• Give prospects the right reason to invest with you. A good reason is that you’re offering something they aren’t getting elsewhere — something that catches their attention and prompts them to say, “Tell me about that.” Chances are that when our business development people talk to a prospect, that individual is talking to other firms. So to get them in the door, they mention services that add something new to their existing portfolio. After our development people sign up new clients, we follow with two more touches in the next few weeks, one to make sure they know how to use the website and another to establish them with a client-experience person who gets to know them personally. Then they begin mining for other assets. Typically, the honeymoon period with a new client at any firm is the first six weeks, unless the market tanks. Now, while the market is up, put out your buckets while it’s raining. When the market’s down, relationships that you form with clients now can help you keep the back door closed.

First « 1 2 3 4 5 6 7 8 9 10 » Next