Rather than generate your own leads, when you are growing your business it can easier to look to others to make introductions for you. Philip Jones, Director of Stockport-based accountants and business advisors, Hallidays, share some tips on using introducers to grow your business:
A great way to grow your business is to build a strong mutually beneficial relationship with introducers who generate leads for you. An introducer is anyone who could refer potential new clients to you, on a regular basis: they might be a well-connected client, or perhaps a supplier operating in the same industry as you.
How to identify and reach out to introducers
First, look at your existing client base and see what contacts they have. The people you’re looking for could be suppliers or agents serving the same industry as you and operating in the same area. LinkedIn is a great tool for doing this, as you can see who your clients may also be dealing with. Also, simply ask your clients: if they have had good service from you, they should be happy to refer you to others.
Once you have identified your introducers, reach out and arrange a meeting for a coffee or lunch. When you meet them, you can promote your successes and how you might be able to help their other clients. It does not have to be all about work though: get to know them on a personal level as well, as this will
Nurture the relationship with your introducer
Once you have met them, arrange a time to meet again and maintain the relationship: this is the part that most people forget. You could invite them along to an event, something you’re hosting for clients, or a networking event or breakfast meeting you are attending. If you got on well and have a mutual interest, a more tailored invite to something social can also help to build trust.
The most important thing to do to nurture the relationship is to pass on leads for their business too. Effective business relationships should work two ways, and by showing you trust them with your clients, should encourage some reciprocity from the other side.
Keep looking after the relationship, and you should have a steady stream of qualified leads and introductions to help your business grow.