How to get business via cross referrals
Ever thought about surveying key clients to find out who did work for them that complements your products and/or services but doesn’t compete with your company? You may find that some of the same names will pop up. These companies are potentially great sources for cross referrals that could help to grow your business.
Plumbers, electricians, contractors, plasterers, bathroom and kitchen fitters do this all the time. So do lawyers, accountants, financial directors, IP attorneys and insolvency practitioners!
Now start to do your homework – who are these companies, what do they do best, what are their strengths & weakness?
Do they have products and/or services you can recommend to your clients?
Do you know any of the executives? Would any of your key clients be happy to introduce you?
Why not suggest meeting with them to determine chemistry – if it’s there, it could be that you have a ‘ready-made’ partner that you could cross-refer too. You know they do a good job because your clients are happy with them. You also know they are targeting the same type of client! That’s what we mean by ‘cross referrals’. It seems an obvious thing to do once you get the hang of it. You’ve probably done cross referrals for others many times without even thinking about it.
Looks like a win-win situation to me!