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folks, as you know, the consulting business is based on trust. We
worked with many of you and helped you to improve your
your revenues, improve your operations. Some
of you have made dramatic
shifts in direction others have seen
your businesses expand by a factor of 10.
We hope that we have
earned your trust.
we grow our business, we are looking for owners, like you, that want
make a difference in the world, have a sense of mission and
want to have meaningful discussions with them about
their future of their
businesses and, possibly, how we might
help them achieve those objectives.
If you know of companies
like these, will you share the names of those
how often do you or your sales folks ask current clients for
their networks of potential clients? Do you measure
it? Do you set targets?
there are effective and less effective ways to ask – but, if you
ask, the results are quite predictable. When you have a
the ask is quite easy.
leads you get from a referral are so much better than any other
you’ll get – they have been qualified by a current
customer who knows what
you do and likely knows what the
referred company is looking for.
I recommend........that you set a referral request target for your
team – and possibly for all customer facing people
technicians etc.) in fact anyone who has a
trusting relationship with clients.
One a week, three a month –
whatever makes sense - and is sustainable.
what gets measured gets done.
you let me know how you make out?