Client relationships are the most valuable assets you will ever have as an advisor. This is why the more successful you are at nurturing the relationships you have, the more successful you will be at attracting and keeping new clients.
Not only is maintaining strong client relationships vital to the success of your business, but it will also help you anticipate client needs and make ongoing adjustments over time.
Here are 3 ways to improve your client relationships:
1. Communication is key, so be proactive
No matter how charming and enthusiastic you are during the sale no one ever wants to be remembered as a one hit wonder. Regular communication with your clients goes a long way to ensuring clients feel looked after. To ensure that you are communicating proactively with your clients try implementing a simple campaign process that you can easily follow. An example could be a birthday or policy renewal date reminder that gives you the opportunity to open conversation with your client.
2. Be a teacher, not a salesperson
Gone are the days where you can sell a product with the motto “Because I’m an expert”. The best advisors these days are educators because they realize that knowledge is a great tool that provides value to clients. Informing your client of different options shows that you respect their ability to make good decisions and positions you as a source of knowledge they can rely on. It also ensures that a client feels more comfortable with the product you sold them because they feel like it was their choice. Next time you are meeting with a client try adapting the style of your conversation and emphasize coaching over instruction.
Set manageable expectations and maintain consistency
Strong client relationships don’t just happen, they are built over time with constant and meaningful engagement. Too often it’s easy to implement a new strategy and have it fall by the wayside only because it’s unmaintainable. To ensure you achieve success with any strategy, make sure that you set realistic targets for its success. A good way to maintain consistency is to implement the right technology tools for the job. Tools like a CRM that fits well with the way you work and an automated email marketing tool such as MailChimp can make managing your client communications easier and much more effective.
Strengthening your existing client relationships will, in time, create ambassadors for your business. If you want to drive your business into new territory focus on developing stronger relationships with those you already know to create excitement and buzz around your business.