Do requests for referrals from clients or colleagues fall on deaf ears? If so it’s time to handcraft your approach.
Make it easy for colleagues and clients (aka referral partners) to send you business. Ask them to keep an eye out for specific situations, projects or emotions signaling a need for your services or products. Take into account potential conversations or comments between your referral partner and prospect that could naturally lead to recommending you. For example:
- Most business owners won’t mention their bottom line, but they may express concerns about obtaining affordable health insurance or paying high taxes. These comments may indicate a need for CPA services or business consulting.
- Newly-promoted executives aren’t known for openly worrying about succeeding in their new position. They may however, discuss departmental politics or management issues with other executives or frustrate the company’s executive team by putting off critical decisions. These conversations and issues may imply a need for executive coaching or mentoring.
Keep your referral request straightforward by focusing just one type of ideal client and not more than two services. If you feel the need to “educate” your referral partner about your services or prospects it means you haven’t crafted your approach based on their profession and point-of-view. Go back and rethink it.
Do you desire client-getting tactics that work? If your answer is” yes!” contact me today at 513-561-2642, or email me at adale@tothepointwriting.net.
This blog was written for the ezine Concise Marketing Advice (CMA). Receive this ezine in your inbox by subscribing to CMA via the sign-up box in the upper left hand corner of this page.
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