In a perfect word, new business would come to you: Open the doors, and new clients pour in.
There's only one way to make this happen: You need to be cheaper than everyone else.
Walmart became hugely successful as the lowest-cost provider.
Financial advisors and insurance agents don't want to take that route. They would like new prospects to come to them, ready to pay the full posted price.
How can you get your clients to help you?
Imagine there are two ways clients can help you: They can facilitate introductions, or they can get involved on a deeper level and arrange referrals.
This article will focus on introductions, an easier ask.
Your Resources
We will assume you've studied your target geographic market.
You built a list of all your college alumni living in the area. You have a few clients who work at the major private sector employees in town. You also have a list of others at the firm, people who would make ideal clients.
There are a couple of gated communities nearby. You have clients and friends living inside those walls.
The above examples share a common feature: You have lists.
Those lists might have 50 to 100 names.
The Lists
Do not sit down with your client in the gated community, show them a list of 100 names and ask: "Who do you know?" The client would be overwhelmed.
Try this strategy instead: Break the big list into smaller lists of 10 to 15 names.
Sit down with your client. Let the client know you're interested in growing your practice.
Show the client a much smaller list and ask: "Who do you know? What can you tell me about them?"
It's easier for a client to focus on a smaller list.
Looking at the addresses, the client might say: "That's one street over. I carpool with that guy."
Alternatively, the client might say; "That's one street over. I don't know that guy, but I know the neighbor. She's a nice woman."
What to Say
Many times, you need the right words to close the deal or get the desired result.
I like two expressions: "This is the kind of person I would like to meet" and "I think I may be able to help." You would then add: "Would you introduce me?" or "How can I meet them?"
Geography
In this example, we are talking about residents of the same neighborhood.
