By Gale Crosley, CPA
Ever wish you could turbo-charge your referral efforts? The need for speed has never been greater for CPAs and other professional service providers. If your referral program is plodding along when it should be setting the pace, there's good news: a network-building strategy that is innovative, focused and proven. Caution! This is not your father's Oldsmobile!
There's No Free Lunch In Today's Environment
CPAs have traditionally sought business through bankers and lawyers, what I call the "free lunch" program. Over chicken Caesar salads and a couple of Diet Cokes, the CPA and prospect politely discover that they know a number of one another's colleagues and clients.
The CPA expresses appropriate interest in the banker or lawyer's area of activity. By the time the CPA has paid the bill and coffee is served, it's become clear that he or she is looking for referrals and would appreciate any the banker or lawyer has to offer.
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