Setting proper expectations with your new clients can go a long way and have huge dividends. If you’re unsure about how well you are setting expectations, here are some questions to ask yourself.
- Do your clients know about all the services and products you offer?
- Do they know how you intend to communicate with them?
- Do your clients know how you can assist their friends and family?
- Do they know who to contact in your office regarding certain matters?
If you can’t properly answer these questions, it may be time to add a New Client Welcome Kit to your process. Incorporating such a kit can have a huge impact on many marketing activities and most importantly your ROI.
Here are some examples of why you should consider a New Client Welcome Kit.
Imagine hosting a wine tasting event where very few of your clients show up. There are a number of reason why this might happen, but many times it may come down a lack of expectations.
The ultimate goal for a social event is to get back in front of your clients and hopefully meet some of their friends and family who could benefit from your services. If your clients don’t understand why you are hosting such events or what is taking place at each event, then they may be inclined to think you are just trying to sell them and their friends a new product or service.
There are very few things more annoying than junk mail and SPAM emails. If your clients don’t know how you anticipate communicating with them, they could mistake your correspondence for SPAM or junk mail. This could lead to them missing out on important updates and events.
Proper expectations will help you maximize engagement with your clients and ultimately lead to more selling opportunities.
What is the cost of losing a client versus the opportunity of an additional sale? Imagine one of your top annuity clients going to another advisor for a life insurance policy because they didn’t know you offered such products. This might sound unheard of but unfortunately this happens quite often. The good news is that this can be very easily avoided. Every advisor should have a list of the products and services they offer and have a conversation with their clients on how those services compliment the initial product or service they initially chose to purchase.
Using resources like a New Client Welcome Kit to set expectations will help you stand out from your competition and wow your clients. For more information on how to take your client and prospect relationships to the next level, take a look at the 7 Programs to Set Yourself Apart in the Insurance Industry E-Book.