As humans we all have a “herd” mentality, that is, we like to do things that everyone else is doing – most of us are conformists at heart. We really do believe that there’s safety in numbers. That can be used to your advantage.
The services you offer are intangible. Think about it – if a prospective client is thinking about banking with you, how do they know in advance that it’ll be the right move?
It’s like any other intangible product or service – how can you prove it works? What about testimonials? Do you have clients who would be willing to say that they got added value from your relationships? Obviously, they’d have to remain anonymous so the impact might not be as much as it otherwise would be, but still, it might be the thing that persuades a prospective client to make the right decision.