Implementation - Prospect and Client Intelligence
In the initial meeting, prospects are not judging an advisory firm or the products/solutions a company offers. It's not the fancy company charts or investment graphs. Rather, what a prospect is judging is their belief in the individual advisor. Do I like him and can I trust him with managing my family's dreams? Does she seem like a nice person? Is he experienced? Does she genuinely seem interested in my situation and understand me? Being able to connect on a personal level and relate to what the other person cares about is the key to turning prospects into clients, and to building long-term mutually beneficial relationships.
Knowing what's important to your prospects and clients is the key to building trust. It's not some "magic secret" and, in fact, every sales training course and book talks about asking questions so you can better understand what's important. The problem is, in the world of the Internet, prospects and clients have an expectation that you already know many of the basic answers. They expect that you've done your homework. But how do you access meaningful information without having to spend hours on search engines?
Are you a financial enterprise looking to provide incredible value to your advisor clients? Learn about the ActiFi "Know More! Client Relations" program.
ActiFi's Prospect and Client Intelligence Service (ACI) - The Information You Need to Win
ActiFi SVP/CMO Sam Richter has written an award-winning and top selling book (advisors get a 35% discount and free e-tools through ActiFi) and is a renowned international speaker on how to find information and apply it to provide value.
ActiFi has created a special version of his program to help financial advisors find the right information. With it, advisors can create great first impressions and build more meaningful prospect and client relationships.
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ACI training can help you conduct research on your own and provide "Warm Call Tools" to make research easy.
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If you're short on time and/or don't have an assistant, ACI's professional research team can do the work for you. You send us the names, we'll provide you the information.
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"Do It Yourself" Prospect and Client Intelligence
Most advisors (and most people) don't know how to effectively and quickly find information and then use it to provide value and a higher service level. ActiFi's ACI in-person and Webinar training combined with FREE online resources will teach you how to find information on people, companies, and industries and how to use what you find to build deeper, more meaningful relationships.
Advisor Resources for Conducting Prospect and Client Intelligence Include:
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Warm Call Center – FREE for advisors, the Center provides you direct access to the Web's best people, company, and industry information resources along with downloadable guides, best-practice scripts, and more.
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Warm Call Toolbar - FREE for advisors, the Toolbar "bolts onto" your browser and puts the best information sources right at your fingertips. Includes People, Company, and Industry meta-search engines, a search result highlighting tool, and more.
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Take the Cold Book - available to advisors at a 35% discount off of the retail price plus you'll receive three e-gifts. Learn what people think about the book, and then use the ActiFi Discount Link to save.
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Webinar Training - Have ActiFi conduct a personalized training session for your team.
- In-Person Training - Get a customized "Yahoo/Google" or "Put the Relate into Relationship" training session for your firm or larger industry event.
Contact ActiFi to learn more about training programs and how ACI can help you. |
Warm Call Center Screen Shot - Click to Enlarge
Click to Access the FREE Warm Call Center
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Warm Call Toolbar - Click to Enlarge
Click to Download the FREE Warm Call Toolbar
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"We Do It For You" Prospect and Client Intelligence
If you're short on time and/or don't have an assistant, ACI's professional research team can do the work for you. Just send us the names of prospects and clients, and we'll send you back a one page dossier of information about the person, their company, and their industry that you can use to ensure what you offer is relevant to what the other person cares about.
ActiFi's Professional Prospect and Client Research Services Include:
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Company Information - Learn about your prospect's or client's business, its size, history, key issues, employees, retirement program, executive compensation, recent news, and more.
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Industry Information - Learn about your prospect's or client's industry, trends and issues, competitors, and more. Use what you find to provide value and engage in meaningful client conversation.
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People Information - Learn about your prospect or client, their education and work history, their hobbies, where they donate and volunteer, their religion, their family, the value of their home, and more.
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List Building - ACI can provide you prospect lists by geography, industry, high-net worth individuals in transition, and more.
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Alert Services - We'll monitor your prospects and clients and send you relevant information about them or their business.
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Sample CRMT Document - Click to Expand
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How it Works:
Each week, you provide a pre-determined number of prospect and client names to the ACI team. By the following week, you'll receive a dossier, a "Customer/Client Research Management Tool" (CRMT) document, on each submitted client or prospect, complete with available information.
For more information on ACI Prospect and Client Intelligence Solutions, contact ActiFi today.
