Private Consulting

Why Don’t Our Clients Refer as Often as They Could?

Why don’t your clients or professional partners give you the quality referrals you deserve? Why don’t you have a consistent stream of referrals coming into your business? Most of the professionals we have worked with over the years would love the answers to these million-dollar questions. If you could understand your clients better and know how they feel about giving referrals, you might gain some insight into the path to a solution.

To track down the answers to these all-important questions, Dan Allison spent five years interviewing clients one-to-one and in focus group settings to learn how they feel about giving referrals. How do they want to be approached? More importantly, how do they not want to be approached? What exactly does it take for a professional to develop the kind of relationship with clients that leads to consistent referrals—without going into high-pressure sales mode?

Regardless of the industry you are in or the services that you provide, solving the referral challenge is not as difficult as it may seem. Most professionals avoid bringing up referrals for good reason. They don’t want to compromise the client relationship, look desperate, or come across as a nagging salesperson; however, avoiding the topic doesn’t work. Dan has found that you probably have many more clients who would be willing to advocate for you than you may think. They are just not equipped today to do what you need them to do. . . advocate! In all of the interviews and focus groups that Dan has conducted, the same four issues come up with regard to referrals. Your clients would tell you that to have a great referral relationship, four conditions must be met:

  1. Your clients have to value the experience that you have given them highly enough that they would refer you to someone whom they respect if they are given the opportunity.
  2. Your clients have to know that your firm is actively trying to acquire new clients.
  3. Your clients have to understand the ideal profile for a new client or referral so that they know exactly what kind of people to refer to you when they are in a position to do so.
  4. They have to know how to encourage a prospective client to line up a meeting with you so that you have an opportunity to do what you excel at.

Before you even think about getting more referrals, you need to ensure that your clients’ experience is one that they would refer. The good news is that most of your clients would say that they do value what you have done for them. The problem lies in the next three issues. When asked, more than half of the clients Dan has interviewed do not know if their professional is actively trying to acquire more clients. If they don’t know that you want to grow your business, why would they think to refer? And even if they realize that you want more clients, do they know exactly what kind of people you would like to have as clients? Have you clearly defined an ideal client for them? Finally, do they understand what to say or how to refer when they meet someone who matches your ideal client profile?

If your answer is “no” or “I don’t know” to any of the following questions, Dan’s private consulting process will solve your problem and improve the way you interact with your clients and get referrals:

  1. Do your clients value what you provide to them enough that they would recommend it to another person?
  2. Do they clearly know that you are actively trying to grow your business and what kind of growth you are trying to achieve?
  3. Do they understand your ideal client profile so that they can recognize a quality prospect when they meet them?
  4. If they value you enough to refer, realize that you want more clients, and understand what kind of people you would like to meet, do they know what to say when they meet them?

If you are unsure about any of these issues, the private consulting process will give you an option of two proven strategies to begin to engage your clients in your business in a way that is fulfilling and very, very profitable.

TWO EIGHT-WEEK CONSULTING PROCESSES

Dan’s eight-week consulting processes are designed you help you develop a step-by-step system to engage your clients in your business so that you never have to wonder about the questions above. Having clients who value your service, realize that you want more business, understand what kind of people you are trying to attract, and clearly know how to recommend you to prospects will have an unbelievable impact on your business. By improving your clients’ experience based on what they value most, and by understanding how your clients want to be approached about referrals, you can better satisfy your current clients and dramatically improve your bottom line without breaking your bank.

Interactive Client Surveys (Full eight-week consulting process and development of scripts and templates)
$1995

This eight-week consulting process will allow you to work once a week one-to-one with Dan Allison to implement Interactive Client Surveys in your business. Interactive Client Surveys are highly structured one-to-one meetings that you will implement with your clients in an effort to educate them on your business model and your ideal client profiles and get their feedback on the experience that they have had with your firm. As you will see, these surveys will give you a structured and highly professional platform to engage your best clients in critical discussions about your business. Interactive Client Surveys allow you to present yourself as a professional who is looking to grow your business through exceptional client experiences, rather than as a high-pressure salesperson who relies on manipulative sales techniques.

The consulting process involves eight one-hour conference calls with Dan Allison. These calls will provide Dan with the information required to develop your Interactive Client Surveys. After the structure for your meetings has been developed, Dan will coach you through executing these meetings perfectly to ensure maximum results. As you will see from our testimonials, implementing this concept brings the following results:

  1. Do your clients value what you provide to them enough that they would recommend it to another person?
  2. Do they clearly know that you are actively trying to grow your business and what kind of growth you are trying to achieve?
  3. Do they understand your ideal client profile so that they can recognize a quality prospect when they meet them?
  4. If they value you enough to refer, realize that you want more clients, and understand what kind of people you would like to meet, do they know what to say when they meet them?

Read testimonials for individual consulting

Contact Dan to schedule a call to discuss more about individual consulting

FOCUS GROUPS (Full eight-week consulting process and development of scripts and templates)
$1995

Imagine having groups of your most respected clients gathered together to give you guidance and feedback on issues that can help you improve and grow your business. Focus groups are one of the most valuable yet overlooked techniques for growing a business. If you want to ensure that your best clients understand all of the resources that your firm offers, the growth objectives of the company, and the kinds of people you want to work with, and if you want to discover the most effective way to approach your clients about referrals, focus groups may be your answer.

Dan has taught thousands of professionals across the country a turn-key system for bringing clients together to help you meet your business objectives and serve as a sounding board for you to make informed decisions. The benefits of these meetings are very similar to those of the individual Interactive Client Survey strategy, but you execute the process in a group format rather than a one-to-one setting.

The consulting process involves eight one-hour conference calls with Dan Allison. These calls will provide Dan with the information required to develop your Client Focus Groups. After the structure for your focus groups has been developed, Dan will coach you through executing these groups perfectly to ensure maximum results. As you will see from our testimonials, implementing this concept brings the following results:

  1. More referrals from your best relationships without ever putting your clients or yourself in an uncomfortable sales position.
  2. Higher-quality referrals in the future through having a client base who truly understands your growth objectives and your ideal client profile.
  3. Invaluable feedback from your clients on what they value about your services and how you can make their experience better so that they will refer more.
  4. Perfect client retention.
  5. A completely new way to involve your best clients in your business and move away from selling techniques.

Read testimonials for individual consulting

Contact Dan to schedule a call to discuss more about individual consulting