Broker, franchisee and author Paul Blake says the easiest way to bring in new clients is via business referrals.
In this week's newsletters we take a look at lead generation and referrals for your business. Keep a look out on Wednesday and Friday for more.
Broker, franchisee and author Paul Blake says the easiest way to bring in new clients is via business referrals.
There’s a famous saying, “It’s not what you know, it’s who you know”. This could have been written specifically about synergy groups.
Being part of a power group has a number of benefits for you and your business. This article will highlight how you can receive referrals from your business peers, but also show yourself as an expert and leader to your clients.
Imagine if you were able to go to another business and say to that business, “Is it alright if I refer business to you?” Or what about if you say to a client “If you like, I can refer you to someone who can help you”.
When I first started in business I made it a mission to surround myself with like-minded people who I could refer business to. I wanted to make sure that when my clients required the services of businesses that I had a natural synergy with, I could confidently say to my client “I know someone who can assist you”.
The by-product of this strategy is that in turn I started receiving referrals and the best thing is it cost me nothing.
Being in finance, there are natural synergies that I have with real estate agents, accountants, solicitors/conveyancers, insurance agents and I approached these companies and asked if I could refer my clients to them. Every trade and profession has natural synergies, so my advice is to write down who would be in your power synergy group.
Once you have made a list then work out if you personally know anyone within that group, because they are going to be the easiest to approach. If there are still businesses you need to find, you can then ask people, “Do you know an accountant I can refer to?” Once you have exhausted these two strategies you might look to using businesses in your local area.
You must make sure that these people are going to have the same business ethics, principles and customer service that you offer and you are not going to know that until you start referring. My advice is ask your clients, “How did you go with the business I referred you to?” Naturally they will tell you how their experience was. There is no doubt that some people will let you down and you just have to keep working on your synergy group until it evolves into the power group you want.
The major benefit of being part of a power synergy group is that you will start receiving business. People will feel obliged to refer business back, especially if you have been referring business to them. This business that you start receiving really will come at no cost.
When you start receiving business you have to treat these referrals as gold, because I am sure that you will want to keep getting these referrals. My advice is contact the person who referred you the client, let them know how the referral went and thank them. Also if you are getting referrals and they are not working out, let the referrer know what your ideal client is. Trust me, it works and they will thank you for it.
There is no doubt – power synergy groups work, and my advice is to use this strategy as one of the pillars of your business plan. The benefits are that you will show your clients that you are an industry leader, you will create goodwill amongst your business peers and the biggest benefit is, it’s free.
Paul Blake is a finance broker and franchisee with the boutique finance broking company Citiwide Homeloans, specialising in all residential and commercial loans. He is also the author of Self Made: Real Australian Business Stories (Busybird Publishing). For more information visit www.citiwide.com.au/paulblake or contact [email protected]
Broker, franchisee and author Paul Blake says the easiest way to bring in new clients is via business referrals.
There’s a famous saying, “It’s not what you know, it’s who you know”. This could have been written specifically about synergy groups.
Being part of a power group has a number of benefits for you and your business. This article will highlight how you can receive referrals from your business peers, but also show yourself as an expert and leader to your clients.
Imagine if you were able to go to another business and say to that business, “Is it alright if I refer business to you?” Or what about if you say to a client “If you like, I can refer you to someone who can help you”.
When I first started in business I made it a mission to surround myself with like-minded people who I could refer business to. I wanted to make sure that when my clients required the services of businesses that I had a natural synergy with, I could confidently say to my client “I know someone who can assist you”.
The by-product of this strategy is that in turn I started receiving referrals and the best thing is it cost me nothing.
Being in finance, there are natural synergies that I have with real estate agents, accountants, solicitors/conveyancers, insurance agents and I approached these companies and asked if I could refer my clients to them. Every trade and profession has natural synergies, so my advice is to write down who would be in your power synergy group.
Once you have made a list then work out if you personally know anyone within that group, because they are going to be the easiest to approach. If there are still businesses you need to find, you can then ask people, “Do you know an accountant I can refer to?” Once you have exhausted these two strategies you might look to using businesses in your local area.
You must make sure that these people are going to have the same business ethics, principles and customer service that you offer and you are not going to know that until you start referring. My advice is ask your clients, “How did you go with the business I referred you to?” Naturally they will tell you how their experience was. There is no doubt that some people will let you down and you just have to keep working on your synergy group until it evolves into the power group you want.
The major benefit of being part of a power synergy group is that you will start receiving business. People will feel obliged to refer business back, especially if you have been referring business to them. This business that you start receiving really will come at no cost.
When you start receiving business you have to treat these referrals as gold, because I am sure that you will want to keep getting these referrals. My advice is contact the person who referred you the client, let them know how the referral went and thank them. Also if you are getting referrals and they are not working out, let the referrer know what your ideal client is. Trust me, it works and they will thank you for it.
There is no doubt – power synergy groups work, and my advice is to use this strategy as one of the pillars of your business plan. The benefits are that you will show your clients that you are an industry leader, you will create goodwill amongst your business peers and the biggest benefit is, it’s free.
Paul Blake is a finance broker and franchisee with the boutique finance broking company Citiwide Homeloans, specialising in all residential and commercial loans. He is also the author of Self Made: Real Australian Business Stories (Busybird Publishing). For more information visit www.citiwide.com.au/paulblake or contact [email protected]
