Senior Market Success in a Recession Series – Tip 2
Posted on Tue, Jan 20, 2009 @ 04:14 PM
Proactively call your clients to alleviate their fears and concerns
The current recession is worsening everyday and is affecting the vast majority of people and businesses in some way. One of the segments of society that has been hit hardest is the senior market. Investments made by many seniors have seen huge losses, causing them to question the security of their retirements. The doom and gloom stories of mass media are only fueling the concerns of seniors, with many articles spreading FUD.
As an expert, now is the perfect time to call your clients and answer questions, as well as correct any misinformation they may have come across. Providing answers to their questions will alleviate their fears and concerns and further strengthen your advisor-client relationship. If you don’t have the answers, work with them to find a solution – an excellent opportunity to cross sell a new product.
Quality in business is all about exceeding customer expectations. “Exciters” are product and service benefits that excite customers because they don’t expect them. Exciters are vital to increasing customer loyalty, recommendations, and brand image. Proactively calling your clients, recession or no recession, is an exciter that is a sure way to grow your business over the long term. Remember, retaining a current client costs five times less than gaining a new one. |