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March 17, 2017 Presented by Art Kuesel

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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! For tools, resources, and a monthly blog subscription on marketing, sales, and growth topics go here: Or contact Art:


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