TRUST - The hassle free way to cross-sell your services
26 October 2006 ::
Practice Management
If your firm needs to increase its fees, improve its cross-selling
abilities and help to improve clients’ profitability, then TRUST is
the answer!
Working with the ReNew Group, SWAT brings to the market place a new, simple,
yet effective way of cross-selling your services to both clients and potential
clients.
With TRUST you can:
- Increase fee income and profitability without the need for a ‘hard
sell’.
- Link your services directly to the needs of your clients,
without using a lot of chargeable time to do so.
- Create the impression
of a proactive firm that actively wants to help its clients increase their
wealth.
The hardest part of your business is understanding what your clients
want, then providing them with the services to help them achieve their
goals. However, clients aren’t always so ‘forthcoming’ with
their requirements or aspirations; getting this information from them
can take up a considerable amount of your time.
What if you didn’t have to spend hours ‘probing’ your
clients for information? What if they simply handed you a report, outlining
all their business goals and aspirations, as well as identifying in what
areas they’d benefit from additional support from you? Just think
how much simpler life would be! |
Essentially, TRUST is an automated sales
function that can generate extra business for you. |
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How can TRUST help?
TRUST is an on-line assessment for businesses and individuals that can tell
you what they need, what their short and long term objectives are, and in
what areas they need additional support to help them get there. It enables
you to recommend additional services that you can provide to help them fulfil
their objectives, thereby cross-selling your services, generating
more business and increasing your profitability – all with
very little involvement
from you!
The result? A happy client who’s benefiting from your support to help
them meet their goals, and an accountant who’s proactively developing
the client relationship whilst increasing fee income.
How does it work?
TRUST is a website application and ‘sits’ on your firm’s
own website where both clients and prospects can access it. The on-line assessment
can be branded to fit in with your corporate identity, thereby creating a professional
image.
When accessing TRUST, users choose from one or more of the available modules:
- Business: Strategic Issues - covering leadership and vision; business
performance review; key ratios and trends; what-if analysis; business benchmarking;
marketing and customer service; retirement and succession planning; and human
resources.
- Business: Operations and Management - covering systems and
procedures; financial management; budgeting and cash flow forecasting; outsourcing;
taxation;
and business compliance and administration.
- Individual - covering
personal goals and aspirations; family; saving and investing; mortgages,
loans and other borrowings; insurances and asset
protection; taxation planning; retirement planning and estate planning.
Depending on the client’s responses, TRUST automatically tailors
further questions that either delve deeper into a particular issue or
move onto a different area. The process takes between 30 and 60 minutes
to complete (depending on the answers given), and the user can stop at
any time and then return to it later.
Its aim is to identify in which areas your clients would benefit
from additional support from you, and then to recommend various services
you can offer, to help them meet their needs and achieve their business
goals. |
As soon as TRUST is loaded on your website,
it can start earning you money straightaway!
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You will receive notification when users have logged on, enabling you to keep
track of who’s using the system.
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TRUST can be branded to fit in with your corporate image |
The comprehensive report in Microsoft Word generated by TRUST summarises your
client’s responses and identifies those areas that need to be addressed
in the short and medium term. It recommends objectives they may like to consider
implementing in order to achieve their goals and outlines the key benefits of implementing the recommendations or actions stated. In addition, you can
tailor the report before sending it to the client, allowing you to personalise
it to their circumstances.
TRUST does the hard work. All you need to do is ask for the
business!
And what better way to ask for the business than to meet with your client to
discuss the contents of his/her report, and elaborate on the various ways in
which you can help them to meet their current and future needs?
Marketing Support to promote TRUST
Your practice can increase its fee earning potential either by cross-selling
services to existing clients, or by attracting new clients to the practice.
In both cases TRUST can help you because it comes complete with a range of
marketing tools to help you target both clients and prospects. The marketing
package includes:
- Sample letters each containing a different message depending on which
group you’re targeting.
- Telemarketing scripts to help you structure phone calls aimed at encouraging
clients and/or prospects to use your new business advice service.
- A sample press release to help you raise awareness of this new service
you now offer.
- Email templates to encourage firms to use TRUST.
- Annual reminder templates to prompt your clients to re-do the assessment
to ensure their business objectives are being met.
Let TRUST do all the hard work for you.
By implementing the TRUST assessor on your website you are giving your practice
an easy way to:
- Identify your clients’ current and future business objectives
- Recommend various services that you provide, to help your clients fulfil
their business goals
- Generate more business for you
- Cross-sell your services
- Enable you to spend more contact time with your clients
- Save you hours upon hours of chargeable time
How much does TRUST cost?
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