19 December 2017
As we get closer to 2018, it’s that time when a lot of people may start to think about what they want to achieve in the New Year. While individual goals can be endless, a 2016 study by finder.com.au found that overall the two most popular types of goals are health and fitness and money[1].
As a financial adviser you are in a unique position to support, and help your clients to achieve their new year’s goals, and with our latest Two for Two: The policy and AIA Vitality fees are on us campaign, you have even more to offer.
While telling your current clients how you could support them in achieving their goals is usually somewhat easier, reaching prospective clients can be more of a challenge. There is a solution however – client referrals.
Referrals from happy clients are one of the best sources of new business, but how do you get satisfied clients to actively recommend you to their friends and family?
Simple is the best strategy. Educate, train and motivate them to. Here are a couple of tips to help you do just that.
Ask for referrals – all the time. When you have a happy client, it’s the perfect time to ask them to become an advocate for your business based on their experience. Always assume your clients would be happy to refer you. If they feel uncomfortable doing so, of course don’t pressure them, but don’t be afraid to ask why. It’s a great opportunity to get some feedback, and change a no into a yes.
Remind your clients what problems you can solve. Don’t be afraid to remind your clients what problems or issues you can solve. This enables your advocates when they are catching up with friends, family and work colleagues to identify potential new clients. Always remember if you’ve helped your clients, they are more than likely to want to help you. You can remind your clients via your newsletters, websites, social media, or even a short message on the back of your business card.
Make it simple and easy. Ensure posts on your social media accounts can be easily shared, and include social media links in your newsletters and websites, so your clients can share with just one click. Post the answers to "What do I do?" and "Why me?" in downloadable PDF's on your website to assist your clients in writing their referrals. Share that link through all your communication channels.
Say thank you often. Don’t forget to always tell your clients how much you appreciate their referrals, and how it will benefit your business, and ultimately the service you can provide them.
Two for Two: The policy and AIA Vitality fees are on us
For more information and full terms and conditions on the Two for Two campaign visit aia.com.au, or call your CDM or CDA.
