Hey Debbie!

Here’s an outline of the different ways of working, and some testimonials that I think are most relevant. (currently working with a CFO practice as well thats had some immediate results and I’m sure would be happy to talk).

Really looking forward to speaking again next week!

Dave

In case videos aren't your thing, Debbie, just to say how much I enjoyed speaking and how much I would love to work with you and the team. The fact that you already have grown through referrals and are so focused on your clients having the right match in values and personality means that I think the work I do would be perfectly suited to you.
It would also, perhaps most importantly, allow for a greater commercial culture throughout the rest of the team, with all that means for your future plans.

Here are the details of what I cover and my approach. Anything else you need before I call next week, just shout.

Client & Network Referrals

This is all about helping your existing and previous happy clients, and your wider audience, to help you - because they do want to.

Key to this is building a culture of referrals within your team. Referrals is a customer success activity, not just a sales one.

This comes from tackling any people issues with blocks around requesting, receiving and responding to referrals, and then the systems and processes that help embed these behaviours so that it becomes second nature.

Here’s an overview of what would be covered:

  • Understanding any individual blocks around being pro-active in asking for introductions & reframing the mindset to remove ‘the ick’.

    Also recognising the drivers of why people refer in order to be able to engage with them in a more meaningful and value based way.

  • Looking at the range of people available to us. Identifying the low hanging fruit and discovering new opportunities for growth through people as yet untapped.

  • how to humanise your requests so referrals feels comfortable for all.

    You’ll learn the specific ways to make it easy for your would be introducers to refer you - all done in a completely human way (People refer you for what you do, not what you sell)

    We’ll look at simple ways to be super specific without being salesy - great for immediate introductions.

    And we’ll also discover your situational niches - the new way of looking at referrals that makes them all about solving problems not just sales funnels. This is the key to receiving consistent introductions to not only your ideal clients, but ones that are ready to use your services. 

  • Understanding the right time to ask (hint: it’s often much earlier than you think).

    Working through your customer journey, starting from their first contact with you, to pinpoint the ideal times that referrals could be requested and highlight new opportunities to add value and create the ‘wow’ moments that facilitate introductions.

    We’ll also look at the supporting messages and content that back up the personal requests to help build a culture of referrals both internally and with your audience.

  • The words we use are everything - for both us and the people on the receiving end.  We’ll work on the tones and tactics to use in each different scenario - both from an ongoing perspective, but also looking at specific campaigns that can be run for some quick wins (be that broadcast messages or personal contact).

    This is also where we look at the systems and processes that sit behind the human first approach. How are referrals being tracked, followed up on, and the culture embedded.

How Do We Work Together?

I deliver hands on coaching, training & consultancy. All live sessions are high energy, highly interactive, and implementation focussed - not just theory. We’ll map out processes, agree positioning, decide on target lists - as much as we can do in session, we will. And all can be delivered in-person at your offices, online, or hybrid.

As well as the direct support you’ll also be provided with a comprehensive framework documents and accompanying worksheets, detailing each aspect of the referral framework. They’ll also be an action roadmap that details each individual action to take, either now or in the future. I provide you with a repeatable, scalable, process you’ll be able to replicate and build upon.

What are my options?

There’s a few ways of working together, and each can have additional support bolted on where required. Need something else, lets talk!

  • Spend an hour either working through your biggest referral challenge / opportunity or looking at a broader strategy.

    You’ll receive a report detailing immediate actions & next priorities, presented back during a follow up meeting, and supported by the full suite of referral framework documents to aid implementation. 

    This is your chance to dip your toe in the water, gain real value, confidence that this is the channel for you, and that I’m the right advisor to support you in scaling it.

    Flexible Monthly Support - from £500p/m 

    Following the Nearbound Navigator session: a mix of live sessions and additional support / accountability via digital channels to ensure you take action and make the progress you need.

    Starts at £500 for 1 hour session per month, with a 20% discount on each subsequent hour required within that month (£400/£320/£250).

    Minimum 3 month commitment.

  • Building cultures of referrals so that everyone customer facing has the skills & confidence to ask for referrals, and the business has the systems and processes to support this.

    Four live sessions backed up by outside of session support to ensure implementation.

    *Strategy, Systems, Process

    An up to 3hr session with the senior team to look at the existing set up, identify areas of opportunity, and any issues that may need resolving. We’ll also look at the systems, processes and structure required to make this an ingrained part of your lead generation strategy.

    *Team Workshop

    Highly interactive ½ day session with the whole team where we work through the framework to begin to build the Culture of Referrals that can have a huge impact.

    A chance for people to work through their challenges, share their ideas, and come away with practical skills they can start using right away.

    We’ll send everyone away with specific actions as well if you would like (I strongly suggest you do!)

