The Secret to Turning Every Prospect into a Client

The Secret to Turning Every Prospect into a Client

One of my clients wanted to do business with a major prospect. It was an important company which would be seen as a valuable, marquis client. The company told my client point-blank, “We’re not going to do business with you. We are already well-served.” For one year they kept calling on this prospective account. They sold a commodity product, and knew they had to add value around the product in order to differentiate themselves. They shared ideas with the prospect about how to better use this category of products. They made suggestions for improving their operational efficiency. They introduced them to another, current client who was willing to share some of the best practices they had developed. They never gave up.

Finally, they got a call from a key executive at the prospect. He gave them a large contract. The executive told them, “For over one year you’ve treated us as if we were already your client. You’ve given us better service than our existing suppliers. You’ve earned this.”

How do you treat one of your most valued, existing clients? Here’s a list of some things that come to mind:

  1. Meet with them regularly.
  2. Bring them value-added ideas about how to improve their business.
  3. Show them how other clients of yours are overcoming challenges similar to what they face.
  4. Share valuable market and information about their competitors.
  5. Make introductions to other relevant people in your network.
  6. Invite them to events that your firm puts on.
  7. Invite them to social or community events.
  8. Organize a visit to see another client’s operations—an organization that has implemented a solution of yours that they are considering.
  9. Ask them to participate in research you’re conducting.
  10. Invite them to speak at a conference you sponsor or participate in.
  11. Recommend them for an industry or professional award.
  12. Take an interest in their charitable or community efforts.
     

Why not do these things for an important prospect?

Andrew Sobel
Development
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Andrew Sobel is a leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. He is the co-author of the recently re ... Click for full bio

Most Read IRIS Articles of the Week: April 17-21

Most Read IRIS Articles of the Week: April 17-21

Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, April 17-21, 2017 


Click the headline to read the full article.  Enjoy!


1. Market Keeping You up at Night? Look for the Right Hedge


Like so many others in the industry, I was wrong. For years, I was certain that the bull market was nearing its end. I thought the market was over-extended, and that, surely, the wild equities run was coming to an end. But everyone else was bullish, and perhaps rightfully so. And while I’ve watched equities continue on their spectacular rise, I do think now is the time (really!) to put a hedge in place. Here’s why. Here’s how. — Adam Patti

2. How to Manage Bond Market Pain and Seek the Gain When Rates Are Rising


The realities for fixed income investors have changed. How is this being reflected in markets? Bond investing has become increasingly difficult over the past decade. Markets have been heavily distorted by ultra-low interest rates and quantitative easing, as well as by extreme risk aversion in response to the global economic crisis and the eurozone debt crisis. — Nick Gartside

3. Seven Reasons You'll Fail as a Financial Advisor


Is being a financial advisor worth it? I am an optimistic person and I encourage other people to keep a positive mental attitude (shout-out to Napoleon Hill and W. Clement Stone). However, by taking a good, hard look at the negatives in life, we can successfully pivot towards the positive aspects that will help us achieve our goals. — James Pollard

4. The Secret to Turning Every Prospect into a Client


How do you treat one of your most valued, existing clients? Here’s a list of some things that come to mind. — Andrew Sobel

5. Why Do Clients Change Advisors?


According to many advisors I speak with, the only clients that leave are those who have died. And while attrition may not be a big problem in this industry, I have to assume that at least a few clients change advisors without doing so via the funeral home. — Julie Littlechild

6. Why You Should Focus on Getting Referral Sources


I was talking with an advisor last week about how to get into conversations about what he does. He was relaying the story of going jogging with a friend who could be a good client but is, more importantly, connected to a large network of people who fit this advisors ideal client description. — Stephen Wershing

7. How Big Picture Thinkers Seize More Opportunities in 7 Steps


Big picture thinkers are not unicorns - rare and mystical. And they were not born with the innate ability to think big. They do, however, pay attention to the broader landscape and take the time to think, analyze and evaluate. — Jill Houtman and Danny Domenighini

8. 5 Actions to Build Your Reputation


Your reputation is who you are and how you show up, Monday to Monday®.  Many of us take our image and reputation for granted.  Give careful thought to the kind of reputation that you would be proud of Monday to Monday® and that would resonate with your purpose and priorities. — Stacey Hanke

9. How Are You Poised to Begin Welcoming GenZ to Your Workplace?


The generational changing of the guard is a fact of life as old as time. Young replaces old in responsibility, importance, control and culture. Outside of the family, the workplace is perhaps where this is seen most regularly by most people. — Shirley Engelmeier

10. Are Price Objections REALLY Price Objections?


Next time you hear your prospects give you price objections, it’s not because of the price. The give price objections because they don’t know the full value proposition that they’d be paying for. And it’s not based on their need, or your features and functions. It’s based on the buying criteria they want to meet internally. — Sofia Carter

11. Understanding the Economic Value of Transition Deals


Last week we wrote about the economic rationale behind going independent vs. moving to another major firm as an employee. As a follow-up topic, we thought it prudent to analyze transition packages attached to big firm moves and peel back the layers of the onion to show the components of these deals. — Louis Diamond

Douglas Heikkinen
Perspective
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IRIS Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues to ... Click for full bio