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Sanjay Gaggar of National Bulls Investment Services has booked 236 SIPs from 102 investors in a single day.
Let us look at this story in his words:
Rationale for conducting the SIP drive
I want to expand my business presence by on boarding new clients. I also want to spread awareness about the importance of SIP top-ups. As we know, a SIP drive plays a vital role here and hence, I decided to execute this drive along with my four-member team.
Going about acquiring new clients
I approached two types of prospects - leads from my team member and referrals from existing clients.
Let me talk about the leads first.
We created a list of 100 odd acquaintances from a designated area and decided to conduct an IAP. We reached out to them individually, gave a brief on mutual funds and invited them to the IAP.
In the IAP, I gave a detailed presentation on the need and benefits of mutual funds. I also played a short film and drew financial lessons from it to keep the participants engaged.
Close to 130 prospects attended the IAP. Post IAP, we stayed in regular touch with them.
Further, we scheduled one-to-one meetings with referrals to understand their current finances and investment goals. We ensured a meaningful and continuous engagement here as well.
Overall, we managed to acquire 30 new clients for the SIP drive.
Getting business from existing clients
We made a list of clients who had not increased their SIPs for over 2 years. Another set of clients that we approached were those who had received a salary hike and had repaid their loan obligation.
We reached out to them through one-on-one meetings to speak to them about the importance of increasing SIPs to reach financial goals faster.
Outcome
We received a fantastic response. 102 investors participated and registered 236 SIPs amounting to Rs. 5.68 lakh.
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