How to develop referral advocates COPYRIGHT 2012 Beyond the Benchmark. All rights reserved.
Give Willing to Give; No Referrals But Don’t Referrals 20% 60% 20% Value Demonstrated No Value Trust Lack Trust Time No Time No InterestAppreciated Liked Not Liked Ideal Fit Good Fit No Fit Proactive Reactive InactiveCommitted IndifferentUnderstands Uneducated Offering To OfferingADVOCATE REFERRAL OPPORTUNITY
Other Trusted ProfessionalsClients (Non-Clients)
Think DifferentlyCLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS Referral Sources Seek Advocates Clients Will Follow
Aim for your…And share your profile with your advocates.
Two ComponentsIdeal Demographic PsychographicClient
COLLABORATIVE REFERRAL RELATIONSHIPSFirst Fifth Second Third Fourth Partner Partner Partner Partner Partner Be referral-centric. GOAL: 20 to 30 partners
Be Strategic and Leverage TimeCLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS CLIENTS ReferralTSources QUADS REFERRAL RIADS GROUPS PARTNERS Referral Sources
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