ndees and non-attendees. (See number 5.)

5 - Use a Multi-Step Follow-up Sequence

Most advisors are concerned about following up too often with webinar registrants because they don't want to bother them. Big mistake! Those marketers getting as high as 20 percent conversions to sales will have a multi-step, follow-up plan including emails, calls, and direct mail that can be mostly automated.

6 - Consider Direct Mail to Increase Registrants, Sales Conversions

For example, test a mailing of post cards to your prospect list, or likely suspect lists, to generate registrants you might not be able to attract through online advertising. Use longer-format direct mail

Many financial advisor marketers have counted on free dinner seminars to build their client lists over the past few decades. Unfortunately, these events have become overused and too often fail to attract real prospects. In addition, pre-retirees, who many times are two-income couples, may be too busy to attend a dinner seminar.

Where can financial advisor marketers turn for events to generate cost-effective and quality leads?

Webinars, one-to-many interactive seminars on th web, can be a powerful and inexpensive financial advisor marketing solution to generate quality sales leads and quickly convert prospects to clients. They are a staple of the marketing diet outside of financial services and are now more frequently found in the financial marketing mix.

Webinars are especially rewarding because they can call on successful online marketing strategies like e-mail and websites. A second advantage is that webinars don’t require travel or a big commitment of time by attendees.

7 Tips To Help Financial Advisor Marketers Gain More Clients From Each And Every Online Event

1 - Invite a Bigger Crowd by Going Outside Your Own List

While the topic, quality of list, and marketing copy used in the invitation can increase response by up to 500 percent, hitting 5,000 names will usually increase your webinar results a lot faster than just plodding along and mailing to a small, in-house list of 500 names. Rent lists, partner, co-sponsor, and advertise to reach a wider audience because the event will take essentially the same time (your most precious resource) to produce no matter whether 5 or 500 prospects attend.

2 - Add “Early-in-the-Buying-Process” or Educational Events to the Mix

These top-of-the-funnel marketing events are many times focused on a big pain point or topic of great interest to your target market, and they talk very little about a specific product or solution. When you see events with hundreds – or even over 1,000 registrants – these events are usually Early/Educational ones.

3 - Do Some Selling Events

Events to decision making units where you 'ask for the order' at the end are usually the highest ROI events. Yet, too few speakers do them. Consider adding a sales pitch event to your marketing mix and be sure to include case studies, where you can.

4 - Market to Registrants

Just because people sign up doesn't mean they will attend. By calling on a conversion sequence, you may be able to get an excellent 60 percent of registrants, or more, to attend your event. Your sequence could be as simple as two emails and an automatic voice broadcast call to those who registered. Also, consider a separate automated follow-up sequence for attendees and non-attendees. (See number 5.)

5 - Use a Multi-Step Follow-up Sequence

Most advisors are concerned about following up too often with webinar registrants because they don't want to bother them. Big mistake! Those marketers getting as high as 20 percent conversions to sales will have a multi-step, follow-up plan including emails, calls, and direct mail that can be mostly automated.

6 - Consider Direct Mail to Increase Registrants, Sales Conversions

For example, test a mailing of post cards to your prospect list, or likely suspect lists, to generate registrants you might not be able to attract through online advertising. Use longer-format direct mail

of financial services and are now more frequently found in the financial marketing mix.

Webinars are especially rewarding because they can call on successful online marketing strategies like e-mail and websites. A second advantage is that webinars don’t require travel or a big commitment of time by attendees.

7 Tips To Help Financial Advisor Marketers Gain More Clients From Each And Every Online Event

1 - Invite a Bigger Crowd by Going Outside Your Own List

While the topic, quality of list, and marketing copy used in the invitation can increase response by up to 500 percent, hitting 5,000 names will usually increase your webinar results a lot faster than just plodding along and mailing to a small, in-house list of 500 names. Rent lists, partner, co-sponsor, and advertise to reach a wider audience because the event will take essentially the same time (your most precious resource) to produce no matter whether 5 or 500 prospects attend.

2 - Add “Early-in-the-Buying-Process” or Educational Events to the Mix

These top-of-the-funnel marketing events are many times focused on a big pain point or topic of great interest to your target market, and they talk very little about a specific product or solution. When you see events with hundreds – or even over 1,000 registrants – these events are usually Early/Educational ones.

3 - Do Some Selling Events

Events to decision making units where you 'ask for the order' at the end are usually the highest ROI events. Yet, too few speakers do them. Consider adding a sales pitch event to your marketing mix and be sure to include case studies, where you can.

