The world is full of cynics, my mother used to say.
I lamented this in my youth, but now, I can see their point: you’d better be on guard, which is perhaps what mom was getting at. None of this makes it easier to deal with suspicious clients, the type who think you only call when you want to sell them something.
Advisors and clients need to be on the same page – or better, on the same team – if they want to get anything done. Suspicious minds spoil the deal. If you’re experiencing this kind of trouble with a client, our linked article has some advice to share on improving communication and trust with skeptical customers.
There’s something about calling these days: perhaps it’s the prevalence of telemarketers and other annoying insects. If a client thinks you only call to raid the wallet, try employing other means of communication. There’s plenty at hand: emails, texts, even traditional letters. You can arrange informative e-seminars, send a regular newsletter or even just have lunch. If you’re in touch all the time – and always with something useful – your client’s hackles won’t get all out of place when you sometimes phone them up.
Your communiques should include a nice mix of topics – don’t undermine your approach by concentrating solely on new products. Educational information is usually welcomed: if your company produces a newsletter (and I hope it does) that analyzes political news, financial movements and legislative and tax affairs (a bit of lifestyle news doesn’t hurt), be sure your clients are recipients. E-versions are nice for clients addicted to phones or tablets, but some still prefer a hard copy. Be sure you clients are receiving your missives in a format they enjoy.
For more information, please read:
When Clients Think You Only Call When Selling Something | ThinkAdvisor