    *Campaign Planning

    Further session with the senior team where we take a deeper dive into planning out specific outbound referral campaigns, both digital and in person, brand led and individual, to ensure the momentum built in the workshop follows through into action and ultimately results.

    *Team Follow Up Session

    An hour long online session where the team can feedback on any successes they’ve had, share challenges, and support each other in embedding best practice.

    (cost for up to 10 people)

  • Item dAll the support provided above, plus an additional 10 hours of support.

    This can be used for a mix of additional team feedback sessions (great for the cultural piece),  121 sessions to either support those that need a bit more help, or to give even more impetus to your referral superstars, or more strategic discussions with the senior team.

    All backed up by additional digital support over the extended time working together.

    Cost can be split over 4  months

Testimonials

Here’s some of the most relevant testimonials, and you can find a whole range of others here

And if you’d like to speak to someone directly - then that can easily be arrange too.

Tory Wagg - Director Of Panthera Accounting

  • Jon Dennis – Managing Partner Red 76 Chartered Accountants

    I’m always so busy I just don’t ask for referrals, even though I receive a steady flow of them, I’d also love to get my team asking, but I know they’ll be resistant as they’re not sales focussed. In amongst having a lot of fun, the content delivered during the Collaboration Junkie session was absolutely brilliant. It’s one thing showing where you have a gap in your business, it’s something else entirely to make you realise how you can fill that and inspire you to take action.

    it really opened my eyes to the potential and gave me a framework that I can now build into my business moving forwards – I’ve already set the wheels in motion.

    I’m looking forward to working with Dave again in the future and would recommend other business owners find the time to do the same.

  • Steve Vale - Commercial Director Of Plann3d Solutions

    “When I first started working with Dave at the start of the year, my immediate goal was to not have a dip in work during the summer months. 

    8 weeks later with £100k of new work in, that I put wholly down to the mindset shifts and practical applications Dave has introduced, and my goals shifted.

    I’ve not had to do anything drastically different to what I was doing before, just make subtle shifts in my behaviour and language to be more intentional about referrals with my clients and network in general. 

    As I’ve built momentum with the conversations I’ve been having, the connections and results have just snowballed. 

    And the work brought on has typically been with the clients that I want to be working with ongoing.

    I can already see how this is going to bring the consistency our business needs in order to scale, and I’m now looking at how partnerships and referrals can help me attract more of those ideal clients rather than just filling my pipeline.”

  • Sarah Mols - Director of Outside Ideas

    Before working with Dave I would have said that we were in a pretty decent place for referrals, we've organically developed relationships where referrals naturally happen.

    But it's random, not consistent at all. When a lead does come in, it's more of a bonus lead, less of a planned, intentional and thought through part of our lead generation.

    Since working with Dave, I realise how much more opportunity there is out there for us, and how we haven't made it easy for others to refer into us.

    I now have tangible, realistic - and exciting - steps and goals to work toward to create a strong and consistent pipeline of pre qualified leads coming through to us (how amazing is that!?).

    Dave is a 'Big Thinker', he helps you shoot for the stars, with high level, strategic planning. But he's also hugely practical and realistic, and will support you in creating and taking the steps you need to implement a referral strategy that works. He's also a thoroughly nice guy, and a pleasure to work with.

    If you're looking to increase the amount of leads coming into your business, with a trusted and expert advisor, who 'gets people' and knows how to craft sustainable and impactful relationships - look no further - talk to Dave.

  • Over the course of his career, Dave has developed hundreds, if not thousands, of partnerships. From growing his own membership organisation to 2000 members almost entirely through referrals and strategic partnerships, to providing access to the SME market for global brands such as Regus & Volvo, reaching nearly 1 million business owners along the way.

    Dave's previous business was a customer engagement agency that helped connect business services providers to their target market by working with organisations that already had a community of their audience. Facilitating all the marketing support to make sure the right quality of leads were provided at the right time, in a way that added value to all concerned. Whether it be with big brands or new start ups, tailored introductions or prospects at scale (we delivered over 10,000 digital marketing leads to Yell over a 2 year period) we offer experience of lead generation partnerships from both sides of the coin.

    And not all that experience has been positive. We learned as much from the mistakes made or witnessed as the successes. We've learned the hard way so you don't have to.

    In 2020 (pre COVID) Collaboration Junkie was born. Helping ambitious business owners leverage their credibility to get high quality leads, on a consistent basis, from trusted 3rd parties - making Lead Generation an enjoyable process!

    Over the last 5.1/2 years we've worked directly with well over 100 business owners and their teams, the majority being in the agency space. Our sweet spot is successful brands looking for their next stage of growth - leveraging their brilliant reputation within their chosen sector to build exciting partnerships, and a culture of referrals within their teams, that means introductions from both partners and clients scales alongside the business.

    Want to know a bit more about Dave as a person? Click here!