With all of the commitments during the holidays, attending yet another party can seem overwhelming. Before you send your regrets, take a look at how to leverage these events, and the reasons holiday parties are such a great way to support your Advisor Marketing Strategy for 2011!
1. Create Connections
Holiday Parties are a great way for financial advisors to meet and connect with new people who can become clients, provide referrals and even feedback regarding your business. Commit to meeting a minimum of three new people at each party.
2. Ask Questions
The best way to find out information about a new contact is to ask questions. The more we ask the more we learn. Commit to learning as much as you can about your new acquaintances. You will love the impact it has on your advisory business and life.
3. Listen with your Eyes and Ears
By truly listening, with the intent of serving your new acquaintances, you can determine how you can best support each other!
4. Expand your Contacts
Leave your business cards at home and focus instead on getting your new contacts information. This allows you to follow up with them and to connect later for coffee or lunch.
5. Re-Connect with a Holiday Card
Now that you have their contact information, send them a holiday card. Make sure it includes a picture of your office staff or family and a personal message. No generic, no picture holiday cards from ABC advisory firm allowed!
6. Follow up with a Handwritten Note
Write a handwritten follow-up note: It was nice to meet them and you look forward to connecting after the holidays. Enjoy your holidays, Advisor Name (include your advisory firm name if your compliance department requires it). Make your goal, to send a hand written note whenever possible!
7. Follow up with a Telephone Call
Take a minute to call your new contact. Tell them how much you enjoyed meeting and that you would love to connect again after the holidays.
8. Follow up with a Text Message
Instead of calling, send them a follow up text saying you enjoyed meeting them.
9. Follow up with an Email
Instead of texting, send them an email with a short message that you enjoyed meeting them and would love to connect after the holidays.
10. Schedule a Follow-up Action
Schedule a follow up action in your contact manager to call them for coffee or lunch after the holidays.
11. Grow your Relationship
Add them to your automated relationship marketing campaign.
12. Invite them to a Feeder Workshop
Invite them to your monthly feeder workshops or, if applicable, ask them to present.
13. Conduct an Interview
When you meet a qualified person or person of influence, follow up to see if you can interview them. Consistently conducting interviews should be a part of your 2011 Advisor Marketing Strategy and is a critical high value fixed daily activity!
14. Send Birthday Wishes
Find out when their birthday is and then send them a heartfelt card and some goodies. Your telephone will ring off the hook.
15. Search for Their Successes
If the person is influential, track them through Google Alerts. When their name is mentioned in the media, send them a note of congratulations. If it is a major accomplishment, have it placed on a plaque and hand deliver the plaque to them.
16. Bring on the Cheer
Your holiday cheer, great attitude and outlook on the upcoming year can do more for your Advisor Marketing Strategy, then anything else you will say or do so make sure and bring some cheer with you!
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