Transforming customers into advocates

According to a survey by CEG Worldwide and Patricia J. Abram's list published in Research magazine, potential advocates look for six things in their preferred investor:

1. Character – Advocates look for integrity in advisors. When it stands up to tests, their loyalty increases.
2. Chemistry – This is essential. For advocates, either it's there or it's not.
3. Client-first attitude – Advocates want to know what you can do for them.
4. Competence – Advisors who know what they are talking about and can show that to clients will succeed in building advocacy.
5. Cost-effectiveness – Advocates will pay more for services if they can see they are getting their money's worth.
6. Consultative approach – Be a partner with advocates, not overbearing. Treating them as an equal will be mutually beneficial.

Taking clients from customers to advocates takes practice, dedication, and integrity. But with each one you gain, you'll see an unprecedented boon to your business.