You deliver good service and help people reach their goals. Your clients are loyal and you receive a referral every once in a while. Great. But if people aren’t talking about your business and sharing with friends the value your firm brings, then something is missing.
If clients and the other professionals you know aren’t out there talking about you, it may not be their fault. I have heard advisors say things such as “My clients don’t like to refer” or “My clients don’t know a lot of other people to introduce me to.” Although these statements may well be true, they are not absolute. The fact is you really don’t need 100 people talking about you. You need just one (or maybe just one more).
So if your clients are not talking about you, it may be because you have not given them something worth talking about—something that makes you stand out as a creator of value. If that value is great enough, your clients will talk.
So, what about you might prompt clients to want to share you with others? Perhaps it’s not that you’re good at investing and deliver sound advice but that you make your clients feel special. And, yes, this is the softer side of what you provide, but research suggests referrals don’t usually come to the advisor who merely “does a good job.”
Listen to what your clients have to say about what you have done for them and you may hit upon what is most compelling about what you provide. And then you can do more of it.
Sign up for The Lead and get a new tip in your inbox every day! More tips:
Maribeth Kuzmeski is the founder of Red Zone Marketing, LLC, which consults to Fortune 500 firms on strategic marketing planning and business growth. For more information, go to www.redzonemarketing.com.