True story.
In my stint as a co-founder and Chief Marketing Officer of an Insurance Marketing organization, I taught financial advisors how to use email to convert leads into appointments.
One skeptical advisor took a campaign I wrote and emailed to a leads list up to three years old. To see his response, he wanted to test it on an old leads list.
To his shock and delight, 27 “dead” leads scheduled appointments with him.
He told us, “I am happily overwhelmed.”
Granted, this dude was a “player” and invested significant money to build his list over the years. But, he didn’t follow up with the leads long enough and didn’t have a comprehensive campaign for converting leads into appointments.
If you have leads, no matter how long it has been since you contacted them, email them and make them an excellent offer.
One of three things will happen.
- Some pissy folks will tell you to remove them from your list. (Good riddance!)
- Some will ignore you and maybe unsubscribe.
- Some will schedule appointments and become clients.
All we care about are the folks in category three.
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Kick butt, make mucho DEENero!
Dave “Turn Old Leads Into Clients” Dee