More and more, financial services organizations are focusing on driving revenue growth by selling more products and services to existing clients.
Compared to the time, cost, and effort to acquire new clients, this approach makes good sense. It is far more cost effective to market to existing clients than to onboard new clients and these opportunities have a higher success rate.
The status quo is about to change, however, as these organizations redefine their enterprise referral model.
This White Paper will discuss some of the following topics:
Cross-sell opportunities abound in large financial services organizations. It’s critical that staff across the enterprise not only recognize these opportunities, but also learn how to gain information at each interaction that can be used to create future referral opportunities.
An excellent client experience must therefore guide every aspect of the referral management process, from asking for referrals at the appropriate time to delivering personalized service at every stage of the referral to maintaining high quality service across all lines of business touched by the client.
Providing all staff with the ability to generate and act on cross-bank referrals is a vital part of any cross-bank referral strategy. For maximum success, however, firms must also incent staff to act upon opportunities.