Most of the best clients are those who rang up out of the blue one day to say, ‘I’ve been talking to Fred. He suggested you could help me’.
Fred is someone whom your future client knows, likes and trusts. Fred also has:
- a reasonable understanding of what you do
- and he has reasonable confidence in your integrity as a business person (not just as a professional).
So, how many Freds do you know? How often does each deliver you a client?
What if you knew who all your Freds were?
What if you knew (rather than just hoped) that each Fred had some understanding of what you do and was confident in your integrity as a professional?
What if you could get business from other people whom you already know, and who like and trust you, but who don’t currently send you clients for any number of reasons?
What if you could get business from people whom you don’t yet know?
What if you could talk about Fred to your contacts in a way which might generate clients for him (thus motivating him hugely to carry on doing it for you)?
2 Getting the most from your Freds
Getting clients by referral from others will only ever generate a small fraction of the business you could get unless you use an informed systematic (and tried and tested) approach which addresses the points above.
But is there such an informed systematic approach?
Yes. Organisations such as Asentiv teach how to do it. It is normally referred to as ‘referral marketing’.
3 Why the Network better programme works
The programme recognises that many professionals are reluctant to ‘network’ with a random group of strangers in a poorly organised event. So are we.
And, we know that many professionals have a full address book but are unsure how to make use of it to grow their firm.
That’s why the Network better programme enables professionals to develop their business by tapping into their existing relationships.
It helps you to make use of the people you already know. It takes away the randomness of ‘networking’. If you need more contacts than your network appears to provide, we show you how to find them and form relationships with them, too.
People only learn when they are in their feelings. Giving people an experience is a good way of doing this. That’s why our programme has two strands of workshops and events.
And, people only decide to change their approach when they are in their feelings. That’s why this isn’t ‘chalk and talk’. It’s an experiential programme.