Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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4. Determine how many of your clients are referrals in action. Complete a client
historical path. List all your clients, equally spaced, down the right side of a
large sheet of paper. Next go through each client one-by-one. If the client
was referred to you by anyone (colleague, another client, anyone), list that
to the left of the present client in the next column. Draw a line connecting
the referral source and your client. If someone referred more than one client,
you do not need to list them again, but draw multiple lines from the referral
source. Now examine this second column. Did anyone refer you to these
clients? Complete the same process. What did you learn about referrals and
where your business is today? What can you learn from this? What can you
repeat? What can you do better?
5. Identify three clients you would like to be references for your business. Create
a four-question letter that identifies their customer satisfaction level. Deliver
it to them to determine what you need to improve.
Marketing Your Consulting Services