About 3 weeks ago, I was conducting a full-day coaching session with a small financial advisory team and was covering my Hierarchy of Referrals. When I hit the last two steps: Introducers and Advocates, one team member asked me, “What does it take to turn clients who occasionally refer you, into true advocates for your business? Are Advocates just wired that way … or is there something we can do to create more Client Advocates?”
My answer was simple: “Yes and yes.”
Some people seem to come into this world looking for ways to provide value to others by advocating for products and services they like.
And some people are right on the edge of becoming Client Advocates, but haven’t stepped into that world yet. These are the people we want to focus on, as they probably just need a little more information and a little nudge to get where you want them to go. Keep reading below for 7 strategies to help push them along. OR, if you’d prefer to watch instead of read, you can check out my most recent video in which I cover this topic:
Celebrate Your Advocates – Host appreciation events exclusively for your advocates. Some firms with whom I’ve worked have established an “Ambassador Program.” When your advocates come together, they all leave as even stronger advocates. Once a year you can send them a thankyou gift related to one of their personal interests or even their children or grandchildren. When you tailor a gift to them, you get a whole lot of bang over very few bucks.
PS – Don’t keep these ideas a secret. Tell your colleagues and business-owner clients.
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