Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG
Differentiation is more important today than ever before. The speed of technology demands that you constantly adapt and adjust. You can only create real value for your clients by understanding what is important to them.
Think for a moment. What are you doing to position your business as a special, distinctive and compelling solution for your clients and prospects?
Here are 3 critical questions you might want to craft answers to.
1) Why should I do business with you and your company?
Unfortunately, many companies don’t currently have a good answer to that question. Is it because they don’t have a shared mindset or is it because the leadership has not communicated their vision to their employees? If you think about it, how can any company outperform if their own employees can’t articulate why clients and prospects should do business with them? Is your message clear? If not, craft an answer and set yourself apart.
2)What does your company deliver that no one else does?
Oftentimes, how you do your business may be as important as what you do and may position you as unique. A good question to ask as you search for your answer is, “If you went out of business tomorrow, who would miss you and why?” What’s your simple, clear and original one sentence answer?
3) How will you and your company make my life easier?
We live in a world of instant gratification and expected convenience. What are you and your company doing to provide simple solutions to everyday problems? Craft a strategy. Set up a timetable for implementation. Then just execute.
Successful companies today make their clients feel they are with their clients on their journey, side by side in the trenches. Do what you do best as you help others succeed, prosper, grow and develop. Your positive words, especially if they are repeated often, are an investment that will pay off in people’s lives for years to come.
Each of us has an opportunity to use our platforms to impact the world. Try following the following advice from John Wesley:
Do all the good you can,
By all the means you can,
In all the ways you can,
To all the people you can,
For as long as you can.
If you do this, what you accomplish will amaze you!
Mike Sciortino has more than 30 years of experience in the investment management business. Mike speaks at Conferences and writes often about how advisors can differentiate themselves, grow their practice, and improve their lives through time-tested processes. See all of Mike’s stories for CMG Advisor Central. Connect with Mike on LinkedIn.
