How often do your clients hear from you? If it’s only when you send them an invoice, it’s time to change. Checking in with clients builds a strong relationship that builds loyalty and can help grow your firm while also helping you provide personalized service.
There are numerous ways to check in with your clients and keep the lines of communication open. Here are six meaningful ways to check in with your clients.
Celebrate Big Events
Many life changes lead to changing financial goals and needs. Checking in with clients around life changes serves two main purposes: 1) It keeps you connected to clients during moments that matter; and 2) it helps you re-evaluate their changing financial needs.
Touch base with clients during life changes. It doesn’t have to be a sales pitch — even a congratulations card or sympathy phone call can keep you connected. Here are some life milestones to track and reach out:
- Marriage
- Adoption or birth of a baby
- New job or promotion
- Divorce
- Death of a loved one
- Buying or selling a home
- Starting a business
- Retirement
- Sending kids to college
Invite Them to Education Opportunities
One way to connect with current and potential clients is through financial education opportunities, like classes and webinars. These free sessions (online or in-person) give you a chance to teach people about a certain financial skill or issue and help them feel more comfortable about investing and setting financial goals. The more you can educate your clients, the more they’ll learn they can trust you, which also helps to deepen your relationship.
Invite Them to VIP Events
Your clients are the reason you’re still in business. Say thank you through client gatherings, such as picnics, VIP events, or a visit to a professional sports event, concert, or local attraction together. These gatherings allow you to interact with your clients in a less formal setting where you can enjoy being together and getting to know each other on a different level. They also show your gratitude to your clients and build goodwill.
Review Their Accounts
Aside from your clients’ personal milestones, they also have financial milestones, such as their anniversary of working with your firm or when they hit a certain amount in their accounts. Use these natural checkpoints to reach out to clients for a check-up. Are they moving towards their financial goals? How are their accounts performing? What has changed in their life and finances since the last review? Performing an annual portfolio review ensures every client has the best products for their needs and gives them a chance to ask questions.
Share Resources and Updates
It’s one thing to invite clients to group education classes, but it’s another to send their personalized, relevant resources. Reaching out to share an article or update with your clients shows you are thinking of them and want the best for them and their finances. The key is to make it personal and tell clients why you’re sharing the resource with them and what it means for them.
Ask Them To Send You to a Friend
Many client check-ins are to offer your services to help them, but it can also be beneficial to ask for their help. Asking clients if they have any friends or family members they can refer to your services helps them reflect on your service. Many advisors turn their referral programs into contests and drawings by rewarding clients for each referral who opens an account, which is another way to build connections. Asking for a client referral keeps the conversation going and builds a stronger two-way relationship.
No matter how you reach out and check in with clients, one thing is certain: Great service comes when you truly know your clients and build personal relationships. With its leading cloud-based data storage solutions, Docupace can help you keep track of all your client information. Click here to learn more and schedule a free demo.
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