The power of introducers

Just as you need to be very clear on who your ideal referrals are when speaking to your Champions, so it is important for you to think about how you can best help the people you want to refer. Whereas a referral to a prospective client may lead to just one transaction taking place, one to an introducer could lead to a number of transactions over a period of time, and to long-term partnerships. It may, therefore, be far more powerful for you to refer potential introducers to your network, rather than just clients. Those introducers will often be in [...]