It’s the beginning of the year and typically when we set our goals for the coming 12 months. You’ve probably spent some time thinking and planning your goals and your KPI’s (Key Performance Indicators) for the business.
These goals are probably set in terms of a turnover figure and profit figure you would like to achieve. Potentially a figure for the number of clients you want to work with and what the average sales value of each client should be.
We typically set top level goals, but have you looked at these goals and analysed where that business is going to come from?
We know from research done, and working with business owners, that approximately 65% of new business comes from recommendation. So, what is your strategy to get business by referrals?
Yes ‘strategy’….Everyone in business loves getting business by recommendation but few understand that you can actually have a strategy to achieve it.
Firstly we need to know the value of business we want from referrals, then how many referrals we need to achieve our referral turnover goal?
Once you know these numbers we can then consider the activities we need to undertake to hit that goal?
To get business by recommendation you need to have a clear plan and strategy, this will include:
1. What type of business do you want?
2. Who are your target clients?
3. Who is going to introduce you and pass you a referral?
4. What events are you going to go to?
These activities need to be targeted against your goals.
Asentiv can help you work out your referral targets and a detailed plan on how to achieve this by building the right relationships with the right people to reach your target market.
To find out more then please check out or website or contact me on mikeh@asentiv.com