Are you tired of playing the waiting game with your clients? 

As a business advisor, it’s time to take charge and proactively engage with them. By doing so, you’ll not only deepen your understanding of their goals and challenges, but also build stronger relationships and stay ahead of industry trends. What kind of advisor are you? Read our recent blog post on Proactive vs. Passive Advisors and take the first step in becoming an indispensable asset to your clientele.

Let’s turn the tables, check out these tips for effective, proactive engagement now!

Proactive client engagement is the process of regularly interacting with your clients in order to:

• Understand their business and personal goals.
• Identify and address potential issues.
• Nurture strong relationships.
• Stay informed about industry trends and changes. 

By engaging proactively, you can provide valuable guidance and support that can help them achieve their desired exit goals.

Benefits of Proactive Client Engagement:

One of the primary benefits of proactive client engagement is that it allows you to identify and address potential issues early on. For example, if you as the advisor notice that a client’s business is struggling financially, you can help them develop a business plan to grow value and determine potential exit strategy options. 

Another benefit of proactive client engagement is that it allows you to develop a deeper understanding of your client’s business and personal goals. This can be incredibly valuable when it comes to a business exit, as you will have a clear understanding of what your client hopes to accomplish. In the Exit Planning world, the ability to create a customized Exit Plan tailored to your client’s specific needs and objectives is essential to becoming an indispensable business advisor. 

Engaging regularly and proactively also allows you to build stronger relationships with your clients. Regularly interact with your core clients to establish trust and demonstrate your commitment to their success. This can lead to long-term loyalty and repeat business, as well as positive word-of-mouth referrals. 

Finally, proactive client engagement can help you stay ahead of industry trends and shifts. By staying informed about the latest developments in your client’s industry, you can help them navigate changes in the marketplace and adapt. Ultimately, assisting your client in staying competitive to achieve a successful business exit should be a top priority as an advisor.

Tips:

So, how can you effectively engage with your clients proactively? Here are a few tips:

• Plan regular check-ins: Set aside time to check in with your clients on a regular basis, such as monthly, quarterly, or even yearly. During these check-ins, discuss their business and personal goals, as well as any challenges they may be facing.
• Be an active listener: Serve as a sounding board for your clients. Listen attentively to their concerns and provide advice when appropriate. Encourage open communication and be open to receiving feedback.
• Keep your clients informed: Share relevant information with your clients. This could include industry news, trends, and best practices. By staying informed about the latest developments in their industry, you can help them navigate shifts in the marketplace and adapt to new technologies. Download our latest Business Owner Survey to stay up to date!
• Provide valuable resources: Offer value to your clients, such as access to resources, training, and experts. Equip your client with the tools and information they need to succeed, so you can help them achieve their desired outcome. 
• Follow up: After each check-in, be sure to follow up with your clients via email or call. Summarize what was discussed and highlight any action items that need to be taken. This will ensure that your clients are on track to achieve their goals, and any issues can be addressed in a timely manner.

Proactive client engagement is not just a one-time event, but should be an ongoing process to ensure the best outcome for your client. Building trust and understanding with your clients is key to long-term success.

To recap, proactive client engagement allows you as the advisor to address potential issues in the Exit Planning Process early on, develop a deeper understanding of your clients’ goals, build stronger relations, and stay ahead of industry trends. Incorporate proactive engagement into your practice process and become an invaluable business advisor to your clients!