Manage Referrals Effectively

Agenda Define your process for handling referrals and developing relationships with leads Be prepared when asking for referrals Use Internet tools to conduct market research on clients, prospects and competitors Prepare effectively for meetings with prospective clients Encourage your entire team to take responsibility for finding new clients Create a client advisory board and prepare for your first meeting 2

Define Your Process For Handling Referrals And Leads Identify the lead and collect background information Contact each lead and attempt to schedule an initial meeting Define action steps to be followed when the lead says “yes,” “no,” or “maybe” – if “yes,” send an invitation to the lead confirming the time and location If “maybe” or “no,” send a “nice to meet you” Prepare for, conduct, and follow up on the initial meeting as you would with any lead Identify opportunities based on the lead’s needs and add him or her to your sales pipeline report 3

Define Your Process for Handling Referrals and Leads 4

Be Prepared When Asking For Referrals Know why you are asking for the referral Share the definition of your ideal client and how you help them Define, document, and communicate your process for handling referrals 5

Best Practices When Asking For Referrals Use a script or agenda the first few times Gather background on the lead from the client Ask for a warm introduction and arrange to contact the lead Share your process for handling referrals Use storytelling to guide the conversation where appropriate Thank your client Track activity in your pipeline 6

Use Internet Tools To Conduct Market Research Understand more about who your client or prospect is and what matters to him or her. Build a profile of a prospect’s industry or company to show in-depth understanding and knowledge of the prospect's particular needs and challenges. Research a competitor's strengths and weaknesses (via website, published articles, etc.) to better position yourself and your practice when seeking to win new clients. Research industry trends for key clients and report back to them to proactively show your interest in and your knowledge of their specific operating environment. Access information on a key individual within a company you are seeking to work with. 7

Resources For Conducting Market Research Warm Call Center AlertMix Google, including Google Alerts Pipl Glassdoor ZoomInfo 8

Prepare Effectively For Meetings With Prospects Do your research: recent news, background, industry/position, volunteer activities Create an agenda in advance Be able to describe what type of client you are looking for, and describe your services Listen for the prospect’s goals, priorities, pain points, and needs Define next steps together Follow up as agreed 9

Enlist Your Team In Finding New Clients -- Why They know what you do for clients They can vouch for your character They know people you don’t know, who need what you do They will feel more involved and included 10

Enlist Your Team In Finding New Clients -- How Include business development activities in job descriptions (making calls to prospects, community involvement, etc.) Provide continuing education Offer incentives or bonuses related to getting referrals and acquiring new clients Publicly celebrate successes 11

Create A Client Advisory Board Goals: Solicit feedback to improve your practice Deepen relationships with board members Tips: Regular or one-off (focus group) Consider facilitation Develop objectives and a charter Identify your “dream team” Schedule your first meeting All Rights Reserved to ActiFi12

Schedule Your First Client Advisory Board Meeting Plan the logistics Create an agenda and share it in advance o Include questions to consider Prepare materials Follow up after the meeting with a thank-you note and a call All Rights Reserved to ActiFi13

T HE BEST QUESTION YOU CAN ASK : “How would you describe what it is that we do?”

Questions?