1. March 17, 2017 Presented by Art Kuesel
KEB Marketing Minute Client Relationship Development During Busy Season and the ABS Call List
March 17, 2017
Presented by Art Kuesel

2. Today’s Workshop Marketing Minute Overview Top Client Pains Q1 2017
Your ABS Call List
Your Challenge 2

3. CPE Credit
If you’re not in a room with others or can’t sign-in traditionally, Sue Nold with the word “Winter” and that will serve as your CPE sign-in verification for today’s meeting 3

4. What is the KEB Marketing Minute?
18 Minute “nano-learning”
Virtual
Frequent (monthly)
To the POINT
Personal action required
Group discussion expected at follow-up staff meetings 4

5. Busy Season Marketing is Client Centric

6. “Upgrading” your Touches
Instead of This:
Delivering on time
Sending an …
Call…
Visit face to face…
Courier…
Do the job you were hired for
Thank them for their business
Seeing them at a reception…
Do This:
Deliver early
Call
Visit face to face
Visit plus lunch
Personal Delivery
Introduce new services
Refer someone to them
Make an introduction

7. Client Development Starts with Understanding Client Pains

8. Top Client Pains Trump Tax Plan Cash Flow Competition
Goals Short/Med/Long
Succession Planning
New Markets
Immigration Reform

9. Top Client Pains Staffing Talent Management Regulation Trade
Aggressive Tax Districts
Retirement
M&A

10. Top Client Pains New Products Expansion Growth Cyber Security
Finance Software IT
Globalization
Reporting

11. Top Client Pains Strategic Planning Budgeting/Forecasting Insurance
Cost of Healthcare
Profitability
Access to Capital
Cost Control
Estate Tax

12. That’s a lot of Pain

13. How much is related to our compliance services?

14. How do we help our clients with their top pains?
Ask them about their pains
Listen to their pains
Talk to them about their pains
Help them with their pains
Connect
Introduce
Problem solve
Serve
Feel great about being a “pain reliever”
ENJOY the goodwill++ you’ve created

15. The ABS Call List

16. March and April are great months for opportunities with current clients…

17. Use your ABS Call List Daily! (Min. 1x week)

18. Capture pains, opportunities, discussion points and more in your ABS Call List
Major changes in business for discussion
Cross-serving opportunities
Any pains
COI introductions
Depth efforts
Breadth efforts
And more….

19. Building your Action Plan

20. Can you do one client marketing activity a week?
ABS Call List 1/week!*
Cross-serving opportunity
Issue/challenge
Major change in their business
Connection opportunity
Anything worth talking about 20

21. Resources www.kueselconsulting.com/KEBminute Slides Tools
Subscribe to my monthly blog too!

22. CPE Credit Reminder
If you’re not in a room with others and can’t sign-in traditionally, Sue Nold with the word “Winter” and that will serve as your CPE sign-in verification for today’s meeting 22

23. Thank you!
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