Not all clients are created equally. Here’s how you can develop a service model based on their differences.
Your clients are already segmented into “As”, “Bs”, and “Cs”, right? If not, you need to do that right now. Once you’ve segmented your clients, you can start to build a service model for helping them.
First, you need identify those clients that get to meet with you individually and have direct access to you. Those are usually the “A” clients.
“B” clients should have access to you as well, but maybe introduce them to a staff member or junior associate if you have one. They will have access to you, but their first point of contact will be someone else on staff.
“C” clients shouldn’t have any access to you. Again, if you have a junior associate, this is a logical place to put them. If you don’t, you need to determine whether or not the client is worth you and your staff’s time.
"Very few reps are willing to let all of those “C” clients go."
In all my years of coaching, I have found very few reps that are willing to fire those “C” clients. They can’t quite pull the trigger. If you can’t either, it’s not the end of the world. However, you should look into a technological solution like Orange or Moneyguidepro to see if investing in them might be able to lighten some of your workload.
If you have any questions for me, don’t hesitate to give me a call or send me an email. I would love to hear from you.