Like most agencies, we get a lot of business from referrals.
Referrals are great; they’re the easiest clients to close and often don’t try to negotiate on price.
We’re picky about our clients. Not so picky that we can’t grow but picky enough that we turn down a lot of potential work.
I’ve learned the hard way that no budget is high enough to handle a bad client.
This is where referrals can break down.
If you only rely on referrals and you aren’t selective about your clients, you’ll only get bad referrals.
If you have great clients but you only grow from referrals, your progress will be slow.
Too many agencies rely solely on word of mouth and local networking for their growth.
No matter how large your area, this will dry up at some level.
You need a sales process than takes your business development beyond local networking and referrals.
I’ll cover that in a future blog.