It’s something that we’ve known for a while. If you want to build client relationships that are strong and long-lasting, you have to give better than best advice. You might briefly get away with half measures – but your clients won’t hang around for long if you’re not pulling out all the stops to give them a service that’s second to none.
So as part of our celebratory series of short blogs, 25 years of passion, quality and service, we’ve put together our top tips for always giving your clients that little bit more.
Sales or service?
This is where a lot of companies seem to get confused. Clients rarely come to you only to buy a product. Yes, they may go away with one, but what they really want is expert, honest advice. So rather than just focus on selling them something, give meaningful advice and put in maximum effort to find the very best solution to their problem or need.
The devil is in the detail. Before you give your clients advice, make sure you get a clear understanding of what they want and need. For us, it’s about fully understanding our clients circumstances, not only now, but in the future, in order to give better than best advice. At First Financial, we always put in the time to get every last piece of information – and the final outcome is always the better for it.
Don’t take the easy road
Too often, we see other advisers within the industry provide quick non cost-effective solutions. Maybe that’s because there’s not enough money in it for them, or they haven’t got time to do the job. Perhaps they’re just being lazy. If you want to build an outstanding reputation in your field, you have to put in the effort and provide advice and solutions that tick all the boxes. Even if that means you have to charge your client a little bit more, they’ll know it’s worth it in the long run.
Celebrate your independence
It’s a big thing if you can tell your clients that you’re not tied to any particular products or services. It means that when you suggest a route to them, they know it’s in their best interest and not in the interests of a company you represent. And of course, being independent also means that you can have the whole market at your disposal to make sure you really are getting them the best outcome.
Quality wins out every time
There’s no substitute for quality – and it’s one of our core values. Try to cut corners or get a job done without really considering all the information, and the end result will always be a bit lacking. Invest time to discover the full picture – just one piece of extra information might be the difference between something being possible or not.
Feel the passion
If you’re not passionate about what you do, how can you expect anyone else to be? This is one of our most important core values – because it reminds us that everything we do makes a difference to the people we work with. So put your heart and soul into getting the best for your clients, and you’ll be able to deliver an experience they’ll value and respect.
Want to know more?
If you found this interesting, you might also want to read part one of the series, Building a business that’s built to last. We’ve helped generations of families and businesses find their way through all kinds of mortgages, property finance, life and critical illness cover. If it can be done, First Financial will find a way. Get in touch today.