How you can prepare your clients and prospects?
While we need to comply with government regulation and company leadership, there are ways we can prepare and add value for clients and prospects.
Keep clients informed with as much specificity as possible
Work with your company to convey:
Offer Most Common Scenarios in Communications
In our information age, and during a time of great change, clients may need some additional guidance to understand how to apply company policies. Consider the following common client needs.
Add Reopening FAQs to your Website
How many times have you attempted to gain services during the COVID 19 pandemic and vendors do not have any mention of COVID 19 changes in procedures? It is frustrating for existing clients and potential new clients alike.
Offer prospective clients information on your company’s preparedness
A general statement directing prospective clients to the FAQ on your website will provide a contact point, while demonstrating the responsibility and credibility of your company. Take this opportunity to impress!
Create ways for prospective clients to connect with your company
Map out a general timetable for next steps as your company opens up.
Convey timetables and specific ways you can assist to keep the process on track
Show your value by mapping out your new business process and typical prospective client timetables. Discuss possible delays and practical solutions you might facilitate to assist the client. Now is a great time to demonstrate your value and trusted relationship to support clients.
“We recently needed to adjust a life insurance policy to fit new family circumstances. The pandemic hit right in the middle of our application process. We could not schedule the lab work at the appropriate time. Our agent was able to adjust the application dates by delivering applications with signature notations directly to our home. Later, he asked for an exception in underwriting to make the timetables work. We were so grateful and truly now understand the need for a dedicated local agent.”
Assure prospects that you are ready to assist at any step along the way
Provide contact information in every email response or communication. We often see email chains for new business representatives without contact information. Make your accessibility evident in every communication.
To see how early preparation can help you bring in new clients, try the comprehensive “Closing From the Beginning” free module at www.dotsgrow.com/store (insert code TRYDG1 at checkout). This module offers the lifecycle of new business and will allow you to apply concepts to your particular firm on a real time basis.
We are also offering 50% discounts on all other modules, panels and YP annual memberships through the end of May 2020. Select your module or panel from our Store Page, add your email address and insert code SPRING2020.