Michael Andersen, vice president, investment advisor with Richardson GMP in Mississauga, explains how to approach client segmentation and the benefits of working with CRM software “Maximizer”. He spoke with Dan Richards, president, Client Insights, at the TMX Broadcast Centre in Toronto.
Segment your pipeline to help you find the right fit
Survey your “A” list and follow up
Here are some steps you can take to gain a greater share of wallet from your current clients
The quality of a client relationship can be more important than the size of the account
Keeping your process manageable increases client loyalty
Delivering consistent service builds client trust
Follow these steps to build your ideal book of business
Dividing clients according to criteria such as age, gender, life-cycle stage and profession can help you develop a book of high-value clients. The key is to identify your preferred clients and determine what they have in common