PST2225. Why Your Best Clients Are Your Competitors Top Prospects and What to Do About It; The Art and Science of Building Unwavering Client Loyalty

To submit a question or participate in polling, click the link above. In this session, Angie discusses the importance of building client loyalty during these unprecedented times, making sure our best clients are being served very well and recognizing how we can help. Ultimately, this leads to retention and referrals and reduces price sensitivity. We discuss showing up as a Trusted Advisor with clients and cross-selling opportunities by understanding the client holistically as well as having a clear understanding of your firm’s service offerings and your network’s capabilities. Currently our clients have more of a need to work with us than ever before. Your best clients are your competitors’ top prospects. We look at how identifying “B” clients and turning them into “A” clients is a top priority and one of the best opportunities to grow.

Learning Objectives:

• Select a plan for super-serving clients and uncovering opportunities to better serve them using tools and techniques to set you and your firm apart from the competition
• Determine why clients buy and why they remain loyal
• Analyze the concept of the Value Ladder and ways to climb the ladder with clients