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Insider’s Guide To Landing High-Paying Clients: Meet The NavSTAR Client Acquisition System
All I ask is a tall ship and a star to steer her by.
Poet John Masefield
Quit being reactive in your client acquisition efforts. Start being proactive.
A proactive system enables trusted advisors to generate a significant, predictable, and sustainable book of business. Proactive client acquisition can systematically produce results when applied correctly and managed scientifically.
The main message of this book is this: client acquisition is a science that must be artfully executed, especially by trusted advisors. Like any other science, there are scientific client acquisition principles to follow.
Much like in the field of medicine, there needs to be a diagnosis before a prescription. The diagnosis, while artfully detected, is based on a body of knowledge. After a prescription, there needs to be intense monitoring of the patient. In medicine, they call it the vital signs. In client acquisition, we call it the key performance indicators (KPIs).
Here is the good news. The dream of creating a client acquisition system that will generate significant, predictable, and sustainable book-of-business growth is obtainable; however, you must try to learn how other successful trusted advisors have done it and then apply that knowledge.
The Added Benefits
The primary benefit of adopting a proactive and systematic approach is to generate significant, predictable, and sustainable book-of-business growth. Here is a rundown of the other key benefits:
Shorter Client Acquisition Cycle. There is an adage in business development that time kills deals. The longer a deal takes to close, the less likely it will actually close. The NavSTAR Client Acquisition System seeks to close more deals by shortening the buying process.
Higher Lead-To-New-Client Conversion Rates. Leads are like at bats in baseball. Increasing your batting average means converting more of the leads into new clients. Small increases in conversion rates can have a huge impact on gross income and net personal income growth.
More Upselling And Cross-Selling Opportunities. The NavSTAR Client Acquisition System helps trusted advisors focus on the number of deals. Increasing the number of transactions can significantly affect gross income and net personal income growth.
Larger T
