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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #99: November, 2011

  1. Alert your buyer that you will be asking prior to your project completion for referrals.

  2. Identify your ideal referral. Feel free to provide names or say, “Your counterparts.”

  3. Pursue about two-thirds of the way through the project, when there are results and you are still on site.

  4. Call, do not email referral recommendations.

  5. Ideally, ask for personal introduction, even if by email or phone.

  6. Thank your referral source and keep the source apprised of your progress.

  7. Let people in your non-client life know of your interest in referrals: club members, friends, family, professional connections, trade associations, civic colleagues, etc.

  8. It's not how many referrals you acquire, but how many you convert to clients. Use the correct metric.

  9. Do not provide gifts for your sources (often unethical) but do provide a formal “thank you.”

  10. Reciprocate whenever you can, as often as you can.
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