How To Identify Referral Champions For Your Business
Six years ago I received a referral to a private client who engaged my services and continues to do so to this day. On a regular basis the client will telephone and explain that there is someone they would like me to meet who could…
How to give and receive referrals in your business
A dragon’s den style event for charity – what a mad idea! Five small community charities were invited to a private client bank where they were each given the opportunity to present to a room full of wealthy and generous guests. At the end of…
Understanding your client’s business
A marketing director at a blue-chip company told me once that he wanted to feel that he was getting some of his agency’s ‘shower time’. In other words, even in the shower, they were still thinking about his business. Clients actually want more than that,…
How to build your business through referral relationships
When I first started out in business I remember the extraordinary generosity of a friend called Charlie. I had clarity about what I wanted to do in business I just needed to find my first group of clients. Over lunch I was telling Charlie about…
Can service providers gain profitable new business without pitching?
High pitch costs often far exceed potential profits from a new client in year one. Today, clients ask more companies to present ideas without willingly paying fees for the efforts. What if a client could be won without pitching and pitch costs were re-invested in…