How to be a Great Leader
25th February 2009
Getting Referrals from Centres of Influence
26th March 2009
Getting leads from colleagues, internal referrals, and Inter-departmental referring or cross-selling, whatever you call it - either way you're maximising the value of your clients. Here's some simple tips - but be aware of the common problems.
This post is for any firm or individual that has clients, rather than customers. It follows on from our other articles on referral marketing, which is the best business development strategy there is for Service Providers.
Some firms are good at inter-departmental referring others are not; either way your strategy for dealing with this should be included in your overall Marketing Plan.
Human nature needs to be used to your advantage rather than disadvantage.
There may be some objections ...
- “What’s in it for me?”
- “I don’t rate them.”
- “I wouldn’t feel comfortable letting anyone else deal with my client”
- “I’ve heard bad things about their department.”
These objections need to be recognised and suitably replaced with a nice combination of warm loyal camaraderie and hard company policy.
Strong leadership and management is needed here to ensure colleagues share their clients where necessary and always look for opportunities for cross-selling.
Regular Internal networking meetings, building closer internal relationships and integrating a suitable remuneration policy is crucial. How about social occasions for staff and selected clients mixed in?
KNOW, TRUST and LIKE also comes into play with regard to internal referrals too. That's why work colleagues need to socialise and network more.
