HIGHLIGHTS OF RECENT MEETINGS
(Notes from the November 21, SPC's dinner meeting)
Successful Consultant Series:
There's No Business Like Referral Business
or… "Why consultants are people who need people"
Rita Allen, Rita B. Allen Associates; Phil Nachman, Nachman BioMedical; andDavid Hennessey, Keystone Partners, were the panelists in a discussion led by SPC’s Mark Campbell, which offered attendees a valuable lesson in the connection between business referrals and relationships. According to all three panelists, establishing, attending to and nurturing long-term quality relationships is the foundation for gaining referrals.
“Be genuine and sincere – people remember it,” said Allen, addressing the concern some expressed of feeling like they may be perceived as “using” people. Often building these relationships takes time and by doing good work, clients are more likely to pass your name along, she added.
To begin, consultants need to be clear about their goals and the message of who they are and what they can do for potential clients – defining themselves in a way that can easily and clearly be understood and communicated to others. Getting referrals requires being proactive and networking, networking, networking -- the other important theme of the evening. Visibility is essential, but being focused in your networking requires identifying your goals and who the individuals and organizations are that offer the greatest likelihood of connecting with those who can provide a referral or know someone for you to contact.
Questions arose regarding how to approach current clients for new business leads. Some in the audience were not comfortable with how to time that conversation. Nachman suggested that, “Right after you’ve done a good job for them and you are still surrounded by that glow of success." And "don’t wait too long or that glow can wear off," he stated.
Key factors in being successful at getting referrals is obviously credibility and a good reputation, but time can also work in your favor, according to Hennessey. The longer you are in business, the larger your contact base and the more successful work you have under your belt, the more likely you are to become a recognized name that people are more willing to pass around.
In wrapping up the conversation, all three emphasized that follow-up, “thank you's”, and letting the referrer know the outcome of their referral, is critical to a healthy business generating referral network. Although finder’s fees may be appropriate in some cases, in most, acknowledging their effort is payment enough.
ABOUT SPC
The SPC is a New England-based, non-profit association of independent consultants. For directions to the Rebecca’s Café and more information about events and registration, please see the SPC web site at www.spconsultants.org.
To contact SPC for membership information and other business:
Phone: 978-692-6950
Fax: 978-692-7672
Email: KathleenGoodrich@comcast.net
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