How to Build a Client Referrals Machine with Ben Potter
Ben is a Positioning and Business Development adviser, helping independent agencies win the right clients. He is included in the BD100 Hall of Fame.
In this first-class masterclass, Ben covers the following key points and much else…
Importance of Referrals: Referrals are a highly effective lead generation strategy, with 69% of agencies identifying them as the most effective way to generate leads. However, 49% of agencies lack a systematic approach to increase referrals, highlighting a significant opportunity for growth.
Building a Referral Strategy: Agencies should proactively cultivate referral opportunities by expanding their networks and identifying potential referral sources beyond just existing clients. This includes leveraging LinkedIn connections, past clients, and team networks.
Criteria for Asking for Referrals: When seeking referrals, focus on well-connected senior stakeholders within client organizations. These individuals are more likely to provide valuable referrals due to their extensive networks and influence.
Integrating Referral Requests: To create a consistent referral generation process, agencies should embed referral requests into existing sales and account management workflows. This ensures that asking for referrals becomes a natural part of client interactions.
Ben is one of our superstar consultants. as an adviser, mentor and Non-Exec, he helps independent agencies win the right clients with a more purposeful approach to business development. If you’d like to connect with him, email him here.