Section 2: Winning new clients

The module teaches Vanguard’s four-part model for evaluating professional advice and the benefits of conducting a customer survey to identify any aspects of the reader’s service offering that could be improved. The reader will also gain a comprehensive understanding of market segmentation and its application in client-base analysis. The module will equip the reader with the knowledge and skills to conduct successful initial client interviews, learning the importance of thorough preparation, structured agendas, open-ended questions and effective communication. In addition, the reader will learn to communicate the value of their services effectively, adapting to the client’s preferences, conveying financial concepts clearly and leveraging technology for impactful presentations with the intention that this leads to pitch success and business growth.





 

On completion of this module, the reader will have the knowledge and skills necessary to effectively segment their client base, evaluating different approaches to this and being able to make informed decisions related to client targeting and service offerings. They should understand Vanguard’s four-part model for evaluating professional advice along with being able to convey the benefits of conducting a customer survey and the ability to interpret the results to improve service customisation and client satisfaction.

When they have finished this module, the reader should have the ability to conduct confident and purposeful initial client interviews, communicate their value proposition, understand client goals and risk tolerance, and create tailored financial plans. They should be able to deliver successful pitches through positive body language and proficiency in communication methods, have the knowledge to convey complex concepts clearly, create visually appealing presentations and align this with their brand messaging.

The reader should feel equipped with the knowledge and skills to evaluate and enhance the value of their service, leading to stronger client relationships and improved business outcomes.