One of the most powerful methods to grow an advisory business is to let the current clients do the work – to get noticed and be talked about.
Here are three points why successful firms have always used the approach of getting people talking about their business; about the quality of the service they deliver, to gain referrals:
- Credibility: Clients who have experienced your premium service will be viewed as a credible source of recommendation for their peers, friends and family Referrals in an advisory service context.
- Cost Effectiveness: Clients who make introduction of prospects to your business provide a lower cost method of acquiring the correct sort of leads.
- Sustainability: As long as you keep delighting your clients whilst executing the correct client referral strategy, then this method of generating new clients becomes self-sustainable.
Why some customers are more influential than others
In summary
A new prospect connecting with an existing client of yours can provide immense value in reducing concerns. A good reputation, confirmed by a positive recommendation from a satisfied client willing to advocate your business, will go a long way to helping the prospect make the decision to engage you.
