What Are You Doing With All of Those Cold Leads From 2022?

BRRRR…still have some frosty cold leads laying around from 2022?

It’s time to create your plan to warm them up this winter! Our goal is to convert these leads that you’ve already worked for or paid to acquire into brand-new clients by spring.

Here are some of the most effective ways to do that:

  1. Design an all-out “resurrection campaign.” This type of campaign is directed towards stale leads who did not move forward with your firm. It should have multiple pieces, including a call, but is extremely effective in getting people to take the next step. The key to this campaign is to make an irresistible offer that makes taking the next step (wherever it is that they left off in your funnel) an absolute no-brainer.
  2. Invite them to an educational event. This is a low-pressure way to re-introduce yourself to cold prospects and reposition yourself as the local expert in their mind on estate and elder law matters. Once you do that, you can start again with your sales funnel. Both in-person events and webinars work well for this strategy.
  3. Offer a free resource. If you don’t have time to host a seminar, send your cold leads a free e-book or even an educational PDF that they can download. This should not be salesy! Make the content something helpful and of value. The key to success with this strategy is having a killer multi-step follow campaign that goes out after your initial freebie.
  4. AT A BARE MINIMUM send them a text email and make some kind of offer! It’s similar to a “closing the file” email that would go at the end of a larger multi-step campaign, but you still use it with success as a one-off piece when written correctly.

The bottom line is that it’s time for some CPR because we are not going to let your 2022 leads die in your database of doom! Make another effort to get them on the calendar for Q1 of 2023.

True story: we’ve already implemented a mix of just about all of these steps for our clients and even the attorneys who only wanted to send a quick text email or two saw quite a few appointments come in as result. It’s worth the time and effort!

Here’s the link to my calendar if you need any help brainstorming or if you’d like marketing support from our team getting this checked off the “to do” list.