The Power of Cross-Sales—How to Do Them Without Being Salesy
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, "My people are still order...
Welcome to the Top 5 Percenter™ Blog
Create a Top 100 Plan that Rocks
Create a “Top 100” plan for an extremely high level of giving and care for those prospects and clients who are most valuable. It’s your insurance policy to retain and grow business with top targets and to create referrals from those people.
Your “Top 100” contact plan should:
- Provide value.
- Be a top-of-mind GIVE plan.
- Expand their knowledge of you—case studies, similar problems with solutions, etc.
Vary the communication approach: Personalized letters stand out. Hand-written cards, books, checklists, info pertaining to finance and other topics, templates, copies of articles, seminar invitations, and phone calls mixed into a variety approach should keep the person knowing you’re thinking of them. Always make sure the accompanying letters are signed personally and addressed to a specific person.
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Several years ago, there was a gentleman who came into our boot camp, and he was an EVP of a bank on the West Coast. He told me that they had hired a firm, spent...