"Going Beyond The Sale, How adding value to your clients will boost your success" by Ari Galperin, Managing Partner of Provident Advisor Group
Everyone who is successful in what they do knows how to sell their product/service. But how do you truly enhance client retention, create referrals and increase sales? Deliver value beyond the sale. Ari Galperin will share ideas and concepts about how the "value-added proposition" will better differentiate yourself from the competition and provide clients who will stay longer with you.
What you will learn:
* How to become the post-sale follow up champion
Basically talk about how to follow up with the 4 social styles. Who should get a personal phone call (amiable) Who should get a card (expressive) Who should get an article (analytical) who should get a brief, detailed, solution-oriented email (Driver)?
* Position yourself as the person of value (go/to person)
* Sell to earn referrals... If you are valuable, make sure that your customers share the word! Have the referral conversation before you close the deal. Make customer understand that your goal is to earn their referral not just their business.
As the son of a financial consultant who emigrated from the former Soviet Union, Ari Galperin grew up with a keen understanding of the value associated with hard work and saving. At an early age, Ari expressed interest in finances and carried this interest through his education at Case Western Reserve University (CWRU) where he obtained his degree in Finance and Entrepreneurship. It was during his time at CWRU that Ari Galperin developed a passion for working with small and mid-sized business owners.
After graduating from college, Ari followed in his father’s footsteps and joined him in his financial services practice. It was while working with his father that Ari realized that small to mid-sized business owners had to work both IN their business as well as ON their business. As a result, Ari found small business owners are generally ill-equipped to effectively manage their “back office” because they were so focused on performing the service or selling the product that their business offers. Ari also found that small to mid-sized business owners pay as much as 40% more for the same services that large businesses receive. As a result, most small to mid-sized business owners were struggling to draw a profit from their companies. Ari realized that if he could find ways for small and mid-sized business owners to have someone manage their back office, they could be more productive and profitable. Ari also realized that if small businesses could band together, their combined purchasing power could rival that of larger companies.
It was from this realization that Provident Advisor Group was born. Ari Galperin began by putting together a model of all the basic financial costs that business owners have to pay. The obvious costs were the ones that Ari was already familiar with such as life, accident and health insurances. However, one service that consistently stood out was credit card processing. Ari found that most small and mid-sized business owners did not understand the fees associated with their credit card processing and there was nobody who could actually represent them in reducing the costs associated with this service. As a result, most of the business owners he met were grossly overpaying for their credit card processing services.
Frustrated by how much credit card acceptance services were costing his clients, Ari sought ways to decrease the fees associated with taking credit cards as a form of payment. Then, at the height of the Great Recession in 2010, Ari found himself in the right place at the right time. Recent legislation that was passed along with the poor economy resulted in many of the companies who sell merchant services being forced to sell their books to larger banks or simply go out of business.
Seeing this as an opportunity, Ari began approaching the credit card processors and began negotiating wholesale deals with them on behalf of his entire clientele, using their collective buying power to get a reduced cost. He then continued to go from bank to bank, trying to get a lower cost. In doing so, Ari realized that nobody else was going directly to the processor on behalf of small business owners like he was. Ari then started going to other businesses who were not his clients, offering to reduce their costs. Slowly Ari’s clientele began to grow and today, Provident Advisor Group continues to be one of the only companies that represents its clients and shops the market for credit card processing but other services in this manner.
Provident Advisor Group now offers more than just financial services. Provident Advisor Group now operates as a holistic business back-office solutions provider that not only helps reduce costs but also helps increase the revenue of small businesses through a range of services that range from insurance to web design and marketing.
Ari Galperin continues to work hard on finding new ways to save money and increasing revenues of small to mid-sized business owners. When not working to advocate for small business owners, Ari enjoys spending time with his wife and three young boys which he hopes will one day follow in his footsteps and continue to work on behalf of small business owners all across America.
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