The post-sale period is exactly the wrong time
to take new clients for granted.
Learning Objectives
By the time you complete this unit, you will:
- Understand how and why proactive service can keep client relationships healthy, increase persistency, position you for additional sales, and generate a steady flow of referrals and introductions.
- Understand the dynamics of client relationships, and why ignoring the difference between "customers" and "clients" can be a costly mistake.
- Know why the post-sale period is the wrong time to take prospective clients for granted, and how following through after the sale can help reduce or eliminate "buyer's remorse."
- Be able to keep in contact with qualified, on-profile prospects who didn't buy from you the first time.
- Be able to conduct effective delivery meetings and plan reviews, which help solidify sales; meet the client's changing needs and wants and objectives; and (in effect) post a guard over your existing business, while setting up the next sale and getting on-profile referrals.
- Learn techniques for turning every contact with clients and policyholders into a prospecting opportunity.
- Be able to plan and manage a highly personalized, profit-oriented, client-building strategy.
- Be able to periodically assess the results of your client-building efforts, while demonstrating to clients that you don't take their relationships for granted.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
