Referral Sources

The proposal was simple enough: you look out for their interests, and they will look out for yours. But somewhere along the way, things got complicated. You sent them a few referrals...

Referral Sources

I recently wrote an article for the Los Angeles Business Journal on the topic of referral sources—how to identify the good ones and how to get the most out of them. One of my...

Networking Business Development Client Service Referral Sources

It’s December. They’re not making any more months this year. And the holidays give us the opportunity to acknowledge and appreciate each other in ways that we would otherwise deem corny....

Referral Sources

It’s an overwhelming marketplace, full of entities and individuals who could potentially use your services. Unfortunately, only a small percentage of them need you now, which leaves you...

Referral Sources

I look up from my desk and realize that it's already 11:30am. I need to wrap up what I'm doing and head down the street for my networking lunch. I arrive just in time to meet another...

Referral Sources

There is very little in life that's truly predictable. Take your revenue, for example. It's impossible to know who will send you your next client. Perhaps a referral source will think of...

Client Service Referral Sources

Your most effective referrals will come from your clients. After all, who else can endorse your services to other potential clients based on firsthand knowledge of the value you provide?...

Referral Sources

Networking relationships are odd. One would hope that you actually like your referral sources, that their company brings you pleasure, that you share something of a friendship with them....

Business Development Referral Sources

Quid pro quo. Tit for tat. Even Steven. It’s the ideal. But we can’t always reciprocate when a referral source sends us a new client. Most of the time, we don’t have anything meaningful to...

Referral Sources

For the most part, your clients just don't get it. You did a great job for them. You saved them or earned them a lot of money. You delivered excellent service. And all they could think to...