January 16, 2020
Here’s a resolution we should all keep throughout the year 2020: provide backing to everything we say to our clients. Think about how many empty things you say on a daily basis, like saying that your day is going well. While this is harmless in daily conversations, it can leave a bad taste in the mouths of your clients if they don’t feel your promises are fulfilled.
We’ve found a few ways to make sure you’re using specific language in a way that demonstrates the value of your business:
- Rely on your history. If you have the numbers to back up a claim, this is the best opportunity to use it. Saying that you’re able to save your clients 40% or more speaks much more than simply saying you can save people money.
- Showcase your accomplishments If you’ve been recognized for your work, your clients want to know about that. It increases your accountability and helps you build trust even before meeting new partners or clients.
- Share past work. Obviously, this piece comes with guidelines. You can’t violate any confidentiality you’ve agreed upon with your clients, but you can share general overviews of people you’ve worked with in the past. It can allow prospective clients to resonate with your work.
By utilizing these tactics, you’re able to really put your money where your mouth is. Not only will you be able to attract new opportunities that are in line with your mission as a business, but you can end each day knowing that the relationships you’re building are genuine.
July 18, 2019
Today’s businesses are all tackling the same old problem: how do we stand out in an industry that’s full of professionals? While your expertise is certainly important, it’s the holistic image of your brand that allows you to truly impact your audience, from the services you offer, to the way you treat your clients.
One of your biggest differentiators is how clients feel after working with you. Do you remember their names and make them feel welcome when they first arrive? Do you make sure their questions are answered properly and fully? Are you able to leave them with insightful thoughts they can carry forth into their daily lives? Other impacts can include:
- Tangible items
- Compelling stories
- Valuable feelings
At the end of the day, it’s not always the things you give to your clients, but the feelings and value they’re instead able to experience. By remaining thoughtful about your impact on clients, you can make sure you’re truly representing your brand well. Genuine and authentic interactions will always outlast fads and stand the test of time.
April 11, 2019
When it comes to dealing with customers, it is incredibly important to make sure that you understand your business model. The phrase, “understand your WHY” has been repeated so many times that now, people are obsessed with positioning their products and services to all sorts of niche markets. However, the way that your customers perceive you is just as important, if not more so, than the way you perceive yourself as a business. Here are some of our top tips for increasing your overall customer satisfaction:
- Pick up the phone. Take the timeout of your day to connect with your clients and work towards building a lasting connection.
- Gather feedback. Not sure if your strategies are working? Ask your clients. You might be surprised with how helpful their advice can be.
- Train your staff. As your business grows, chances are you won’t be able to balance every form of communication. By bringing on staff members who are open to understanding your brand, you can make sure every interaction is up to your standards.
- Anticipate their needs. As your relationship continues to grow, you’ll learn more and more about what your clients need and with time, can have an idea of what services they’ll need before they even have to ask.
By keeping your customers in mind, you’ll be able to work with them to make sure that their expectations are not only met, but exceeded.
March 7, 2019
Simon Sinek started the revolution: how can you do anything if you don’t understand the why behind it? With an open mind and some spare time, it’s easy to think about why you do things. Why did you choose this particular career path? Why do you target the clients that you do?
While this might be obvious to you, your clients might miss your oh-so-obvious message if it’s not shared properly. When it comes to sharing your why, the cohesiveness behind your message is just as important as the message itself.
Take some time to evaluate your branding presence. Does your LinkedIn bio explain why you love what you do? Does your website capture the energy of your office? By making sure every representative of your work is accurate, your clients are that much more likely to trust you with their most difficult needs.
You can even take this further than evaluating introspectively. Why are your clients passionate about their work? By understanding their actions, you’ll be able to immerse yourself in their brand and make an even bigger impact.
It’s a long conversation to be had in order to understand the underlying motivations behind everyday actions, but in doing so, you’ll be much better positioned to truly make a difference with your work.
