by Tony Vidler
You have a couple of professionals from different firms in the same sector as Centre’s-Of-Influence (COI’s), and we have a dilemma.
How do I refer potential clients to one and not the other and still keep them both as COI’s for MY business?
Well, the answer is “we don’t”. We refer clients to both of them.
Managing multiple COI’s within the same sector is not just possible, but it is better for the COI’s usually. Even though they operate in the same sector (e.g. accountancy or law) they are not necessarily after the same clients.
That is the key to managing multiple COI’s in the same sector: find out what sort of business works for each of them and what clients they are after.
In this weeks Quick Tips we talk about how to figure out what sort of business works best for the COI’s, so you can build and maintain highly valuable relationships with a number of them in the same profession.
…watch the video to learn more…
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