How Strong is Your Relationship with Your Clients?

November 15, 2018

Whenever you own a business, there is a highly stressed importance on obtaining clients. You go out and prospect, conduct various marketing events, network and meet as many people as possible. You find people who are interested and you showcase your services to them. If you’re a financial planning firm, you might develop the perfect financial plan for your new customer and send them on their way. However, I think we often forget the importance of maintaining our relationships after the customer has bought our product or service. Whenever you strengthen your relationship with your clients, it increases their loyalty to your services and increases referrals. As a result, this helps and grows the business that you have worked so hard to develop.

Now, I also want to talk about the importance of strengthening relationships between your clients. Whenever your clients feel connected with each other, they will definitely feel more connected to you. How should you go about connecting your clients? I have a few pieces of advice for you!

Firstly, think matchmaker. How could your clients benefit one another? There is a possibility of them becoming business partners, friends, and even golf partners. Approaching this idea could be as easy as saying to your client, “I am planning a fundraising event for a cause that you and another one of my clients, Becky Jones, care strongly about and I think you two should connect regarding ideas!”

Another way to connect your clients is through intimate events that are frequent, preferably every month. The events could range from small dinner parties to golf outings. Also, local events such as running races, yoga events, or wine tastings are a great way to gather your clients. Consistent events will bring your clients together and develop strong relationships.

Have other strategies to grow and strengthen customer relationships? Let us know in the comments below!

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Enhancing The Customer Experience Will Lead to More Referrals

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.

Tip #1 

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.

Tip #2

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.

Tip #3

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.


Social glue: It holds your business together

May 29, 2014

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We’ve told you before, but we’ll say it again: Relationships matter! Many of us think professionalism means keeping our personal and social feelings aside, but that is becoming a practice of the past.

Clients (and prospective clients) will often meet plenty of professionals who they know are good at what they do. But they won’t use all of them; when it comes down to it, people choose someone they simply like. Our personal relationships bind together our business relationships like social glue.

From the social perspective — your current personal relationships are good for earning new business connections.

  • Friends and family already trust you, so they will use you when they need the services you provide
  • These same people are also going to refer their friends and familyto your business

From the business perspective — developing current business in a social aspect is good for retaining and building your network.

  • Referrals increase exponentially through professional introductions
  • Clients will return if they didn’t dread working with you before
  • They also come to you for even more services when you’ve earned their trust you

Not everyone you know personally will always come to you for business, and not all clients will become your new best friend right away. These changes will happen over time one client, one friend at a time. But that doesn’t mean you shouldn’t get started now!

How do you make friends and clients part of your social glue?

Three Point Marketing offers marketing support for professional service providers such as financial planners, attorneys, and accountants.