The Emotional Side of Client Service
In addition to providing a solution to a client's personal or financial problem, how do you think your company's products and services impact that person? You may think that a
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Systems & Processes
Unify Philanthropic and Marketing Efforts
Philanthropy is traditionally viewed as a selfless pursuit, but that does not preclude your company from taking advantage of the positive publicity or influence generated by charitable efforts. As I
Recognize and Avoid Common Client Service Errors
Client relationship management is a juggling act. Not only must you take care of all the details behind the scenes to ensure they receive their products - by facilitating services
Boost Leads, Reputation with Seminars and Content
When it comes to interacting with companies, it appears that consumers are starting to evolve their preferences and their processes for deciding which organizations to do business with. No longer
A Referral Process Can Expand Your Circles of Influence
Marketing your organization has many interconnected components. In this marketing mix, we sometimes forget about one of the most powerful channels: existing clients. Recommendations, referrals, and introductions from the clients you
Deliver Common Services in an Uncommon Manner
Although they may not realize it, the majority of companies are actually in the industry of client service - in comparison, their product offerings and sectors are minor details. The
Get Social
Businesses are learning that training in how to use online networks is a great asset in marketing their services, creating client capital, and expanding their spheres of influence. A presentation from Radian 6, a social
Building the Business With New Clients
Sometimes it can feel like you are just racing in place with your business - that the office is the one running you, rather than the other way around. Stopping
Client Experience: It’s The Little Things That Count
Think back on your own experiences as a consumer, a client, a patient or a restaurant patron. Which establishments and companies stick out in your memory? Why do you remember
Researching and Contacting Prospects Through Social Media
Social media websites are wonderful platforms. In addition to providing a venue for you to position yourself and your employees as experts in your field (through articles on blogs or
Diversifying Products to Improve the Client Experience
In business, staying the same in terms of services offered, who you market to and how you operate doesn't enable you to maintain your position - it only means you'll
Using Social Media to Build Your Brand
Developing a pipeline of potential leads that can result in a client relationship is one of the main methods of building and expanding a business. However, without a clear definition
Obtain and Use Client Feedback
Client experience is important in many industries, but for financial advisors, having the trust of your clients is vital. Without a strong client-advisor relationship, how can you build your client
Pick Your Platform: Social Media Marketing
As an entrepreneur, you likely have more titles than you know what to do with. Not only are you managing your clients and the delivery of your products and services,
Identifying Client Experience Blind Spots
Acquiring new clients is a key part of building your business, but that should not come at the expense of retaining and deepening ties with the clients you already have.
Leverage Social Media to Market Yourself and Your Business
What marketing tool allows you to bolster your list of contacts, expand your professional network, and browse for your ideal clients? The answer is Social Networking. The ability to market
Making Yourself Referrable
How do you feel when you meet someone who just naturally makes you feel at ease? There are people who seem to have the gift of engendering trust. Our client
Lessons From The County
Nestled on the shores of Lake Ontario, Prince Edward County is one of Canada’s newest wine regions. Known as the “County” it is a beautiful region with gently rolling hills,
When Making Connections, Be the Challenger
Challenging a prospect's thinking can sometimes involve asking him or her to think about something they would prefer to ignore. Matthew Dixon and Brent Adamson, who co-wrote the book "The Challenger
The Art of Obtaining Introductions
When Simon learned to ask his clients and centres of influence for introductions, recommendations and referrals, his revenue doubled in the next year.Simon’s background and cultural experience gave him a
The Slower You Go, The Quicker You Get There
We live in a hurry/hurry, go/go world. It seems as if most of us are in a hurry to get somewhere. Yet, we know that there are times when the
Playing the Infinite Game
When we first met Stan Summers he had just blown two significant business cases and was concerned about making the same mistake with his other high-net worth prospects. Stan had been
Building Client Capital through Social Media
As a financial advisor, your most important asset is Client Capital. Yet, it does not appear on your Balance Sheet or Income Statement. What is Client Capital? It is the
The Client Attraction Conversation – Part 2 of 2
In my last blog I described a simple framework for structuring client attraction conversations. The structure of the opening of an interview is You/Me/Us/We. In Part 1 we covered the You/Me part of the attraction