When you provide information to your clients or business prospects as part of your regular news updates, some of the content will be especially relevant. For example, an article in the newsfeed about the availability of the Annual Investment Allowance will be pertinent for clients that are considering a significant investment in qualifying assets.
Clients being clients, not all will see the relevance of the updates you have provided, or have time to read them. So how can you capitalise on the news feeds that are sent to clients and prospects on your behalf?
We suggest that you scan your weekly or monthly news items for one issue that has particular client or prospect relevance. Select those clients and prospects that are likely to be affected by, or benefit from the topic and send them a follow up letter or email. The whole process need not take up more than an hour of your time each week or month, but it should reap rewards in cross-sales to existing clients and taking you a little closer to closing the conversion of prospects into fee paying clients.
This is where InforMailer comes in to play. This bulk email facility is part of the Informanagement system. Informanagement clients can use InforMailer to send these types of follow up emails and more.
Your follow up should be brief and to the point. If you sent an email to clients who may be considering capital expenditure, and therefore take advantage of the increased AIA, your email text could be:
“You may have noticed the article in our newsfeed this week/month that cover the increased tax allowances available for capital expenditure. We are aware that you may be considering a significant investment in new equipment or other assets that may qualify for this relief.
Before you complete your purchase we would strongly advise you contact us to make sure that your investment makes the most of the Annual Investment Allowance available.
Call any time to make an appointment to discuss…
If you have marketing staff this email or letter should be followed up with a phone call.
Information and newsletter content can be much more than a “keeping clients informed” exercise – it can also open up opportunities to increase your fee income. All it takes is setting up the straight forward processes we have suggested above.
If you would like some guidance on how to use InforMailer then please contact us directly firstname.lastname@example.org