Approach Professionals Strategically
Once you’ve identified your prospective partners, your next step is to reach out to them and ask if they’d like to generate more business together.
After years of testing, here’s what we’ve found to be the most effective script for creating profitable partnerships. By following the script below, you’ll have people lining up to meet with you and create referral partnerships.
Hi name, the reason I’m calling is that I have a lot of clients who could benefit from your services and I’m creating a trusted team of professionals I’ll be promoting to all of my clients. I’d love to sit down with you to discuss the possibility of adding you to my team and promoting you to my clients and colleagues. What’s your schedule looking like the next few days?
Imagine receiving that call from someone you’ve known for years who just happens to work with your ideal clients all day long. Wouldn’t you be excited about the possibility of having someone help you build your business and consistently referring clients to you?
Of course you would. As long as it’s someone you have an existing relationship with. But how do you create partnerships with target professions when you don’t know anyone in that field?
Glad you asked…
If there’s a gap in your referral team and you don’t know anyone you can easily approach, simply ask clients and colleagues for introductions to professionals they know, like and trust.
Here’s a proven script you can use that will lead to introductions to quality, successful professionals who have the ability to refer you business over the years to come.
Just call some of your more affluent and connected clients and say,
“Hi Joe, I’m looking for a good CPA to refer my clients to. I’m looking for a trustworthy, quality professional that is going to take great care of my clients. Someone you would rate as a 9 or 10 out of 10.
Anyone come to mind?
This script works really well because people love to help others. By giving them an opportunity to make an introduction for you, they are not only helping you, they also are helping the other professional at the same time.
Once they identify someone they would recommend you connect with, you may want to ask them to make an introduction in addition to giving you their contact info.
You can simply say,
That’s awesome. Would you be willing to do me a favor and take just a moment to call your CPA to tell them how we know each other and that I will be calling them today between 3-4 pm?
Anything I should know before I call them?”
By reaching out to pros you already know, like and trust, and filling the gaps with quality introductions from key clients and colleagues, you have access to everyone you need to build a powerfully profitable referral team.
Now it’s time to nurture those relationships and create your partnership plan.
Make Your Meeting Matter
Ok, so you’ve identified who you want to meet to discuss a potential partnership. Now what?
As you’re meeting with your prospective partner, be sure to focus the conversation on how you can help them grow their business. You always should give value first before asking for anything from them. Show up as help, and focus on helping them achieve their goals.
Consider starting the conversation by saying something like,
“Thanks for meeting with me today. The reason I wanted to meet with you is that I serve a lot of homeowners/business owners who could use your services. I’m hoping to learn more about you and your practice so I’m referring you the right type of clients.”
Then, as you start discussing their business, to ask questions like:
– How would you describe your ideal clients?
– What would you say separates you from other CPA’s?
– Where do your new clients typically come from?
– Do you currently have any referral partnerships?
– What types of professionals do you get most of your referrals from?
– Are there any types of professionals you would like to be introduced to?
Your goal is to add as much value as possible so the other professional understands they can grow their business significantly by working with you and forming a referral partnership.
I can tell you from first-hand experience, this process of forming partnerships can be extremely profitable when done consistently. Using these exact strategies and scripts, I created a core team of just 8 referral partners back in 1997. Those professionals referred business to me that was worth well over $100,000 in commissions the following year alone.
When you consider the idea that successful referral partnerships can lead to new clients for years to come, the return on your time investment is massive.
What shocked me back in 1998 was that after tracking and measuring the referrals and income generated from these partners, I discovered just one of these relationships delivered over $50,000 of fee income that year. Understanding and applying this strategy was literally a lifechanger for me that continues to yield profitable results nearly 20 years later.
Just imagine what your business would look like 12 months from now if you took the time to meet just one new prospective partner each week for the next year. Of those 50 people you meet with, if 20% become your referral partners, you will have 10 new professionals referring you profitable clients consistently for years to come.
Did you read the 1st post in the 3 Keys to Profitable Referral Partnerships Series? Learn how to Partner With Complementary Professionals.
Next: Read the 3rd article in the 3 Keys to Profitable Referral Partnerships Series – Promote Your Partners.