Client Referral Secrets Revealed

Boosting Client Engagement

Real World Time Management

Successful Business Development

Format

Conference  |  Seminar  |  Workshop  |  Networking  |  Luncheon  |  Keynote

Overview

Referrals are the main driver of new clients in Professional Services firms.  Yet they are often treated as a “concept” with little real strategy to obtain them.  This topical presentation examines client referral secrets via an entertaining multiple-choice quiz, played individually or in teams, leading to a practical solutions handout.

“Client Engagement” is often discussed but rarely understood.  Once you have a client, how do you become a trusted adviser and obtain more business, services and referrals?  The audience will examine key client survey data via an interactive quiz and practical handout to learn what really boosts client engagement.

Time Management often relies on heavy theoretical concepts that are difficult to execute in the real world.  This presentation turns well known time management clichés on their head by applying practical solutions to three common real world “profiles” - Blackberry addict, Diary lover and Computer hound.

Most Professional Services advisers dislike sales, but not has much as they dislike Business Development!  This presentation examines “best practices” advisers can use to approach Business Development in a more comfortable and successful manner.  A “parable” case study is used to develop a compelling story.

Time

30, 45 or 60 minutes - All presentations are scalable to suit available time.  E.g. 30 minute Client Referrals presentation covers four secrets, 45 minutes covers six secrets

Audience

All staff

Advisers, Managers, BDMs and Owners

Interaction

Multiple choice questions to challenge preconceptions

“A or B” questions to contrast alternative approaches

Practical solutions (and comparisons) for three adviser “profiles”

“Parable” based story that develops into a case study

Handouts

Two page (one double sided page) summary of key ideas and practical tips provided to all audience members after the presentation

Utility

Learn a better, ethical and comfortable approach to obtaining more client referrals

Leave with many easy and non-confronting ideas to boost service standards

Re-evaluate time management with a practical attitude and many “best practices”

Analyse existing business development plans to push through problems and failures

Industries

Any Professional Services industry that needs more client referrals

Any Professional Services industry aiming for repeat purchases, “wallet share”, trusted adviser status or client referrals

Any industry

Any Professional Services industry that cannot rely solely on advertising or where advisers generate own  business or clients

X-Factor

Revealing surveys challenge many preconceptions.  Lots of audience discussion when played as teams

Challenging concepts that make you think.  Very practical - focuses on tangible steps and ideas

Thought provoking and fun.  Many “aha” moments.  Very easy to test out and lots of audience “buzz”

Motivating and honest.  Many “that sounds like me” moments.  Energising with a strong “call to action”