The Referral Engine – How to develop external and internal referral sources
4 CPD Hours
AUD $200+GST Per learner
Any principal or partner will acknowledge that referrals are still the most common source of new clients (with the exception of fee acquisition of course). Typically, over two-thirds of new clients of accounting firms still come from referrals from other clients or external networks.
It is perhaps surprising therefore that many firms complain that they receive insufficient referrals. All sorts of reasons are given, from not having clients who can refer, to being overworked and therefore not having the time to seek referrals. In reality, there are usually two reasons for lack of referrals from clients:
1. The client is not ‘delighted’ with the service and does not feel comfortable with recommending it to friends and colleagues.
2. The practice does not actively ask for referrals from clients or external networks.
What’s the course all about?
This 2 module course outlines key steps that professional firms can take to improve the number of quality of internal referrals (from clients) and external referrals (from professional partners).
The course consists of:
Each learner will develop a SMART action plan appropriate for their professional development needs.
Who’s it for?
This course is suitable for any professional directly or indirectly involved in client and professional advisor relationships, including partners, managers, accountants and adminstrative staff.
Module 1: How to ask clients for referrals
Module 2: How to develop referral partners
Our self-paced eLearning courses follow a 4-step process in relation to learning objectives:
All modules are structured with specific learning objectives and assessment tasks. Learners are expected to demonstrate that they understand learning objectives and can apply concepts through completion of the assessment tasks. A SMART action planning template is used to consolidate specific actions and to ensure that a timeframe for completion is established and followed. Regular review of progress is ensured through commitment to completing the course.