It’s time for the weekly tip. This week we have something else in store for the brokers and we are very excited about this. Hopefully, you will like what we have to say and maybe implement our main points of how to study your prospects.
As brokers, you need to care about your clients because they are the traders who bring you your commission. Let’s say that you’ve come to the point when the size of your network is so big that you cannot control it 24/7. If that’s the case then what do you do next? How do you get the wheel back in your hands? If you take the time to study your clients you will know how to answer the question. And to do this you will need a nicely developed time-managed plan of how to be with your clients for as long as possible.
I’d like to share with you the top 3 most commonly used methods of doing this.
Gain behavioral insight
Most of the people who first become brokers or sales agents don’t know their customers the way they should. They simply assume what the clients want. But that’s a wrong approach. The moment you start spreading your network you need to gain customer behavioral insight. Now, how do you do this? First, you need to communicate with them through as many channels as you can: phone, in-person, video conference, live demo… Attending an event where you can observe your prospects and watch their buying or social activities is even a better idea. Then, search for their past buying and selling habits and look into their behavior while doing business in the past. Finally, what seems to be working the most is gathering all the data you can find on their social media accounts and see how do they behave online. Once you do this, it will be much easier for you to have an insight of their mindset and learn how do they seal the deal.
Maintain the client lifecycle
Your client lifecycle determines the length and nature of your relationship with the client. You are now a broker and for brokers, that means that you need to make that lifecycle as long and prosperous as possible. How do you do that? By enhancing your customer’s journey in buying your services. What you offer your clients is the possibility of buying stocks at a low initial price (with the release of the IPO) as well as giving them advice and tips on how to make more bitfames on our platform. To keep them coming back for your services you need to be their person and offer them something different every time.This is how you’ll extend the relationship beyond a single bitfame purchase.
I’m sure you all know that a database is the collection of all the necessary information related to a certain target group. In this case, it is preferable to create a database for your traders. The most important things to include in it would be your client’s email address, phone number, the links to their social media profiles, their past purchasing habits and pretty much everything you’ve learnt about them e.g. every behavioural insight you’ve got on them, as well as marking down their future preferences on stocks trading areas (sport, fashion, music, arts, politics). Having a database such as this can save you a lot of time, keep your contacts in one place, get you an insight of your sales activities, and provide an impeccable service to all your traders.
There you have it brokers! Stick to these three main points and you’ll never hear your traders complain.