Trade-Offs in In-House Financial Services Lead Generation

In business you have to spend money to make money. If you want to take your company to new heights then you are going to have to put an investment behind it – better marketing and a better financial services lead generation campaign. As such, you may have already put a budget behind the creation of your own in-house department to help you do better in marketing your company and in generating more financial sales leads.

The thing with having your own in-house staff and campaigns, however, is that you inevitable trade-off something in the process of doing so. After all, you made an investment. No one ever said that there would only ever be positive results when you parted with your money and decided to hire your own staff and department for lead generation.

Enter 2013 – Looking Back on Your Lead Generation Campaign

The year 2012 is coming to a close quite quickly. Putting aside all the end of the world mumbo-jumbo, we think it’s a good time to take a look back and prep our company in entering the next business year. Where should you first start looking at? Well, what better place to start than with your lead generation campaign!

So as we file our annual reports and take a look at all the progress we’ve made throughout the whole year, can we say that our financial lead generation plans went down the way we wanted them to? Did we actually make good on our investment into our various marketing tactics and get positive returns? If we did, then it’s time to jump joy and have some well-deserved break time during the coming holidays but still dedicate enough time to evaluate. If the opposite happened, then let us take some time to reflect on what we need to do in the coming year (of course, after a little merriment).

Lead Generation – The Three Ghosts Of Christmas Accounting

Lead generation is all about getting information and doing background checks. And when it comes to background checks, you could take a surprising lesson from the three Ghosts who visited Mr. Scrooge in Dickens’ Christmas Carol. Like them, your lead generation process should evaluate businesses in terms of past, present, and future.

Use Lead Generation To Help Prospects Reflect

Essentially, the reason why these three spirits visited Scrooge was to help him reflect. Likewise, your lead generation campaign should be the same. In the same order, your campaign must have a Ghost of Christmas Past, Present, and Yet To Come capable of bringing out their respective memories, events and predictions about every prospect’s accounting behavior.

• The Ghost of Christmas Past – This is the Ghost that brings to mind how your prospect did their accounting before. Initially, this is how you start qualifying your accounting leads. Your lead generation campaign must always look to past behavior in order shine a light on the prospect’s current situation. For example, perhaps some businesses usually do not report on a particular cost because they never thought much about it.

• The Ghost of Christmas Present – When Scrooge travels with this jolly Ghost, he is taken to the places of people he currently knows. And as such, your lead generation process should not just be satisfied with the decision maker. They should consider those who will be affected by their present accounting activities. Another example, a manager might think they have all reductions covered but disgruntled employees think otherwise.

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• The Ghost of Christmas Yet To Come – This particularly scary Ghost shows Scrooge what is to happen if he did not change his ways. Similarly, your lead generation campaign should be just as honest when it comes to telling what awaits your prospect should they remain as they are. One should not underestimate the effects of even the slightest inconsistency in either accounting or lead generation.

At this point, you should also remember the main point of all this reflection. Much like Scrooge, the prospects screened by your accounting lead generation process have something that might need changing. You could have prospects engaged in flawed practices. Your lead generation services might also encounter businesses who are doing something completely illegal!

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This same lead generation campaign is not just for your sake but for the sake of such businesses. The consequences of persisting with such errors and malpractices range from loss of money to scandal, even business termination! Remember Marley? Remember the chains he wore, bound with ledgers and cash boxes? These things serve as a grim, symbolic reminder even to good, respectable accountants. Your lead generation services could be the one thing stopping more money-managers from meeting the same fate.

Luckily, it is not always too late which is why your marketing campaign can use its lead generation tools screen these accounting sales leads and help them change!

Lead Generation Strategies For Targeting Companies In The Midst Of Conflict

Normally, your instincts incline you to keep your lead generation services from engaging companies in the middle of some sort of conflict. Unfortunately, there will be times when such companies stand as your only chance of meeting goals. You might also encounter these companies purely by accident. Finally, there is also the possibility that conflict will arise even in companies you have qualified.

Lead Generation Tips – Evaluate Your Own Advice

Giving advice will always be a solid tactic in lead generation because it accomplishes two things: First, you are being informative and helpful. Second, it shows how much of your financial expertise can already attract from your target market.