those emails. It could be as simple as “ I wrote this blog and thought I should send it to you as it may be applicable to your situation, hope this helps.”

Step 3. Schedule the time when the 4 emails will be sent out. You can either use HubSpot CRM or Boomerang for scheduling emails to be sent at a later time. Or you can simply set reminders in your calendar to know when to send them out. Try to spread out those emails with equal gaps between the dates. For example, if you are planning to reach out in a month, you could send 1 email per week.

This 3 step process could truly make you stand out from your competitors because you shifted from selling to helping, you are being top of mind and you are building up the momentum that you started.

That is all for this episodes. If you have any questions that you would like us to answer related to marketing in the financial service world, please email us at podcast@bethinkmarketing.com