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.
November 16, 2017
Customers want to be remembered. When you recognize a customer, something about them, welcome them back to your website, etc., that will leave a lasting impression with them. Customer retention and new customer acquisitions are some of the most important things to keep your business thriving and relevant.
You might be wondering why remembering your customer, even if it’s the website that recognizes they have visited before, is so important. First of all, it makes the customer feel important. It shows that you are caring about them and the service they receive. Secondly, you’re creating a connection with your customer. If you’re meeting face to face, people like to feel as though they know the people that they are with. And thirdly, whether it is electronically or in person, it makes everything about the experience that much more personal.
So, here is what customers appreciate you knowing or doing:
- Personalization. Make the experience tailored to the specific customer and they will appreciate it more than you know.
- Names. If you remember the customer’s name it can make all the difference in the world.
- Simplifying. Simplify the process for websites, simple loyalty programs, great customer service, etc. The more you do the less the customer has to do and that’s what they want.
Do you have any great tips or stories on customer relations? Share below!
May 14, 2015
You put a lot of time and effort in to generating new business for your company. But is there an easier way? Focusing on new clients is important, but not where all your energy should be focused. Some, if not most, of your time should be spent creating loyalty with current customers so they come back next time. It’s much easier to keep a current client coming back than to discover a new one. That being said, here are 4 simple ways to improve customer loyalty.
- Greetings. Clients remember the first and last interaction they have with a business, so make it count! Greet your customers with a smile and leave them with a good impression of your business. Satisfied customers are more likely to return.
- Keep in touch. Consistently (but not constantly!) send emails to past customers. Remind them why they chose to do business with you in the first place. Be careful though – sending too many emails with irrelevant content will cause clients to unsubscribe.
- Rewards. Make it worth their while. Giving clients an incentive to come back and do business with you will encourage returns. Also encourage clients to spread the word and share their positive experience with potential clients. Reward loyalty and it will continue.
- Listen. Make sure you know how your client feels during their time with you. Fixing a problem before a client lets them know you care. Reward clients for completing a survey about their time with your business to make sure you understand their opinions. See our blog about creating surveys here!
Customer loyalty is a great tool to utilize for your business. With these 4 easy ways to improve, you’ll have clients returning in no time!
How do you encourage customer loyalty?