BRX Pro Tip: Client Nurture Transcript
Stone Payton: [00:00:00] And we are back with Business RadioX Studio Partner Pro Tips. Lee Kantor and Stone Payton here with you. Lee, we talk a lot about accelerating new relationships. What about nurturing existing clients? This is a great platform for that as well. Yeah?
Lee Kantor: [00:00:16] I can make a case that, for a lot of companies, just doing this part is a great way to grow their business because it’ll keep their clients longer, and it will open up the door for a lot of referrals. Just by having your existing clients come on to tell their stories shows you care, and that the sponsor really wants to serve them more than just doing whatever it is that they do for them in their business. How many other vendors offer a client an opportunity to tell their story and to get the word out about the good work they do? It’s just very difficult.
Lee Kantor: [00:00:48] And this platform allows those kind of conversations to take place. When you interview your client, and you get them to really kind of dig deep and tell their story, that client may be revealing things to you that can help you serve them more. They may be revealing things to you that can help them know more about you. So, it’s a great way to kind of deepen the relationship in a very elegant non-salesy. And I think a lot of sponsors neglect this. And it’s an easy way to get going, and it’s an easy way to keep that client another six months, another year because they reached out and offered them this opportunity to tell their story.
Stone Payton: [00:01:27] And I’ll tell you from a very tactical perspective, in terms of marketing, what we do to prospective underwriters, clients, sponsors, a lot of these firms consider themselves to be very elegant, and they very much do not want to be very salesy at all. And they’re pretty darn skeptical about building new relationships because they haven’t had that much success in the past, but they resonate with, identify, and can actually visualize using this to nurture clients. So, with that type of prospect, this is where you want to put a little bit more weight in articulating your value proposition, I think.