Target Audience:

Business owners and other senior or sales managers with responsibility for identifying and building sources of client leads on a business-to-business basis.

Workshop Objectives:

• Identify potential sources of client leads, including specific target sources.
• Understand why the traditional approach to building referral relationships simply does not work, and learn a new way to build these relationships.
• Able to distinguish between a sales meeting and a referral partner meeting, and able to manage the later effectively.
• Develop clear objectives for your own referral relationships and design a high-level action plan to start to build new or deepen existing relationships / sources.
• Building business-to-business and team-based relationships that improve cash flow consistency and lasting profit margins.

Timing

Structured and interactive 1/2 day workshop.

This can be combined with other coaching material if desired.