Forum 04-25-08

Getting References from Clients

• To thank clients who spend a lot of time and effort providing references: Single Malt.
• Before asking for a reference, ask the prospect what the time required will be, then let the reference know in advance what kind of commitment s/he is making by agreeing.
• Go back and ask the clients who provided references for you what the prospect asked about. This will tell you what worries the prospect.

The Forum Question: How are we preparing for the economic uncertainty in which we’re living, and how are we helping our clients with it?

• Focus down on your intent to be successful; it’s too easy to get distracted and forget the fundamental building blocks of your business. Shed the dying products and services.
• Work with clients around marketing to get strategic and clear about what they’re doing and who they’re doing it for. She has clients who have more business than ever
• Raise your prices and don’t fall into the fear
• There are more opportunities to buy low (space, employees)—the strong players will gather market share.
• Ask yourself: "What happens if…?" Put structures in place to handle both extreme success and d
• Adopt a CFO mentality. CFOs are always looking for ways to outsource and save money; hiring a consultant could be part of that.