Improving Client and Prospect Engagement in 2018

December 1, 2017

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We spent last month discussing how you can help prepare your clients for 2018. Today, we’d like to provide you with some tips that will enable you to better engage your clients and prospects heading into the new year.

While, of course, it’s important to grow your business, it’s equally important to retain the clients you already have. In such a competitive field, simply servicing your clients’ needs and not going above and beyond will no longer cut it. You need to serve in more of a consultative role to get ahead of your competition in the market. Luckily, there are many ways that you can add value to these relationships and build new ones. Here are a few to get you started off on the right foot in 2018:

  • Educate yourself on the issues that have an impact on your clients’ business. Showing that you understand what’s keeping them up at night, and helping them tackle those problems, goes a long way toward building lasting relationships. And, actively engaging in problem solving with your clients and prospects builds rapport.
  • Be dependable in meeting with your clients and prospects to learn more about their business. Consistent habits lead to consistent results. Don’t just throw a cookie-cutter plan at them once a year and never touch base until next year’s open enrollment rolls around. Take them out for coffee or lunch. Check in several times a year to answer any questions they might have. Become someone they can rely on to show up and do what you say you’re going to do.
  • Connect your clients to your network of trusted business partners who can help them solve other business challenges. You can be a welcome bridge to other service providers, such as financial advisors, technology providers, accountants, banking services, etc.
  • Employees are your clients’ largest asset… and their biggest compliance risk. Make sure you are connecting with them on how to continue to nurture that asset. Retaining and engaging employees is an ongoing challenge for most businesses. So, when it comes to their benefits plan, help your clients develop a comprehensive communications program that is customized for their employee base. For example: When you know your clients’ employees are largely field-based and don’t use computers, suggesting that they use direct mail to communicate benefits program updates and changes shows you’re paying attention.
  • Request regular feedback from clients so you can make ongoing improvements. Sending out periodic surveys or simply asking, “Hey, how am I doing?” goes a long way toward building a solid relationship with your clients.

Paycor has the resources to you help bring important issues to light with your clients and prospects. When you educate your clients and prospects on the latest trends on issues impacting their business you build a solid partnership, enabling you to stand out from the crowd.

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