EP Huddle #15
I was talking with a buddy the other day who works in a small financial services firm. They have a very good book of business, but of course he'd like to increase his client list and continue to grow his existing client's investment commitment. But, prospecting in this industry is difficult and his firm has a strict policy that prevents him from implementing traditional digital marketing and sales strategies.
Here is one example of what he can't do, followed-up with something he should do.
He cannot launch an email marketing campaign to invite non-clients to an event he's hosting to discuss changes in the financial landscape and how high net worth individuals should invest to protect their assets from capital gains tax law (or something like that). It's not productive for him to cold call, invest in social media advertising, etc.
But, he can invite current customers to attend these events and bring friends or colleagues. He can use his platform of 'customer service' to help increase the value of his current customers and even generate new clients. Here are some tips.
As a team:
Do you have any internal or external regulations that prevent you from selling or marketing in a certain way? How can you leverage other avenues to accomplish the same goal?
What are other benefits to engaging your customer base to help them become advocates for your company? What are a few ways you can engage them better than you do today?
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