Date post: | 30-Dec-2015 |
Category: |
Documents |
Upload: | calvin-wilcox |
View: | 223 times |
Download: | 1 times |
Manage Referrals Effectively
2
Agenda
• Define your process for handling referrals and developing relationships with leads
• Be prepared when asking for referrals
• Use Internet tools to conduct market research on clients, prospects and competitors
• Prepare effectively for meetings with prospective clients
• Encourage your entire team to take responsibility for finding new clients
• Create a client advisory board and prepare for your first meeting
3
Define Your Process For Handling Referrals And Leads
Identify the lead and collect background information
Contact each lead and attempt to schedule an initial meeting
Define action steps to be followed when the lead says “yes,” “no,” or “maybe” – if “yes,” send an invitation to the lead confirming the time and location
If “maybe” or “no,” send a “nice to meet you” email
Prepare for, conduct, and follow up on the initial meeting as you would with any lead
Identify opportunities based on the lead’s needs and add him or her to your sales pipeline report
4
Define Your Process for Handling Referrals and Leads
5
Be Prepared When Asking For Referrals
Know why you are asking for the referral
Share the definition of your ideal client and how you help them
Define, document, and communicate your process for handling referrals
6
Best Practices When Asking For Referrals
Use a script or agenda the first few times
Gather background on the lead from the client
Ask for a warm introduction and arrange to contact the lead
Share your process for handling referrals
Use storytelling to guide the conversation where appropriate
Thank your client
Track activity in your pipeline
7
Use Internet Tools To Conduct Market Research
• Understand more about who your client or prospect is and what matters to him or her.
• Build a profile of a prospect’s industry or company to show in-depth understanding and knowledge of the prospect's particular needs and challenges.
• Research a competitor's strengths and weaknesses (via website, published articles, etc.) to better position yourself and your practice when seeking to win new clients.
• Research industry trends for key clients and report back to them to proactively show your interest in and your knowledge of their specific operating environment.
• Access information on a key individual within a company you are seeking to work with.
8
Resources For Conducting Market Research
• Warm Call Center
• AlertMix
• Google, including Google Alerts
• Pipl
• Glassdoor
• ZoomInfo
9
Prepare Effectively For Meetings With Prospects
Do your research: recent news, background, industry/position, volunteer activities
Create an agenda in advance
Be able to describe what type of client you are looking for, and describe your services
Listen for the prospect’s goals, priorities, pain points, and needs
Define next steps together
Follow up as agreed
10
Enlist Your Team In Finding New Clients -- Why
They know what you do for clients
They can vouch for your character
They know people you don’t know, who need what you do
They will feel more involved and included
11
Enlist Your Team In Finding New Clients -- How
Include business development activities in job descriptions (making calls to prospects, community involvement, etc.)
Provide continuing education
Offer incentives or bonuses related to getting referrals and acquiring new clients
Publicly celebrate successes
Create A Client Advisory Board
Goals:
• Solicit feedback to improve your practice
• Deepen relationships with board members
Tips:
• Regular or one-off (focus group)
• Consider facilitation
• Develop objectives and a charter
• Identify your “dream team”
• Schedule your first meeting
All Rights Reserved to ActiFi
12
Schedule Your First Client Advisory Board Meeting
• Plan the logistics
• Create an agenda and share it in advance
o Include questions to consider
• Prepare materials
• Follow up after the meeting with a thank-you note and a call
All Rights Reserved to ActiFi
13
THE BEST QUESTION YOU CAN ASK:
“How would you describe what it is that we do?”
Questions?