4 - Market to Registrants

Just because people sign up doesn't mean they will attend. By calling on a conversion sequence, you may be able to get an excellent 60 percent of registrants, or more, to attend your event. Your sequence could be as simple as two emails and an automatic voice broadcast call to those who registered. Also, consider a separate automated follow-up sequence for attendees and non-attendees. (See number 5.)

5 - Use a Multi-Step Follow-up Sequence

Most advisors are concerned about following up too often with webinar registrants because they don't want to bother them. Big mistake! Those marketers getting as high as 20 percent conversions to sales will have a multi-step, follow-up plan including emails, calls, and direct mail that can be mostly automated.

6 - Consider Direct Mail to Increase Registrants, Sales Conversions

For example, test a mailing of post cards to your prospect list, or likely suspect lists, to generate registrants you might not be able to attract through online advertising. Use longer-format direct mail

than just plodding along and mailing to a small, in-house list of 500 names. Rent lists, partner, co-sponsor, and advertise to reach a wider audience because the event will take essentially the same time (your most precious resource) to produce no matter whether 5 or 500 prospects attend.

2 - Add “Early-in-the-Buying-Process” or Educational Events to the Mix

These top-of-the-funnel marketing events are many times focused on a big pain point or topic of great interest to your target market, and they talk very little about a specific product or solution. When you see events with hundreds – or even over 1,000 registrants – these events are usually Early/Educational ones.

3 - Do Some Selling Events

Events to decision making units where you 'ask for the order' at the end are usually the highest ROI events. Yet, too few speakers do them. Consider adding a sales pitch event to your marketing mix and be sure to include case studies, where you can.

4 - Market to Registrants

Just because people sign up doesn't mean they will attend. By calling on a conversion sequence, you may be able to get an excellent 60 percent of registrants, or more, to attend your event. Your sequence could be as simple as two emails and an automatic voice broadcast call to those who registered. Also, consider a separate automated follow-up sequence for attendees and non-attendees. (See number 5.)

5 - Use a Multi-Step Follow-up Sequence

Most advisors are concerned about following up too often with webinar registrants because they don't want to bother them. Big mistake! Those marketers getting as high as 20 percent conversions to sales will have a multi-step, follow-up plan including emails, calls, and direct mail that can be mostly automated.

6 - Consider Direct Mail to Increase Registrants, Sales Conversions

For example, test a mailing of post cards to your prospect list, or likely suspect lists, to generate registrants you might not be able to attract through online advertising. Use longer-format direct mail

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3 - Do Some Selling Events

Events to decision making units where you 'ask for the order' at the end are usually the highest ROI events. Yet, too few speakers do them. Consider adding a sales pitch event to your marketing mix and be sure to include case studies, where you can.

4 - Market to Registrants

Just because people sign up doesn't mean they will attend. By calling on a conversion sequence, you may be able to get an excellent 60 percent of registrants, or more, to attend your event. Your sequence could be as simple as two emails and an automatic voice broadcast call to those who registered. Also, consider a separate automated follow-up sequence for attendees and non-attendees. (See number 5.)

5 - Use a Multi-Step Follow-up Sequence

Most advisors are concerned about following up too often with webinar registrants because they don't want to bother them. Big mistake! Those marketers getting as high as 20 percent conversions to sales will have a multi-step, follow-up plan including emails, calls, and direct mail that can be mostly automated.

6 - Consider Direct Mail to Increase Registrants, Sales Conversions

For example, test a mailing of post cards to your prospect list, or likely suspect lists, to generate registrants you might not be able to attract through online advertising. Use longer-format direct mail

ndees and non-attendees. (See number 5.)

5 - Use a Multi-Step Follow-up Sequence

Most advisors are concerned about following up too often with webinar registrants because they don't want to bother them. Big mistake! Those marketers getting as high as 20 percent conversions to sales will have a multi-step, follow-up plan including emails, calls, and direct mail that can be mostly automated.

6 - Consider Direct Mail to Increase Registrants, Sales Conversions

For example, test a mailing of post cards to your prospect list, or likely suspect lists, to generate registrants you might not be able to attract through online advertising. Use longer-format direct mail to help convert good prospects to clients (think 4 to 8 page sales letter). Your letter could be based on the script of your best sales webinar.

Now, saving the best for last . . .

7 - Combine Many of These Strategies with an Endorsed Webinar

Stack the odds in your favor by using someone else's in-house client and prospect list as the focus of your marketing and your event. It is not uncommon to generate 10 to 20 new client meetings within 48 hours of an endorsed event to prospects who had never heard of the host company before.