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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%  ...
Other Trusted ProfessionalsClients                  (Non-Clients)
Think DifferentlyCLIENTS   REFERRAL     TRIADS      QUADS   GROUPS          PARTNERS                  Referral Sources    ...
Aim for your…And share your profile with your advocates.
Two ComponentsIdeal         Demographic      PsychographicClient
COLLABORATIVE REFERRAL RELATIONSHIPSFirst                                                                          Fifth  ...
Be Strategic and Leverage TimeCLIENTS      REFERRAL       TRIADS        QUADS     GROUPS             PARTNERS      CLIENTS...
Building advocates
Building advocates
Building advocates
Building advocates
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Building advocates

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Transcript of "Building advocates"

  1. 1. How to develop referral advocates COPYRIGHT 2012 Beyond the Benchmark. All rights reserved.
  2. 2. 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
  3. 3. Other Trusted ProfessionalsClients (Non-Clients)
  4. 4. Think DifferentlyCLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS Referral Sources Seek Advocates Clients Will Follow
  5. 5. Aim for your…And share your profile with your advocates.
  6. 6. Two ComponentsIdeal Demographic PsychographicClient
  7. 7. COLLABORATIVE REFERRAL RELATIONSHIPSFirst Fifth Second Third Fourth Partner Partner Partner Partner Partner Be referral-centric. GOAL: 20 to 30 partners
  8. 8. Be Strategic and Leverage TimeCLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS CLIENTS ReferralTSources QUADS REFERRAL RIADS GROUPS PARTNERS Referral Sources
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