I’ll never forget the conversation I had with a client and friend of mine recently - a senior sales and service leader in the jumbo Retirement space. We had connected after a successful run with a start up. I asked the fated question – “so what’s the burning platform for your sales and client relationship strategy?” Answer: “We can’t afford to lose just one client…” So immediately in my mind I started thinking about what losing just one client would look like, who would be affected, etc. Then I snapped out of it and thought about what could be done to bullet proof all relationships – from best to at-risk.
While it will always be about anticipating ways to create value, it’s more than that.
The best relationship managers serve as a consultant to the client, delivering not just new products and services, but working to ensure client DELIGHT, loyalty and increased profitability for both parties. These often include service offerings beyond defined contribution, such as payroll services and personal investing services.
Here's a short list of other ways Relationship Managers are “Meaning More” to plan sponsors:
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Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.