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Generating referrals is a powerful way to grow your client portfolio, but getting your network to send them your way can be challenging. In fact, one innocent mistake could be stopping your network from sending you referrals altogether. In this blog post, we’ll explore a scenario that illustrates the common mistakes people make when trying…
Have you ever sat there and wondered how to get referrals? After all if you listen to your partners, supposedly all you have to do is ‘get yourself out there’. You wouldn’t be the first accountant, lawyer or consultant in practice who has wondered how they are going to win their own client work. And…
Senior decision makers in corporations don’t spend much of their time searching online or using social media. Unlike smaller businesses, they don’t go out to networking events and all of their emails and calls are often screened by assistants. So how do you attract corporate clients if you can’t get in front of them using…
Ever wondered why people buy from people? It’s simple: people trust people. A referral is an extremely powerful exchange when it comes to business as it almost always converts to a new client. Why? Because the referral gives you instant value and credibility and trust has already been established for your potential client, and all…
There’s nothing worse than putting in the work and the hours only to get overlooked for a referral. It’s a crushing feeling, especially when it goes to your partner instead. What did they do that you didn’t? While it might feel like you did everything you could, you may be missing a few key areas…
“How do I get more clients?” and “How do I get more client referrals?” These are two questions that every accountant, lawyer, and consultant have asked themselves at some point in their career. The answer, however, isn’t quite as simple as they’d like. To win more clients and client referrals, you need to focus on…
“How can you win your own clients?” This is the question I’m usually asked by clients who have just realised that if they want to make partner they need to win their own clients and build a client portfolio from scratch. Perhaps you’re earlier in your career and have realised that to be noticed as…
You’re good at linking up with people and developing relationships. However, you’ve still not cracked how to translate these friendly relationships into work-winning relationships. This was the context to a question I was asked recently – and am often asked. This was how I answered the question. Are you senior enough to get instructed? Having…
Are you a lawyer who is involved in deal making, i.e. M&A, Private Equity, Financing? You’ll know the importance of working to establish a referral network. This is because the route to generating work for deal makers is typically via an introducer or referral network. This blog post looks at a particular and common mindset…
Don’t make the mistake of asking someone you hardly know for a referral! This is something that Ivan Misner calls premature solicitation. In this article I will explain exactly what this is, and how to have a first conversation with a potential introducer and how to then go and lead up to getting you the…
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