Please share your thoughts...
While working with several investment professionals over the past 6 weeks (life insurance, private banking, investment banking), I've found more people interested in adding value to their client relationships - in addition to selling more services and products.
I'm curious how this model would work in other service industries (restaurant, schools, etc). Here's what we've been working on: over a 6 week period, pick 20 or so of your best clients / client groups.
Find 6 pieces of information that would help them do their job(s) better.
Give them that information, in a variety of formats, with your thoughts about that info. (This last piece is key!)
Since January, I have found newspaper and magazine articles, books and DVDs, even a wallet (!) that I have sent to clients. To the person, they have responded with some version of, "Really???"
What I think they mean to express is how this "high-touch" connection must mean that I have some super-productivity techniques up my sleeve - or that I don't ever sleep.
Well, I do sleep, and I do not know magic. What I have done over the past 14 years is to study human behavior, human performance, workplace performance and self-management techniques. All of this has given me a very specific (and strategic) viewpoint of efficiency.
Are you "client-facing?" If so, how can you reach out this week and create a Value-Add interaction?
Please, leave your ideas below.
While working with several investment professionals over the past 6 weeks (life insurance, private banking, investment banking), I've found more people interested in adding value to their client relationships - in addition to selling more services and products.
I'm curious how this model would work in other service industries (restaurant, schools, etc). Here's what we've been working on: over a 6 week period, pick 20 or so of your best clients / client groups.
Find 6 pieces of information that would help them do their job(s) better.
Give them that information, in a variety of formats, with your thoughts about that info. (This last piece is key!)
Since January, I have found newspaper and magazine articles, books and DVDs, even a wallet (!) that I have sent to clients. To the person, they have responded with some version of, "Really???"
What I think they mean to express is how this "high-touch" connection must mean that I have some super-productivity techniques up my sleeve - or that I don't ever sleep.
Well, I do sleep, and I do not know magic. What I have done over the past 14 years is to study human behavior, human performance, workplace performance and self-management techniques. All of this has given me a very specific (and strategic) viewpoint of efficiency.
Are you "client-facing?" If so, how can you reach out this week and create a Value-Add interaction?
Please, leave your ideas below.
People love doing business with people that care about them. The more you show you care, the deeper the relationship becomes and that leads to doing more business together. What's more, is that once you reach that point of high trust, price becomes less and less of an issue.
However, the value-adding part of the relationship must be from the heart and not a superficial means of just trying to get somebody's business. You must truly care about them and have their best interest in mind. Do for them as though you could care less if they will actually do business with you. At that point, they'll trust you and not WANT to do business with anyone else.
Posted by: Brent Sute | March 04, 2010 at 10:40 AM