Client-Centered Referrals
Client-Centered Referrals
As I discuss in my book, Power Up Your Profits, whenever you have a client in common with another service provider, it’s logical to get acquainted with that person so you can coordinate serving the client. We find lawyers, bankers, bonding agents, and insurance brokers among the best. They are open to you and will readily meet with you because of your joint client.
One large consulting firm uses this approach almost exclusively to add new clients. For every client they have, there are often four or five other professionals they can contact. And often they have multiple clients in common, creating a stronger tie.
Referrals Help Your Clients and Prospects
Referrals are not just for your benefit. Clients want informed referrals to resources that can help them too. When you have cross-referral arrangements with other service providers, you add greater depth to your clients’ bus
iness support teams. Together you create a "group" that is a more complete organization to serve each customer better.Your prospects would prefer to hear about you from someone they trust and who has their best interests at heart. By setting up referral arrangements, you are helping your clients by strengthening their business advisors.
Conclusion
Getting more referrals is logical and easy. You should first create awareness of your most apparent referral sources. Secondly, create a simple action plan with a timetable for completion. Then stay in touch so that you remain “front in their mind” when they consider other quality professionals. If you concentrate on referrals, you will be successful and they will be your most valuable source of new business.
Proactive
service may require a little extra work over just responding to client
requests; however, it will create a big return on your investment of
thought and time. You’ll reap the benefits in better relationships and
deeper client loyalty.