1 / 23

Maximizing Client Relationships in Busy Season: ABS Call List Strategy

Learn how to develop client relationships during the busy season with the ABS Call List strategy. Identify client pains, provide solutions, and build trust through effective communication.

llester
Download Presentation

Maximizing Client Relationships in Busy Season: ABS Call List Strategy

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. KEB Marketing MinuteClient Relationship Development During Busy Season and the ABS Call List March 17, 2017 Presented by Art Kuesel

  2. Today’s Workshop • Marketing Minute Overview • Top Client Pains Q1 2017 • Your ABS Call List • Your Challenge 2

  3. CPE Credit • If you’re not in a room with others or can’t sign-in traditionally, email Sue Nold with the word “Winter” and that will serve as your CPE sign-in verification for today’s meeting 3

  4. What is the KEB Marketing Minute? • 18 Minute “nano-learning” • Virtual • Frequent (monthly) • To the POINT • Personal action required • Group discussion expected at follow-up staff meetings 4

  5. Busy Season Marketing is Client Centric

  6. “Upgrading” your Touches Do This: Deliver early Call Visit face to face Visit plus lunch Personal Delivery Introduce new services Refer someone to them Make an introduction • Instead of This: • Delivering on time • Sending an email… • Call… • Visit face to face… • Courier… • Do the job you were hired for • Thank them for their business • Seeing them at a reception…

  7. Client Development Starts with Understanding Client Pains

  8. Top Client Pains • Trump Tax Plan • Cash Flow • Competition • Goals Short/Med/Long • Succession Planning • New Markets • Immigration Reform

  9. Top Client Pains Staffing Talent Management Regulation Trade Aggressive Tax Districts Retirement M&A

  10. Top Client Pains • New Products • Expansion • Growth • Cyber Security • Finance Software • IT • Globalization • Reporting

  11. Top Client Pains Strategic Planning Budgeting/Forecasting Insurance Cost of Healthcare Profitability Access to Capital Cost Control Estate Tax

  12. That’s a lot of Pain

  13. How much is related to our compliance services?

  14. How do we help our clients with their top pains? • Ask them about their pains • Listen to their pains • Talk to them about their pains • Help them with their pains • Connect • Introduce • Problem solve • Serve • Feel great about being a “pain reliever” • ENJOY the goodwill++ you’ve created

  15. The ABS Call List

  16. March and April are great months for opportunities with current clients…

  17. Use your ABS Call List Daily! (Min. 1x week)

  18. Capture pains, opportunities, discussion points and more in your ABS Call List • Major changes in business for discussion • Cross-serving opportunities • Any pains • COI introductions • Depth efforts • Breadth efforts • And more….

  19. Building your Action Plan

  20. Can you do one client marketing activity a week? • ABS Call List 1/week!* • Cross-serving opportunity • Issue/challenge • Major change in their business • Connection opportunity • Anything worth talking about 20

  21. Resources • www.kueselconsulting.com/KEBminute • Slides • Tools • Subscribe to my monthly blog too!

  22. CPE Credit Reminder • If you’re not in a room with others and can’t sign-in traditionally, email Sue Nold with the word “Winter” and that will serve as your CPE sign-in verification for today’s meeting 22

  23. Thank you! For tools, resources, and a monthly blog subscription on marketing, sales, and growth topics go here: www.kueselconsulting.com Or contact Art: art@kueselconsulting.com 312.208.8774

More Related