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How to develop referral advocates COPYRIGHT 2012 Beyond the Benchmark. All rights reserved.
Give Willing to Give; No Referrals But Don’t Referrals 20% 60% 20% Value Demonstrated No Value Trust Lack Trust Time No Time No Interest Appreciated Liked Not Liked Ideal Fit Good Fit No Fit Proactive Reactive Inactive Committed Indifferent Understands Uneducated Offering To Offering ADVOCATE REFERRAL OPPORTUNITY
Other Trusted Professionals Clients (Non-Clients)
Think Differently CLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS Referral Sources Seek Advocates Clients Will Follow
Aim for your… And share your profile with your advocates.
Two Components Ideal Demographic Psychographic Client
COLLABORATIVE REFERRAL RELATIONSHIPS First Fifth Second Third Fourth Partner Partner Partner Partner Partner Be referral-centric. GOAL: 20 to 30 partners
Be Strategic and Leverage Time CLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS CLIENTS ReferralTSources QUADS REFERRAL RIADS GROUPS PARTNERS Referral Sources
Building advocates
Building advocates

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Building advocates

  • 1.
  • 2. How to develop referral advocates COPYRIGHT 2012 Beyond the Benchmark. All rights reserved.
  • 3. Give Willing to Give; No Referrals But Don’t Referrals 20% 60% 20% Value Demonstrated No Value Trust Lack Trust Time No Time No Interest Appreciated Liked Not Liked Ideal Fit Good Fit No Fit Proactive Reactive Inactive Committed Indifferent Understands Uneducated Offering To Offering ADVOCATE REFERRAL OPPORTUNITY
  • 5. Think Differently CLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS Referral Sources Seek Advocates Clients Will Follow
  • 6. Aim for your… And share your profile with your advocates.
  • 7. Two Components Ideal Demographic Psychographic Client
  • 8. COLLABORATIVE REFERRAL RELATIONSHIPS First Fifth Second Third Fourth Partner Partner Partner Partner Partner Be referral-centric. GOAL: 20 to 30 partners
  • 9.
  • 10. Be Strategic and Leverage Time CLIENTS REFERRAL TRIADS QUADS GROUPS PARTNERS CLIENTS ReferralTSources QUADS REFERRAL RIADS GROUPS PARTNERS Referral Sources