"Fabulous!" That was the simple answer I received from Sandra last week. She is the owner of a successful financial services business which turns over $13 million each year. She had responded to my question about how she found the new way of working I had introduced her to. "It sounded obvious to me when you showed me. But, it is very satisfying to see it actually work in practise. We've stopped selling. And we are now getting more business than ever."
Her eyes mirrored her delight. It was like she was back at school and had just received an A plus for business strategy. What she had done over the last 7 months was not "brain surgery". She had simply implemented an outstanding referral management process. The first step, all those months ago, was the realisation that her business relied 100% on referrals to grow her practise. The bonus was that she could pick and choose her new clients - the process she used automatically filtered out clients she could not assist or that were not right for her business.
What Sandra experienced is true for any professional services business that depends on referrals. In fact, any B2B business can implement great referral management techniques to boost their new business growth. The key is to implement some changes to the way the professional does their networking. The whole approach to developing great referrals can be counter-intuitive for people that are used to "selling" . The techniques to get a partner business to recommend you are very different to what most people assume in the traditional sales process.
Sandra decided to engage with me as soon as I showed her the first of several steps to grow any business through effective referral management. "Sandra, the first step is to develop a brief and clear statement of why someone should refer you. Then, everyone you meet that has a capacity to refer you should become acquainted with this. Put it on the back of your business card, if you like. Put it on your website. Leave it as a simple flyer if you like. The trick is to not talk about yourself but how other clients have benefited from your contribution." There are a few other things you must do, but this is the first and most important.
"Let me show you. Here is my profile" I said. She read mine and she began to reflect on her business and I then introduced her business to the other changes she could make.
If you have a business that could benefit from more referrals, let's talk. This is why:
Reasons to refer Chris to trusted business owners or leaders in your business network:
Chris works with organisations of all sizes. He assists business owners and leaders to profitably grow their business. He often starts by first understanding a business and identifying any gaps in the customer areas like sales, marketing, business development and services. He may begin with a small improvement activity. He works across many industries because the industry is often not as important as the new expertise he brings.
Most business owners struggle with things like business strategy, people leadership, developing new markets or increasing their new business sales. After optimising the business strategy, Chris will work side-by-side with the business owner within a business to take it to new heights. He might recruit new people, train and coach existing employees or develop new ways of working that help a business to turn around or expand into new areas. Sometimes, a business needs to be prepared for a sale or a succession event.
For B2B and professional services businesses he will often introduce them to the "Value Encounter" way of working so that the business can generate many times more referrals than before, substantially growing sales and business.
For B2C businesses, Chris will often focus on their marketing and digital strategies or their supply processes... how they engage with their customers and distribution partners.
Every business and business owner is different. They have different needs, wants and strategies. So, Chris will fine tune the approach to suit the outcomes desired. It all starts with a simple, no cost coffee meeting. There is always something of value that comes from this first encounter for the business owner.
Why engage with Chris? So you can more easily achieve your future business objectives.