Simple steps to deliver you more customers

The ideal broker ‘new business plan’ usually conjures up a vision of a steadily flowing pipeline of new business leads, to be nurtured and converted into new clients - but where will they come from and how do you go about converting them?

Here’s five steps that could help with this:
 

Step 1 - Begin by deciding who your priority target audiences are.

• Start with your warmest leads, who are likely to be previous clients and prospects who’ve expressed an interest in you.

Step 2 - Get all ‘your ducks in a row’.

• Do some initial research to make sure you’re talking to the right person who has the decision-making authority. This can save you both time and money.

Step 3 - Pull out all the most useful, most relevant insight you have on each target prospect.

• A small bit of research can go a long way – check out the prospect’s website and social channels before you make contact. Get an insight into their business and what makes them tick.

Step 4. - Complete every stage of your prospect contact conversion plan.

• Persistence can be key to converting prospects. By having a formal contact plan in place which maps out the methods of contact, such as LinkedIn and then a follow-up telephone call, and what you plan to discuss at each stage, could put you one step ahead of your competition in winning the business.

Step 5 - Follow up each contact by updating your in-house customer and prospect database.

• How you organise your client data and plan to approach your conversations can have a huge impact. Having key details about each prospect at your fingertips can make all the difference between keeping or losing a client.

If you need an example of what this could look like and for further guidance on this topic, check out the working example we give in our Prospecting and pipeline management made easy guide on Broker Mentor.

And finally, don’t forget to respect the customer’s process. Most businesses will need multiple stakeholders to agree on a purchasing decision. The likelihood is that you’ll only have direct access to one or two, so allow time for all involved to do their due diligence.

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