Sourcing leads from Financial Planners, Lawyers, etc.

searcher profile

May 27, 2019

by a searcher from The University of Chicago - Booth School of Business in Chicago, IL, USA

My plan is to do this outreach through email. Maybe that is a bad idea. Tell me what you think. I plan on having some interns scrape email addresses off websites and directories.

Will use staged email market for the introduction and offering phone call or in-person meeting.  In the email,  I will emphasize our strategies and advantages over other exit strategies.

Am I missing anything major? Maybe this outreach should be via phone? Maybe I should offer remuneration for a successful deal?

Thoughts?

Thanks.  

21
17
421
Replies
17
commentor profile
Reply by a professional
from University of Southern California in North Palm Beach, FL, USA
You’re on the right track, generally.


Having for decades advised and guided searchers in the USA, Canada and the U.K. (as their Business Buyer Advocate ®), I know that well-prepared (compelling messaging and optimum frequency of sends) get responses from properly targeted audiences.



Emailing directly to owners is one of the 24 ways the savviest buyers find worthwhile deals; especially buyers who want to avoid buyer competition.



Looking for referrals from professionals is another of the 24 ways. But, keep in mind that advisors to the company or the seller don’t have much incentive to help buyers. After all, only the most naïve buyers retain the seller’s advisory team.

As for remuneration, none of my clients have had to resort to it.
commentor profile
Reply by a searcher
from University of California, Los Angeles in Honolulu, HI, USA
I was underwhelmed by most of the attorneys and financial planners I prospected. There were a few were strong referrers, but only after I invested a bit of time into building relationships. Trusted advisers will only refer people that they trust to treat their clients well, and earning that trust takes some time. They don't directly benefit from the referral, so there is more downside than upside for them. Bankers also tended to be poor referrers; P&C brokers were OK. Strangely, the best referrers were solo consultants who specialized in working with small businesses. They introduced me to more qualified deals because they knew their clients and whether they were really ready to sell or just exploring.
commentor profile
+15 more replies.
Join the discussion