Communicate Effectively with Potential Alliance Partners
By showing that your initial experience with a prospective client is all about having a conversation, not selling something, the alliance partner will feel much more comfortable making referrals. --John J. Bowen Jr.
Show your potential partner how you work with clients in a discovery process to uncover their deepest values and goals and what is truly important in their lives. Any professional may be leery of sending their clients to an advisor who may be a hard-core salesperson. By showing that your initial experience with a prospective client is all about having a conversation, not selling something, the alliance partner will feel much more comfortable making referrals. In fact, make it clear that all you are looking for when the alliance partner sends you a client is to engage that client in a discovery process—nothing more.
-John J. Bowen Jr. is founder and CEO of CEG Worldwide, in The Right Ally
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