Every time I host a Referral Champions Boot Camp, I walk away with great ideas from the attendees – and the latest camp was no exception. Here are four quick ideas, all of which can lead to more referrals, more clients, and more revenue:
- Meet clients in their space - If you’re accustomed to your clients coming to your office, it’s still a great practice to meet them in their home or office from time to time. Try walking them to their car after a meeting at your office. See how the nature of your conversation changes.
This will give you an opportunity to learn more about them. Because money affects every aspect of their life, what you learn might give rise to new business. At a minimum, you’ll build your business friendship, which supports loyalty and referrals.
- Send summary letters - Providing a brief summary letter or e-mail after your appointment, enhances the client experience by reinforcing loyalty and referability. Where it’s appropriate to have a relationship with the CPA of your more sophisticated or successful clients, get the client’s written permission to copy the CPA with your summary letters. This enhances your referability in the eyes of the CPA.
- Let clients know about the value discussion - This discussion is the cornerstone for asking for referrals. Even if you don’t ask for referrals, check with your clients at most every meeting to make sure the communication is to their liking and your relationship is on solid ground. In confirming the appointment, let the client know that when you get together you’ll be checking in with them. This will prepare them for the conversation, and you’ll usually get more valuable feedback.
- Avoid the “B” word. - Step 3 of our VIPS Method™ is “Get Permission to Brainstorm.” However, some people just don’t find the word “brainstorm” natural in their conversation. Here’s a different approach that you might like to use. After the Value Discussion, tell your client, “I have an idea to run by you. Let’’ see if we can identify a few folks you think should know about the important work I do,” or use similar verbiage.
What are you doing to get more referrals, introductions and appointments, to turn these prospects into new clients? Send me your best practices so I can share them with others. What are your greatest challenges? Send them to me and I’ll do my best to help. My direct e-mail is [email protected].