Lessons from “The Referral Engine” part 2/2: What Services Do You Offer?
Today I’ll be continuing my thoughts from “The Referral Engine,” by John Jantsch. I want to share some tips on making sure your network understands your capabilities.
Have you ever heard that one of your clients has hired another company for a service that your firm provides, simply because they were unaware of your capabilities in that area? What a horrible feeling!
Most of our clients probably know we are a national, award-winning branding and web design firm, focusing on professional services, but I’m willing to bet that not all of our clients know we have won national awards for our television commercials and print design as well. And in the end, it’s our job to tell that story.
It is imperative to ensure that all of your clients and referral partners know exactly what services you offer. If you truly believe you have a first-class service, make it easy for your network to remember and introduce your benefits to other people who already trust them. Enable your network to naturally refer and connect with others on your behalf.
A few ways to share any other services you may offer with your current clients include: sharing case studies via your email newsletter or blog, sending a monthly mailing focused on various service lines, or even creating a new client welcome kit, listing all of your other services and examples of your successes in each area.
Armed with a few new ideas, what will you do today to share your other capabilities with your current clients and drive more referrals? If you want more information on ‘The Referral Engine’, visit http://referralenginebook.com.”