10 Oct Up Your Client Game – Tips Inspired by The Best in The Business
Recently, I interviewed Steve Moore of Moore Solutions, author of Ineffective Habits of Financial Advisors, for my podcast show Grow, Sell and Retire. Steve has coached some of the biggest players in the game including Apple and Microsoft as well as coaching elite NFL athletes. He has inspired me in so many ways over the years and, once again, his wise words got me thinking, how can we up our client game and really bring the WOW factor?
Quality over Quantity
It’s a common misconception that clients and customers is purely a numbers game – it really isn’t. It’s a faulty assumption that you need to cast a broad net and bring in as many clients as you can to grow your business. Steve explained, for every 243 small-time clients he has, over 15 years, 1 of them might have the potential to make the big-time and become a high net-worth client; it defies logic. It’s bad for you and it’s bad for the client; how could you possibly offer an impeccable standard of service to such a large number? Start to Focus on the quality of client, do your research, will you be able to help them and will they be beneficial to you?
Be a Team Player
This is one we can all agree with, you need to be a team player. A strong, motivated team with the ability to work well together and understand the respective roles of each team player is essential. You don’t want to be the only one playing the game, the only one your clients will talk to, you need a team that understands your clients as well as you do and feels comfortable to step in and cover your position if you’re not available. It’s simple, happy team = happy clients.
Keep Your Client Relationships in Top Shape
Regular client engagement can really make or break a relationship. You and your team need to regularly touch base with clients, whether it’s a phone call, email or even a hand-written note; keep them in the loop. Offer regular updates on what’s going on, not only with the business, but with you. When you’re not playing the role of an all-star business athlete, share your “human” side, ask about them, their family, what’s going on in their lives. This makes all the difference; this is how we build solid relationships encompassing trust, communication, loyalty and friendship. This relates to my previous point, quality over quantity, with fewer clients, we can offer more dedication and commitment.
Get Your Head in The Game
When it comes to business, you can’t sit on the side-lines, opportunities and clients won’t always come to you, sometimes you’ve got to get out there and play the field. It’s hard work, it takes motivation and dedication but it is worth it when you win the right clients. This is made easier when you have a strong network. Build your power team who will offer you support, encouragement and help elevate you to a higher business league. A good business network with positive influence is highly effective, not only will you be able to help them achieve their goals, in return, they will help you with sound advice and quality referrals and leads that are right for you.
Of course, You’re not always going to win and the business game isn’t always easy, but don’t let set-backs dishearten you. Bring you’re a-game, stay motivated and keep on playing like the all-star business wonder you are – I’m cheering you on!