Tel: 0844 394 8877
In most businesses the vast majority of sales revenue comes from the existing (or warm) client base. This is intuitively obvious because if people know your work and like you personally, they are inclined to give you repeat business. In addition, a great source of new business comes from referrals from these existing clients. One of the reasons that referrals work well is that we don’t have to prove our credibility, because someone the customer trusts has vouched for the quality of our work. A key business development skill is to learn how to get these referrals in a structured way, so that requests are made professionally, systematically and appropriately.
By attending this highly interactive and practical half-day Master Class on Generating Referrals you will:
This half-day workshop is for all those who need to win new business as part of their role though ‘word of mouth’ recommendations, including; Sales Executives, Relationship Managers and Senior Partners in professional firms.
Referrals matter because a potential customer is much more likely to buy from you when you have been put forward as an option by someone they know and trust. Referrals are consequently one of the most cost effective ways of winning new business.
People who are good at getting referrals have a ‘mind-set’ or attitude that helps them to be self confident and self assured. Here we explore this ‘referrals mind-set’.
Experts at generating referrals work to make sure that it is easy for their contacts to refer them.
Building, designing and maintaining a robust Active Referrals process involves working through a methodical process, which we consider in depth here.
It can sometimes happen that contacts have concerns or doubts about making an introduction, so here we review techniques for dealing with any reluctance to make an introduction.
Feedback is based upon peer review using Boulden assessment checklists. Completing the assessment checklists is not only valuable to the people involved in a given role play or case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up effective referrals generation.
Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877