A couple of weeks back, I was eating lunch with a business colleague I’ve known for years when she asked “What is it exactly that you can do for my clients?”
We talk all the time about why ‘referral clients’ are the best clients. We know why we want them and having clients referred to you is a whole lot easier than cold calling, don’t you think?
Like you, I know we have to be worthy of referrals and prepared to ask for them, but there’s also another step that is often overlooked. The clue is in the question above – a question we might be too embarrassed to ask because we believe we should already know the answer. You know it’s true!
Is it possible your clients and centres of influence could be thinking the same question about you, but are too embarrassed to ask?
Here are four simple questions to help you clarify what your referrers need to know about what you do before they can give you quality referrals. The answers are mine, for Balance at Work. I hope you can use them as a model your own “Referrer Education Program”.
1. Who do we help?
Established, professional and successful organisations and individuals who are ready to take their performance to the next level. Our clients:
2. What do we do for them?
We make managing and leading easier with simple tools and programs that deliver benchmarked performance excellence for:
3. How do we do it?
We make people management best practices easily accessible and affordable for any organisation with staff.
4. Why should they choose to work with us?
As one client told us recently: “You do something others don’t do and you do it extremely well”. We offer:
THE BOTTOM LINE: When you have your answers, let us know. We may be able to refer you!
"Coaching with Ben gave me a great opportunity to reflect and explore strategies, tips, and tools to improve ways of working and to work through opportunities & challenges. I really valued the focused discussion on specific areas to support improved ways of working, overcoming challenges & harnessing opportunities. I highly recommend working with Ben."
- Manager, National NFP
"In a challenging role in a new organisation, coaching with Paula was the ideal time to reflect, problem-solve, brainstorm options and arm me with next steps in all areas - from staffing, internal politics and relationships to tackling key initiatives. The sessions were by video and face to face, both equally effective. Using video allowed for easy integration of sessions into my busy workdays without any hassle. Paula’s style of coaching quickly built trust so I felt safe being vulnerable, quickly getting to the heart of a number of issues and propelling me and my performance forward significantly!"
- Executive GM, People and Culture
"We used the Harrison Assessment tools followed by a debrief with Susan, for career development with staff, which then allowed us to work with Susan to create a customised 360 degree review process. Susan has a wealth of knowledge and is able to offer suggestions and solutions for our company. She is always ready to get involved and takes the time to show her clients the capability of Harrison Assessments. "
Jessica Hill - Head of People and Culture, Choice
"Balance at Work are the ideal external partners for us as they completely get what we are trying achieve in the People and Culture space. Their flexibility and responsiveness to our needs has seen the entire 360 approach being a complete success. The online tool and the follow up coaching sessions have been game changers for our business. The buzz in the organisation is outstanding. Love it! Thanks again for being such a great support crew on this key project."
Chris Bulmer - National GM Learning and Development, ISS Australia
"The leadership team at Insurance Advisernet engaged Susan from Balance at Work to run our leadership development survey and learning sessions. Susan was very professional in delivering the team and individual strengths and opportunities for growth. Susan's approach was very "non corporate" in style which was refreshing to see. I can't recommend Balance at Work more highly to lead employee and team development sessions."
Shaun Stanfield - Managing Director, Insurance Advisernet