In the financial services industry, I find clients want two things each year – more money and more time off – the very things you work so hard to achieve for your clients.
While the first part of the year starts out well, by February many of them have fallen into their usual work habits in a bid ‘to get it all done’. Sound familiar?
If you want this year to be different and reach that elusive goal of working smarter not harder, then here are three ways to achieve the change you so desperately want.
1. Upsell and cross-sell
A lot of people forget the value they have in their existing database. Always focused on bringing in new business they forget to have deeper more meaningful conversations with their existing clients to uncover more opportunities to upsell and cross-sell their existing clients who already have trust and respect for you.
Upselling and cross-selling is the fastest way to increase your income – without the additional marketing expense of getting and converting new clients. You see one client but get more from them – now if that isn’t working smarter I don’t know what is!
2. Referrals, Referrals, Referrals
No marketing strategy builds trust or converts business faster than word of mouth. When someone else – particularly a happy client – refers someone to you, you are immediately seen as a trustworthy source. And it doesn’t stop there. Not only does it give you greater credibility, but it also furthers your influence as you get exposed to people you may never have reached previously.
To generate more referrals, it’s important to ask the right question from your clients. Not just “do you know anyone else?” but reflecting to them how you have helped them and asking if there is anyone else in the same situation that they think you could help. An incentive might also work, but most of all just ask! You may also like to join referral groups to leverage even further.
3. Implement a Sales and Service Framework
We’ve spoken a lot about Sales and Service Frameworks recently, and it’s because they provide you with the structure to achieve many of the organisational goals we all set. They help build trust with clients and potential clients, increase conversions, boost performance and accountability, improve efficiency, and increase staff satisfaction and client retention. They also increase consistency throughout your organisation and make it easier for others to take over tasks and roles when you or one of your team needs ‘time out’.
Work Smarter Not Harder
So there you have it. Three ways you can start working smarter instead of working harder. What can you implement this month to give yourself more money and time off?