“Experts sell what they know; advisors create an eager buyer and sell what their whole firm knows.”
No matter how well you retain clients, it’s important to continually add new ones to your portfolio. The benefits are huge and include: gaining access to new and innovative best practices, replacing older clients which may leave, creating new challenges for your staff, and planting the seeds for your future “flagship” client relationships.
The economic impact of a single top relationship can be huge.
Many companies try and solve the new client acquisition challenge with sales training, but that’s only a part of the solution. You attract and convert new clients using a variety of interrelated strategies. You must: