LONDON, ENGLAND - DECEMBER 02: A staff member stands in a projection of live data feeds from (L-R) ... [+]
Data-driven marketing offers incredible benefits for the wealth management industry – but it's essential to proceed with just a bit of caution when getting started, or shall we say, a pinch of salt.
The financial services industry is not known for its nimbleness. Yes, that's changing with ever- evolving fintech, including digitization and AI. But even in 2024, relationship managers are still spending almost two-thirds of their time on non-revenue generating activities due to a lack of automation (McKinsey). Between legacy IT systems and manual processes (yes, spreadsheets), there's little time left for growing the business. Furthermore, profitability is decreasing with high-net-worth client clientele –even though wealth in this segment is up more than 70% over the last 15 years.
With data-driven marketing, wealth managers can scale their traditional white-glove approach to client service to create more efficiency and free up time for more revenue-generating work. But before racing headlong into the dataverse, a bit of caution is advised, as with any powerful tool, data-driven marketing comes with its own set of risks and pitfalls.
Take the Long View
The first imperatives in adopting a data-driven marketing strategy are to ensure the proper mindset, establish a robust data infrastructure and remember what's in it for the client. The infrastructure must support data integration from various sources, such as CRM systems, portfolio management tools, and digital interactions, and ensure accuracy, consistency, and security, which is crucial for reliable insights and regulatory compliance. For the mindset - data needs to be central to the firm's strategy – which often means a significant shift in thinking (easier said than done sometimes). Focusing on what's in this for the client is also vital. The goal is to scale the white-glove service, not replace it with generic automated communications and touchpoints.
With the proper foundation, data governance policies, and data-centric mindset, wealth management firms can leverage their data to deliver tailored customer experiences, more effectively target new clients, and scale their business rapidly.
Improved Customer Segmentation and Targeting
Data-driven marketing gives wealth managers invaluable insights into client behavior, preferences, and needs. These insights enable more precise client segmentation and allow for the more accurate targeting of marketing efforts, ensuring that the right message reaches the right audience at the right time, thus increasing the effectiveness of marketing campaigns—and targeted marketing efforts. And, in a world inundated with generic messages, personalization is the key to standing out from the crowd.
More Effective Client Acquisition and Retention
Data-driven marketing is an excellent way to identify and acquire high-value clients effectively. Don't forget, we're right smack in the middle of the great wealth transfer, and research shows that more than a third of that money will likely not stay in the banks where it's currently being held. By analyzing data on client demographics, behaviors, and preferences, companies can identify potential clients who are most likely to benefit from their services- both today and in the future -and tailor their marketing efforts accordingly.
Scalability and ROI
With the correct data, companies can easily track and measure their marketing campaigns' performance more accurately. By analyzing marketing metrics such as client acquisition costs, conversion rates and ROI, companies can identify which marketing strategies are most effective and tailor their marketing spend accordingly.
And scalability? Remember, RMs spend almost three-quarters of their time on paperwork. Leveraging data helps quickly identify opportunities and target potential clients more effectively. This approach allows for scalable growth without relying solely on traditional, labor- intensive methods and frees up some of that non-revenue-generating time for, you guessed it, generating revenue.
