It is essential that you always find ways to bring continued and expanded value to your clients – in ways that go beyond what brought you together in the first place.

Tell your clients, “If it has a dollar sign attached to it, please think of me. I may be able to help you or know someone who can.”

To this end, I recommend you read the book “Safeguard Your Identity” by Mari J. Frank.   If any of your clients experience identity theft and call you, will you know what they should do?  And perhaps you can help them prevent it from happening in the first place

Well, better late than never!

For Christmas 2007 I sent my clients personalized brass wreath holders from Orvis.  Clients realized that it was a gift that was “special” since it had to be ordered with their name on it, not just something where you purchased several dozen of the same thing.

It is so handsome that I’m sure every visitor to their homes during the holiday season (and all year, I hope) asked where they got it.   Great, a chance for them to mention my name.

Next year they will all get wreaths delivered.

Thanks for the inspiring referral tips.

Kathy A.

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Kathy,

I wish I could send you a list of gift ideas that I’ve accumulated, but very few people responded to my “call for ideas.”  Yours was the most creative.

I’ll give you a couple of ideas we use at RCI:

•  Edible fruit arrangements (great for CPAs during tax time).
• Fancy wine openers from Brookstone.
• Gifts from their favorite sports team website.
• Gifts with personalized cards from a new service:  www.SendOutCards.com/billcates 

We’ve found that we always get the best bang for our buck when we send gifts personalized to their special interests – like hobbies, sports, charities, etc.

Bill

 

How do you deal with someone who is an elephant but only wants to be transactional and not interested in the process?Thanks
Ray

I am having a client appreciation function in November. It is a popular event and 50-75 people will attend. It is strictly a party and I do make about 10 minutes worth of announcements. I am holding a “Don’t Miss the Boat” referral contest. Anyone that refers me before 12/31 will qualify to go on our dinner/dance trip. Can you share with me any insight on what I can give or say to clients at this event to get more referrals?

Thank you,
Arni

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Arni,

I’m not a big fan of asking for referrals at Client Appreciation Events. I believe the event should be all about them and you just showing your appreciation of their business. When you go beyond that, it’s not longer a pure client appreciation event.  I am a believer in referral events, where the main purpose is for introductions in a social setting.

I have heard of some financial professionals having some success with referral raffles and the like. If you have the kind of relationship with your clients where they don’t view that as tacky, then I’m sure you can make it work.

My one suggestion would be to make the referral request as much about the value of the work you do and bringing that value to others – NOT about you building your business.  Make it a client-centered or value-oriented process.  Make sense?

Thanks for taking the time to write!
Bill