by Tony Vidler
A good COI will be an advocate for you and your business, and be proactively recommending that THEIR clients talk to you and get your professional guidance. The difference between this and any other referrer is that a COI is in a position of influence and knowledge, and can drive a regular stream of the right sort of prospective clients to you, as opposed to an ad hoc (but undoubtedly enthusiastic) referrer.
To build a good COI process you need to think about the issues that the influencer faces, and be able to adress them logically and manage the risks. In this quick tips video we talk about the process of developing a COI system that enhances your ability to generate ongoing quality referrals from advocates.
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