How to Build on Existing Client Relationships

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Getting referrals may the easiest way to grow your business, but you don’t want to come across as begging or worse. Ultimately, it’s up to your relationship with your clients.

The easiest way to get a blank stare from your client is to ask them who they know that you might be able to help. There are actually about half a dozen potential areas where your client might know someone, but this requires patience, because we are a long way from them sending along a prospect. So where do you go?

Here are five areas where referrals can come from:

  1. People who own a similar business – This is ideal.  You understand the industry.  They are friendly competitors.  Medical practices and small manufacturing firms are good examples.
  2. People doing the same job elsewhere – Engineers know other engineers.  Self-employed IT professionals know others.
  3. Workmates/Colleagues – Everyone has to get serious about taxes.  Many people prefer a face to face relationship.  Has anyone been transferred in lately?
  4. Parents and grown children – The immediate family.  Some people do their own taxes.  As their situation becomes more complex, this becomes less of a good idea.
  5. Neighbors – Assume everyone has an accountant or is convinced they don’t need one.  Life changing events like death and divorce happen.  On a less morbid note, people’s accountants retire.

Why Sending a Referral Will Be Their Idea

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About Bryce Sanders

Bryce Sanders

Bryce Sanders is president of Perceptive Business Solutions Inc. in New Hope, Pennsylvania. He provides high-net-worth client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor, can be found on


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