Filed Under:Your Practice, Sales Marketing

50 Best Ways to Generate Leads

From talking to advisors, I often hear that "lead generation" is a talent they have, but one in which they could continue to develop. Well, worry no more. Through submissions by our readers and industry leaders, the SMA staff has compiled 50 lead generation tips that can help your practice take off in 2010. Good luck in mining this gold.

1. Strike up a conversation with a stranger. The old fashion way doesn't get much respect or credit, even though it still works in this high tech world, but it's as simple as paying attention to what they are paying attention to, and making a comment or asking a question about it. After all is said and done, people like to do business with friends.
-Anthony Bolden, Bolden & Associates, LLC

11. Target your audience. I have found I am most effective with women. So I developed a plan to do something fun with the women in my database and encourage them to introduce me to their friends. I don't like asking for names during an appointment; instead, I developed the idea of hosting a tea during the birthday month for my women clients. I explain that we are celebrating their birthday and ask them to bring someone who would benefit from meeting with me.
-Barbara Franklin, networking expert

12. Don't use mailing labels. Every letter, fax and e-mail should be personally addressed and never contain "Dear Client."
-Bill Good, author of "Hot Prospects"

21. Avoid self-promotion. Make your Web site informational, useful to the lives of clients and prospects, and they'll seek you out when it's time to do some planning.
-Mark Willaman, president of

22. Quid pro quo. Entice prospects to leave their contact information in exchange for the information you are providing and your Web site will drive leads.
-Mark Willaman, president of

31. Maintain an online presence. Become familiar with social media outlets like Facebook, LinkedIn and Twitter. Learn how they work,and they'll work for you.
-Adrian Miller, Adrian Miller Sales Training

32. Stop cold calling. It's a total waste of time. Your time. The prospect's time. Research shows it takes 9-12 touches to reach a prospect with a cold call campaign, and you get voicemail 80 percent of the time. In addition, you convert less than 10 percent into clients. Why bother?
-Joanne S. Black, author of "No More Cold Calling"

41. Stay focused. Don't try to cram more than one message in your mailing. By adding more than one offer, you're forcing your reader to split their attention.
-Larry Chase, president of Chase Online Marketing Strategies

42. Use images wisely. Some e-mail clients hide images by default. If you have important information in your images, it's a good idea to repeat it in text somewhere else in the e-mail.
-Larry Chase, president of Chase Online Marketing Strategies

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Nichole Morford

Nichole Morford
Managing Editor

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