The Why and the Who.

The first step is is all about discovering who your ideal referrers are and why they would want to refer you. What drives them?

Removing ‘the ick’ from referrals.

But first we look at the ‘why not’. Why is it that you and your team aren’t asking for referrals as often, or with as much conviction, as you should. We look at any mental blockers and work through them so we can get on with growing your business.

Why

From there, it's why do people refer? It's rarely because of a reward, almost always because they love what you do and want to support you, but there'll often be secondary drivers that are really powerful to understand.

Who

And finally the who. The range of people available to you to ask for introductions is always a much bigger pool of people than you'd ever thought before. At this stage, we'll start to identify some immediate opportunities for requests (and therefore leads in your business).alue based way.

The systems, structure, and software that support your referral efforts.

This is rarely the step that gains you referrals early, but it is the thing that will get people referring you repeatedly. The little things really do matter. It's all about setting things up right and then remembering to do the things that you really want to do but maybe sometimes forget.

Structure.

How do you reward referrers? It's the number one question most people have.
But incentivising referral requests up front will almost always have the opposite impact to the one you're looking for. Understanding the psychology at play here from the Discovery step and putting that into a practical reward mechanism is key. It means your referral strategy will fly, rather than launching a client referral programme that no one wants to join. .

We'll also look at your internal processes for how you can support, scale, and embed the culture of referrals we’ll build within your team.

Systems and Software.

It's better to have a spreadsheet you use than a CRM system you don't, but it is vital that you not only track referrals into your business, but requests made and introductions promised. Every time someone introduces you, they're trusting you with their reputation, and having the right systems and processes in place ensures that you respect that trust, which is the key to getting repeat referrals. As for tracking requests, the fortune is in the follow-up, and so this is here to ensure you don’t let opportunities slip away.

The When.

This step of the framework is all about your communications and relationship with your referrers and it's split into two distinct sections:

When to ask, and once you have asked, all the communication that follows from there to keep the relationship strong and the referrals flowing

When to Ask

One of the biggest mistakes businesses make when asking for referrals is waiting until late into the relationship, missing out on both the hottest time to capture someone's goodwill, and potential multiple introductions that could have been made while they wait. Only one person decides if you've delivered enough value to make an introduction, and it's not you, it's the person you're speaking to. We'll map out all the potentially perfect times to ask for introductions (your wow moments and obligation points) also uncovering wow moments that you’re not in the room for; giving the opportunity to build in unique customer touchpoints that can add value right across your business.

When to Communicate

The trust we spoke about in the Assembly step, one of the key factors in maintaining this is to nurture your referrers by keeping them in the loop with what's going on with their introductions. We'll map out all the various post-introduction communication channels so that you not only receive more referrals but convert more as well.

The What. This step is all about how we make it easy for our referrers to connect us with the people we want introductions to. What we're actually asking for, because it's not ‘anyone who might not need our services’.

We'll also look at how we can better support those willing to make referrals so it's as simple a process as possible for them.

The 5 Asks

There are five specific asks you can make of your clients and wider network. We'll run through these and look at when the best time to use each ask is, so that it feels natural to both you and the person you're asking, and the person they're speaking to.

The key to these asks is being ultra specific but sounding completely human and natural.

These asks aren't mutually exclusive, so for different scenarios will look at the order you can use them in to gain the best results in the shortest amount of time.

Supporting Your Referrers

Sometimes someone will say yes and genuinely mean it, but then struggle when it comes to actually making the introduction. We'll look at how you can overcome this to make sure people follow through on their good intentions, and you receive great introductions into your business.

The How.

In this final step, we'll tie everything together and engage our referrers.

What formats you'll use, the words you'll use for each, and finally, campaign planning so that the work we do together delivers quick wins.

The Words You’ll Use

Based on the ‘5 asks’ identified in the ‘Connection’ step, the unique timings identified in ‘Nurturing’, and the type of contact identified in Discovery, you'll come away with the exact words you'll use for each type request. Meaning, you and your team feel confident in asking your contacts, they feel comfortable in saying yes to you (with a clear idea of how they can help or who they'll refer) and their contacts are glad to accept the introduction.

If the Connection step was about making your requests super specific and therefore easy for your contacts to understand, this step is all about making those requests feel completely human, so that it feels like asking a favour from a friend.

Other Messaging
On top of the proactive referral requests, we'll also look at supporting messaging, be that digital or elsewhere, so that referrals stay front of mind with your audience.

Campaign Planning

Piecing together everything we've spoken about across the rest of the framework to detail immediate opportunities for referral requests. We'll map the contact, with the ask, the words, the format of the request, as well as who's responsible for making that request, and when they’ll do it.

Ensuring your business receives a healthy influx of new ideal prospects as quickly as possible.

There’s 3 main things to think about here and it sets up everything else that we work on:

Why are you partnering? We need to be crystal clear on the outcome you’re looking to achieve. How highly qualified do you need the leads to be, and at what volume?

We need to know what a successful partner program looks like for you so we can help you achieve it.

Who’s your ideal client? Again, we need to be as specific as possible, if we don’t know who your ideal (or chosen target) client is, and the services you want to sell to them, how can we uncover who the perfect partner is?

Who are your Perfect Partners? It’s not about saying we won’t work with anyone else, but about really identifying where we focus our proactive efforts. Where they’ll pass the right quality of lead, at the right volume, and at the right time. It’s much more than just having the right audience for you; it’s about the nature of their relationship, how they communicate, their values, and so much more.

We’ll not only uncover who they are, but also your unique Partner Value Proposition which allows you to engage with potential partners quickly and effortlessly.

This value proposition is the key to unlocking partners who want to proactively put you in front of each of their clients.

