Guidelines for Referring Us

We believe that our organization is unmatched in its ability to help small businesses implement systems to generate more leads, increase sales and build an effective sales organization.  Our objective is to build an organization around the right kind of clients – people who share our passion and commitment to the people they serve.  Over the years, we have discovered that the very best way for us to reach these people is through introductions from successful individuals like you.  These guidelines will provide you with some insight as to who our ideal clients are and how you can introduce us:

Our Ideal Clients Are:

  • Presidents and Owners of Small Businesses who sell a product or service to other businesses or consumers in virtually any industry other than retail. Typically, these are companies that solve problems for businesses.  This includes entrepreneurs and franchisees.
  • Vice Presidents of Sales or Marketing or General Sales Managers in larger organizations with 10 or more sales reps.
  • Partners or Principals in Professional Service Firms specializing in Accounting, Engineering, Information Technology. Financial Services, Marketing, Public Relations, Law, Graphic Design and almost any other area of consulting.
  • Self-employed Individuals or Commissioned Sales Professionals with the potential to earn $100,000 a year or more.  This includes stockbrokers, insurance salespeople, and financial planners.

Believe it or not, there are a handful of sales organizations and sales professionals that are not good referrals for us.  These people include:  Individual sales reps who are not on straight commission (while I often work with them as part of a sales organization, they generally will not invest in my training unless they are self-employed); Real estate agents; Owners of retail operations; Individuals engaged in multi-level marketing; Companies in financial trouble.

The Problems and Challenges that Indicate that a Company or an Individual Can Use Our Help Are:

  • High turnover among salespeople.
  • Unfulfilled expectations. Salespeople are not living up to their potential.
  • Increased competition making it harder to grow sales while maintaining existing customer base.
  • Difficulty differentiating themselves from the competition.
  • Too much time, effort and resources are being spent on attracting new customers.
  • Forced to reduce prices to get and keep customers.
  • Selling cycle is too long.  Too much time is spent in follow-up mode, chasing deals that should have already closed or been disqualified.
  • Too much “unpaid consulting” or “free advice” given to prospects without getting their business.
  • Losing business to the competition.
  • Business owner is good at sales but he or she is having a hard time transferring those skills to his or her salespeople.
  • Business owner simply wants to grow their company and its revenues.

What Should You Say To Introduce Us?

You should describe us this way:  “Client Builder Sales and Marketing is a consulting firm that helps companies and individuals improve their sales performance.  They help  companies and independent professionals do three things:  (1) generate more leads; (2) close more sales; and (3) build sales organizations by working with the sales management team to implement sales and marketing systems.”

Make it clear that regardless of whether we can help their company, the time this person spends with us will be time well spent.  At the very least, our meeting will help them to clarify their objectives and help them to diagnose the cause of their biggest business challenges.  Tell them your story of how we got together and the positive impact that my training and consulting has had on you personally. In telling your story, be as specific as possible.  However, let them know that the types of challenges we have helped you overcome are not the only things wedo.

Gain this individual’s permission to have one of us talk with them.  Find out when they would like us to contact them and find out the name of their gatekeeper.  Make sure they understand that if they really don’t want to speak with us, it is okay to say “no”.  Do not make them feel compelled to meet with us if they really don’t see the value in it.  Once you have gained their permission and identified a good time for us to contact them, please call our office with the green light.

In Appreciation…

We want to be sure that you benefit from your efforts and that you are represented well. Your efforts will make a big difference in our ability to develop new clients and positively impact the lives of the people we serve.  Therefore, we would like your help in finding ways that we can return your courtesy.

Unfortunately, because we work with so many different individuals and organizations who sell the same type of products and services, sometimes it is difficult for us to return the favor and refer business in return without presenting a conflict of interest.   As a result, we created our exclusive “Pay it Forward” Referral Rewards Program.  Sometimes, the best way for us to return your favor is by providing you with additional service and coaching.  Please help us to thank you by asking me for additional help so that we can demonstrate our appreciation.


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