So what would a client referral meeting look like? Here’s one possibility.
The underlying context to this meeting is the recognition that the greatest challenge that any business owner faces, particularly in these challenging economic times is to drive new business to the company. The second greatest challenge is to fix a problem or capitalize on an opportunity that they might see but don’t quite know how to address.
Each of these referral meetings would last an hour. Only a small number of clients, perhaps six to eight clients, would attend each meeting. Ideally, they would have complimentary businesses.
Each client would discuss
- What values his or her company provides,
- Its ideal client and
- A particular problem or opportunity that it is facing.
The idea is to try to get each a client new business via referral or find them a company that can help them meet a pressing need or opportunity.
That’s the whole agenda.
The only thing that is required is that each company approach the meeting with a mindset to offer a warm referral to any of the companies represented in the room. By doing so, this gathering of leadership would create more growth and value.
And each company will get more business and / or be able to grow its business more effectively.
Strategy Insight 