As we all know there are a couple of proven ways to grow your business. You can either gain more clients or, add more services to your existing clients. I’ve suggested many ways to gain more clients and I will continue to over time! But today I wanted to share with you, one very simple way you can add more services to grow your business.
Whilst many Advisers understand that adding more services will help grow their business, many are unsure of how to find out exactly what their clients would value. Sure you can listen to the ‘experts’ and gain some ideas from them but the one person that can effectively help you make that decision, is your client.
One very simple yet highly effective way to find out exactly what other services your client would value is to ask them. A simple “What other services do you think you would value from us?’ at the end of every client meeting will eventually give you a comprehensive list of the other services you can add. Sometimes clients don’t know what they don’t know, I know that! However, you may be surprised with their responses. If you’re trying to position yourself a little differently from all the other Financial Advisers, the answers your clients give you could help you achieve that whilst adding more value to your clients.
1. After each client meeting, ask the client “What other services do you think you would value from us?’
2. Make a note of it.
3. At the end of the month talk about the results in your team meetings.
4. At the end of each quarter, review your clients answers.
5. Measure their responses against your current partner firms areas of specialisation – are you giving your clients the services they asked for?
You can spend a fortune on research, you can listen to the ‘experts’ or, you could check in with your number one asset, your client and ask them.