September 27, 2018
Referrals, referrals, referrals. We constantly hear how important they are and how it’s one of the best ways to obtain new clients. But, how exactly do we achieve as many referrals as possible? What can we do to differentiate ourselves to ensure that we’re receiving those referrals? One thing I want to discuss is the importance of providing exceptional customer service. If you switch your focus from trying to obtain referrals from every client you see to focusing on providing the best experience possible, your referrals will come naturally. In fact, just one happy client could result in 9 referrals for your firm. Whenever a client feels that a financial advisor is making a genuine effort to understand the client and provides valuable recommendations, they’re more likely to spread the word about you. Therefore, a positive experience is a must when trying to obtain referrals. With that being said, I’d love to provide some basic tips on ways to enhance the customer experience that will result in more referrals for your firm.
Don’t forget the little things about your clients. Is today your client’s daughter’s birthday? Send a birthday card! Keeping the little things in mind will make the client feel special and cultivate a healthy, engaged relationship.
Consistency. Don’t tell the client you will follow up constantly and only do it once. If there is a mistake on your part, don’t continue making the same mistake. Consistency is key when working with clients.
Don’t be intimidated to ask. Of course, providing excellent customer service will be the first option for obtaining referrals. However, don’t ever be afraid to ask for it. If you have worked with your client for quite some time now, feel free to mention something like “If you’ve enjoyed my service and you’re happy with the outcome, don’t hesitate to tell a friend.”
At the end of the day, ensuring a positive customer experience will result in more referrals for your firm.
August 30, 2018
In today’s society, one of the best ways a company can be successful is to provide great customer service. But, is that really enough? Working in customer service goes deeper than just ensuring it is “good.” We want to make sure that we deliver a value to the customer through our services or products. Some of the best companies worldwide have developed a culture within the organization around the value they deliver to their clients; companies such as Apple, Ritz-Carlton, Disney, Amazon, and the list goes on and on. So, how should companies go about creating a culture focused on delivering value to clients?
- Customer knowledge. As you build your book of business, really get to know your customers and especially their expectations of you. A lot of the times we deliver our services but forget to check if they align with the expectations from our customers.
- Create a customer service strategy. Often different segments of an organization aren’t aware of the company’s strategy or their understanding of it doesn’t align with the company’s. Therefore, creating a customer service strategy focused on delivering value to customers and spreading it throughout the whole organization will allow for consistency.
- Listen to your employees. The employees are on the frontline of daily customer interaction. Therefore, they may have customer insights that could be valuable for your customer knowledge. It will also provide a framework of ways to develop your customer service strategy.
- Loyalty. Don’t say you’re going to contact a customer in a week and then never contact them. Follow through with your promises and check up on customers regularly. What this does is it creates loyalty which means that you have provided a level of customer service that has exceeded expectations.
Not only will these actions steps result in higher customer satisfaction, but it will also greatly differentiate your business from companies who simply “deliver” their services or products.
May 10, 2018
In today’s world, there are financial advisors left and right. As the businesses grow so will the need for clients. One thing that most financial advisors and planners are constantly curious about is: how do you attract a wealthier clientele? In other words, your ideal client. There’s a lot that goes into attracting prospects. Today, I’d like to focus on the marketing aspect of it and provide you with four tips you can use to find your ideal client.
- Be the best at what you do. What are you doing differently than other financial advisors? What’s your track record? How are you sharing this with your prospects? In order to attract a wealthier clientele, it’s important for you to become the best at your service so that the client will feel confident with the assets they’re going to trust you with.
- What’s your story? I know I mention this often in my blogs but I can’t stress enough the importance of having a unique story for you as an individual and your company. You need make sure your story is providing value to the customer. Remember, people will pay for your story.
- Marketing communication must be 50% emotions 50% logic. Going off my #2 advice, how you communicate the value that you can provide to your clients is important. An example of combining emotions and logic into marketing communication would be: “Through my daily financial practices, I have been able to change people’s lives by helping 5,000 clients.”
- Ensure you are visible to your ideal clients. I know this seems obvious, but sometimes we get so caught up in our marketing efforts that we forget about our ideal clientele. Attend networking events, whether they’re virtual or live, be a speaker on webinars and events, and write articles and books. All of these ideas will not only make you more visible but will also build your credibility!