The solution, we believe, is pretty simple… but not easy! In May, we posted a blog Want to Increase Sales? Stop Selling and Serve! This simple principle is at the core of the “experience” clients are seeking. Clients (and people in general) are naturally attracted to those who place another’s interests ahead of their own (i.e., someone they can count on to “serve them” rather than “pitch them”) and have the competence to help them “get it right” when it comes to their financial affairs. Unfortunately, few are consistently delivering such an experience.
Whether intentional or not, you ARE delivering an “experience” to your clients. The key question to ask yourself is – Is it an intentional, consistent and compelling experience that will lead to differentiation, enhanced client loyalty, bigger prospect pipelines and thereby greater, more sustainable growth and a highly respected and credible brand?