You want clients to understand that you sincerely want to know them. But have you thought about how you can share what you learn about them with the public?
In his practice, Adrian George, CFP, TEP, an eight-year MDRT member from Calgary, Alberta, Canada, sends clients a series of questions to complete a profile that can be posted on the business’ website. Asking clients about their own businesses, their definition of success, advice they’d like to share and how George’s practice has supported their goals, the profile serves as a more effective testimonial than just a one-sentence claim of “Adrian provided great service,” George said.
“I had a client who I’d sent out two attempts to get together, and I got no response,” he added. “I sent one more email saying, ‘We’ll be in touch in a number of months, and I hope things won’t be as busy at that time. “In the meantime, here’s a link to what one of your colleagues said about us in his profile.’”
When the client saw the recommendation, the impact was clear and fast.
“He called me the next day.”
See more innovative ideas in “Harnessing innovation: Fresh approaches to growth, creativity and transformation.”
Written by Matt Pais, MDRT Content Specialist
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