As a financial advisor, you strive hard to improve the technical skills that will help you provide high-quality results to your clients. These clients have been your greatest source of business either through the current value they make or the referrals they produce. That is why establishing a strong client relationship is among the most influential business strategies that can be used. Although client engagement is very significant, finding time to perform it well could be a challenge.
Here are some ways to find (and convert) more financial services leads:
1. Know your Clients
To connect effectively with your potential clients, you have to keep them in mind. Survey existing customers, including members in your target market. By doing this, you can determine a better way to introduce your product and services or even the missing elements from what you are offering now.
Create and secure the existing records for each client. Learn every possible way to get financial information and the personal details that will help you build meaningful interactions. Try different means to get those you believe will be interested in your offer. Their data will be a great help in shaping your brand in such a way that will resonate with your target customers. Just make sure to review your file before placing a call or setting up a meeting. When you already know what your market is, who your audience is, and where they usually hang out online, it’s time to market.
Bonus Tip: Use CRM Tools
Customer relationship management tools are built into planning platforms such as COIN, Midwinter, and XPlan. You may also use from purpose-built CRM packages such as adviser intelligence and PractiFi, which is based on Salesforce software. All these come with powerful features that will help you study your client base, track and schedule touchpoints, and review the return on your investment. Take advantage of these practices to prevent high-value clients slipping away. Focus on making a consistent client experience.
Related: ABM Best Practices: Selecting and Profiling High-Value Accounts [INFOGRAPHIC]
2. Focus the Conversation on Customer Insight
Conversation is a critical element in creating an engaged customer relationship, which is done during the account opening process. To build trust, it should focus on ensuring that the customer will feel that you are truly interested in getting to know them, ready to look out for them, and will eventually provide a reward for their business or loyalty.
Pay attention to getting insight from your customer and talk about the value different services and product will get from the customer point of view. Present to the customer how the products and services that you offer will meet both the various financial and non-financial requirements.
Make sure to collect:
- Communication channel preferences
- Financial goals
- Major financial decision maker in the family
Related: How to Use the 3 Levels of Pain Points for Better Sales Conversations (callboxinc.com)
3. Social Drives Financial Services Leads
Social media provides more options before you reach out to your potential clients with targeted content where they are already live online. Facebook or LinkedIn may be used to share insights and your expertise. To promote your posts to a bigger audience, use Twitter. Take advantage of your social media influence to draw followers back to your site, where they can learn about the scope of your services. If you want to keep your customers, you have to put more effort on Twitter, Instagram, and Facebook. Smart media managers respond to customer questions fast and strategize relevant posts.
Related: 8 B2B Social Media Tips to Boost Holiday Engagement [INFOGRAPHIC] (callboxinc.com)
4. Establish Trust
Given a large number of new businesses that are competing in almost every industry, it has become more difficult to attract customers and create a decent amount of followers. Winning the support of customers require companies to establish trust before selling. It is essential to building a strong foundation of trust before taking things forward. Banking requires relevant information to make better use of the service before offering another product or service. It’s necessary for banks to invest in the support systems, personnel, and communication process that will let them have the relevant and continued conversation they need to establish long-term and profitable relationships.
Related: Humanize Your Brand: Marketing Your Technology Business With Human Touch
While client engagement encourages a relationship that includes conversation, trust, and continued success in service ownership, it is not achieved in just one day, week, or a month. Find time to do things well. Be more aggressive in creating opportunities and see the difference it will make in your marketing strategy.