Early Worm Club

Wednesday 27th September 2017



Building An Agency Client Referral Culture

For all New Business Directors looking to get in front of more prospects, here’s a statistic worth noting:

91 Percent  of customers say they would give referrals, yet only 11 Percent of salespeople ask for them.
Dale Carnegie

Makes you think, doesn’t it. This is a really valuable but largely ignored opportunity to ramp up your new business performance. And the way to exploit it is by embracing and building an agency client referral culture.

Graham Eisner, our guest speaker, has an extensive background in new business development and referral management. He started at Goldman Sachs, working in the wealth management division, where he trained the partners in strategic networking and asking for client/intermediary referrals.

For the past twelve years, he has run his own consultancy business, developing the relationship management skills of those in the Professional Services industries – with a focus on asking for client referrals.

During the session, Graham will be sharing his expertise on how to build a referral culture, in a practical step-by-step guide. He’ll cover the referral methodology, how to overcome negative mindsets, the importance of preparation and rehearsal, follow-through and accountability.

Another statistic worth noting:

The lifetime value of a referred customer is 16 Percent higher than a non-referred customer.
Journal of Marketing

 
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