Posts Tagged ‘Referrals’

Vacation homes let us escape for a bit,
But the Grinch is so jealous, he just has a fit.

So while Willy was working and his back was turned,
The Grinch took some things that he hadn’t earned.
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Our business relies primarily on word-of-mouth marketing via networking. When you’re seeking strategic partners instead of selling, it’s easy to answer the ubiquitous question “What do you do?” We’re a business technology company. We help staff spend less time shuffling data. We write custom software for Innovators. Pick a ‘Phrase du Jour.’

But when one of those connections leads to a referral to a company who may benefit from our services, I’m often asked “How should I introduce you?” It’s a hard question to answer, because I seek out companies who have problems we can solve. And who wants to be told they have problems?

My best answer so far is this: Our clients typically recover 10% or more of staff time that was wasted on juggling spreadsheets, chasing paperwork, or fighting with software that doesn’t really fit their business. I’d like my contact to suggest that Agile Reasoning may be able to do the same for them.

That’s very specific to us though, so let’s hear some more examples. How do you gently tell a business connection that their web site stinks, their marketing isn’t doing the job, their HR policies leave them exposed to a lawsuit, or make any other outsourcing recommendation where the ‘prospect’ may take offense?