With a new year on the way, it’s time to review your operating procedures and client communication practices – basically, how and when you connect with your clients.
As an independent financial adviser, we know that you have your clients’ best interests at heart and that you want them to feel appreciated and valued. Especially as the relationship you have with your clients fundamentally affects the success of your business.
Feeling a bit disconnected from your client base? Been distracted by other elements of your business? Need to build a better relationship with your clients going forward? We’ve got some ideas to get you off to a great start.
Three ways to boost your adviser/client relationship
1. Do as you say you’re going to
Trust and credibility are key to a healthy adviser/client relationship. So, if you say you’re going to do something, do it, no excuses. Getting the job done as promised will help to increase your clients’ respect and your credibility. And encourage them to ask questions and move forward with you.
2. Add a personal touch
While industry knowledge, professional credentials, and trustworthiness are all essential building blocks for a solid, long term relationship with your clients, it does not pay to be too clinical and dry. Studies show that the most successful business relationships are those that have a touch of the personal about them – that exist in a space where clients see themselves as being treated as individuals rather than just numbers. Make an effort to show interest in your clients’ personal lives, hobbies, and interests and watch your relationship grow (and referrals increase) as your clients feel valued and respected.
3. Tailor your marketing solutions
Whether you engage in direct marketing and communication efforts such as an e-newsletter based on a database, use a system that allows you to divide your client base into different segments. This can be used to trigger customised, regular communications that show each client that their needs have been considered rather than them being the recipients of a mass communication. Tools like these can help aid your mission to put a personal touch in place.
Looking to work with an expert team that believes in the importance of treating clients as individuals? At TRG, we are proud to be independent financial advisers and we believe in helping other independent advisers establish and maintain their client relationship, now and into the future. Talk to us about our services – we can help you grow your business today.