For a partnership programme to flourish, and then scale, you need to ensure you have the behind the scenes set up in order. From internal systems, software and personnel, tracking partner leads and performance, to the structure of your agreements - covering things like how we reward your partners.

We’ll make sure no stone is left unturned so you can be sure of delivering a consistent level of service to your partners.

The simple things really do matter, get this wrong and your partners will immediately lose trust, get it right and you’ll have partners for life.

You may not be ready to have everything in place on day one, but we’ll ensure there’s a road map to best in class that will serve you well along the way.

Your partners could become as important to the future of your business as your most key clients, so we need to make sure you treat them as such.

Communication is key and we’ll look at the various channels each partner type will need to ensure a rock solid relationship is formed that only builds over time.

From setting expectations at outset, and a seamless onboarding process; to reviews and regular updates that keep you front of mind, and the partnership moving in the right direction.

It’s about getting the right mix of automation and personal contact. Functional messages and value add communications. Formal reviews or forming relationships.

We’ll ensure your partners are left feeling loved, valued, and informed; so that when they’re approached by other potential partners there’s not even a thought in their mind about working with anyone but you.

A successful partnership doesn’t just happen. You need to help your partners connect their audience to you. Do the heavy lifting, make it easy for them, and you’ll reap the rewards.

Don’t, and you may well find your partnership experience an underwhelming one.

Depending on the partner and how they engage with their audience you’ll need to provide the right level of support.

Is this internal marketing support?

Partner facing materials where you share the benefit of your experience to enhance the ability of the partner and their team to refer you.

Or

Is it external, customer facing support?

All the materials and activities your partners may need to connect you with their audience through successful co-marketing campaigns.

From static materials like sales emails, to more immersive experiences like events.

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We’ll look at all this and more, including how you can really integrate your offering into your partners processes so the lead generation process happens seamlessly and repeatedly.

With confidence in both the existing offering, and the road map to an even stronger partner programme, it’s time to build your partner acquisition strategy.

Using the partner value propositions we identified during the Discovery stage we’ll cover how to get your first partners on board, how to then leverage them and your network to grow your partner base, before looking at advanced strategies to really scale your programme when the time is right.

Within this we’ll look at the supporting materials and messaging required - but by this point it’s all systems go.

Our simple 3 step process will provide you with all the partner leads you need to grow your programme and your business.

Spend 90 minutes mapping your 2 distinct channel strategies.

Before this you’ll be sent a detailed questionnaire allowing me to know where you're currently standing. This helps me build a fuller picture for the ultimate output from the session

You’ll receive a full report detailing immediate actions, any red flags as well as your next priorities to allow you to scale.

This is presented back during a follow up meeting, and supported by the full suite of DANCE 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 all the additional support / accountability via digital channels you need 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.

We’ll spend a day in person together (I’ll come to you) on the most creative bits of your channel strategies, and surround that with online sessions to ensure you have a more complete framework for each.

Here’s what that looks like in practice:

Online Sessions Prior

Systems & Structure: 90 minutes

*Map out the structure of your partnership and referral systems (how are people being rewarded, and when), alongside how you track and report on Nearbound leads.

*You will come away from this session with a clear, defined structure and a framework to build your tracking and reporting.

Partner & Referrer Brainstorm: 60 minutes

*Compiling the people who may be able to provide leads into Space21.

It's great to do this prior to the in-person session. For the partners, it gives you a chance to ponder who should make the shortlist, and for your existing network, it allows you to think of specific individuals.

In Person Day

Session 1 - Client / Network Referrals

*The psychology of referrals - ensuring no mindset blocks.
*When to ask - We'll map out your customer journey to highlight the wow moments and obligation points that are the perfect times to ask.
*What to ask for - Looking at the five asks you can make of your contacts: when to use each one, and in what order, so you get the best results with it still feeling completely natural to your audience.

Session 2 - Client / Network Referrals

We'll take the learnings from session one and map and run a contact mapping session so you come away knowing exactly:

• Who you're going to ask for an introduction

• What you're going to ask them for

• When you're going to ask them 

We'll also look at the exact words you feel comfortable using so that you know How as well.

Session 3 - Ideal Partner Workshop

We'll  decide on a handful of key ideal partner profiles and come up with unique partner value propositions for them: the thing that gets people excited to talk to and wanting to work with you more closely. We'll also look at how you activate these partners with a unique offering for each that fits in with their own offerings and customer journey.

Online Sessions Post

Partner & Referrer Communications‍ -2hrs

*Agendas and structure for early partnership conversations to ensure potential partners are vetted and progressed in the right manner
*How all referrers are kept up to date and supported once referrals have been made
*Supporting messages and materials to increase chances of client and network referrals

Partner Acquisition Strategy - 1hr

*How to support your networking efforts to increase the number of potential partner conversations

Accountability / Support Sessions x2

*Feedback session to support you as necessary


We won’t be able to cover every aspect of the framework, but you will have everything you need to make an impact, and the supporting docuements to build out the rest

(further support available to implement this, as per Nearbound Navigator extras)

A 6 month programme where over 9 half day sessions (typically over the first 3 months) we work through both frameworks in detail together live, completing as we go.

All you’ll need to do outside of our time together is implement - be that moving the agreed system/process from our notes into practical use, producing a piece of agreed marketing material, or having conversations with agreed contacts.

We do as much as is possible in session so you can get on with scaling your partner & referral channel outside of our direct time together.

As we run through the framework the relevant members of your team are encouraged to get involved - this is all about ensuring you implement.

As much as we’ll methodically build the structure of your programme if you have live partners or opportunities we’ll make sure we work on those to deliver ROI as quickly as possible.

6 × 1 hour live support / check in sessions are included within the package, typically used over the second 3 months and support outside of sessions is proactively provided to support you and your team (or keep you accountable!) with the implementation. 

(further support available)