Building a strong referral base is critical to every consulting practice. A referral is an introduction to a prospect with an endorsement and flows from shared success with your customers, colleagues, and others who know your potential and can vouch for your ability to deliver results. A referral is the best way for you to get new business. However, it requires time and energy to build and maintain the relationships that grow your referral networks. This talk will provide a framework for nurturing referrals and will include an interactive exercise that will help you to identify steps you can take in the next two to three months to grow your business in 2019.
Key take-aways from this talk:
– Customer satisfaction starts with your brand promise and the key deliverables in your consulting proposals.
– How to assess customer satisfaction, and why Net Promoter Score (NPS) based measurement approaches may squander customer goodwill and miss key insights.
– How to cultivate referrals and develop them into testimonials and case studies
-The importance of personal thank you’s; handwritten cards, hand crafted emails, and serious conversations.
-The very real limits of referral based lead generation.
About the Speaker
Sean Murphy has taken an entrepreneurial approach to life since he could drive. His firm, SKMurphy, Inc., helps early stage startups and consultants market and sell their products and services. His clients have offerings in electronic design, artificial intelligence, web-enabled collaboration, proteomics, text analytics, legal services automation, and medical services workflow. Prior to founding SKMurphy,Inc. in 2003, Sean has worked in a variety of roles for more than two decades: software engineer, engineering manager, project manager, business development, product marketing, and customer support. Companies he has worked directly for include Cisco Systems, 3Com, AMD, MMC Networks, and VLSI Technology. He has a BS in Mathematical Sciences and an MS in Engineering-Economic Systems from Stanford. His blog is http://www.skmurphy.com/blog/