How can you build a referral network when you're new to consulting?

La inteligencia artificial puede ser una herramienta muy útil para identificar a tus clientes potenciales de manera más eficiente y precisa. Por ejemplo, puedes utilizar algoritmos de aprendizaje automático para analizar grandes cantidades de datos y encontrar patrones y tendencias en el comportamiento de tus clientes y prospectos. También puedes utilizar chatbots y asistentes virtuales para interactuar con tus clientes y obtener información valiosa sobre sus necesidades y preferencias. Además, puedes utilizar herramientas de análisis de sentimiento y procesamiento de lenguaje natural para comprender mejor las opiniones y emociones de tus clientes y adaptar tu estrategia de marketing.

It doesn't happen overnight. Relationships are paramount. Develop meaningful relationships with your clients and co-workers. Do what you say you are going to do. Take pride in the quality of your work. The referrals will follow over time.

Create a unique value proposition. Demonstrate business value to your existing customers. Engage your customers into business value articulation at an industry need level.

1. Identifica tu mercado objetivo: Utiliza herramientas de inteligencia artificial para analizar el mercado y definir tu nicho de consultoría. Por ejemplo, puedes utilizar algoritmos de recomendación para identificar sectores específicos con alta demanda y baja competencia. En mi experiencia, centrarse en un mercado objetivo facilita la construcción de una red más relevante y efectiva.

Na minha vis?o antes de identificar seu mercado alvo, voce tem que definir muito bem qual é sua proposta de valor e como voce realmente irá gerar valor ao seu mercado alvo. Logo após isso ficará muito mais facil e assertivo a identifica??o do seu mercado alvo e de uma forma verdadeira voce irá gerar valor aos seus clientes.

Before I started on my own I reached out to 2 main contacts that I trusted and had strong networks of their own. This was 6 months prior and gave them time to help get my name out there so by the time I was ready to start my business I already had business lined up and this helped keep a positive cash flow right off that bat so I wasn't digging myself out of a financial hole.

La inteligencia artificial puede ayudarte a mapear y analizar tu red de contactos actuales en plataformas como LinkedIn. Identifica personas que puedan tener conexiones valiosas en tu industria objetivo. Personalmente, al comenzar en consultoría, encontré que las referencias de colegas anteriores y amigos en la industria fueron esenciales para establecer mi reputación inicial.

Professionally your contacts and network are your only real currency. Too many times I've seen people get displaced at one company that quickly pop up someplace else simply because of the network. The only reason for that is they know you, not just your reputation. Moving into a consultancy, your network is the force multiplier that either engages you to solve their own problems because they know you can, or to connect you with an client inside their network, but outside yours to help with their problem. Word of mouth is still the most powerful advertising around and thise relationships are key.

La inteligencia artificial es muy útil para identificar oportunidades y mejorar tu red de contactos. Aquí te dejo algunas herramientas para hacerlo. Una de ellas es el análisis de sentimiento, que te permite conocer las emociones y opiniones de tus contactos en tiempo real y adaptar tu estrategia de comunicación en consecuencia. Otra herramienta útil es el procesamiento de lenguaje natural, que te permite comprender mejor las necesidades y preferencias de tus contactos y personalizar tu comunicación y marketing en consecuencia. Espero que te sea útil.

Networks grow through conversation. Try to meet new people everywhere and show interest in what they do. Many of these conversations will just be conversations, but over time, some will turn out to be invaluable.

Utiliza algoritmos de recomendación y análisis de redes sociales para identificar personas influyentes en tu industria objetivo. únete a grupos relevantes en LinkedIn y participa en conversaciones. En mi experiencia, asistir a eventos de networking virtual con enfoque en tu área de consultoría te permite conectarte con profesionales clave y construir relaciones sólidas.

The key is to build genuine relationships rather than just focusing on transactional connections. Networking is a two-way street, so be willing to offer help and support to others in your network as well. LinkedIn groups, attending Industry-specific events, utilizing company events to identify, interact and indulge in conversations with folks who seem like-minded and possess growth mindset.

Networking communities like LinkedIn can be leveraged very effectively. Your first level contacts are a start, but realize they are often those you have worked with, and not necessarily those who have actually purchased your services. If they are not at the decision making level you need though, they surely know those who are. Reach out to your 2nd tier contacts. When you do, they will see that you know someone in their network and they will be more likely to accept your invitation to connect. Don't stop there - follow up with introductory information about yourself and the value that you can deliver.

It’s important to not only rely on your already established network, but strategically expand on it as well. I like to think of it as building pipeline; you want X amount of coverage. The key to expanding your network is to provide some type of relevant value along the way. I’ve found that attending events (both in-person and online) and creating thought proving content work well.

Consultancy is a business based on trust. Without gaining trust, it is not possible to gain new customers. We can consider the concept of trust under 3 dimensions: 1) Professional trust - trust in your competences and expertise, 2) Personal trust - trust in your honesty, transparency, 3) Contractual trust - trust in your respect to ethics. Here are 3 critical suggestions for gaining these 3 dimensions of trust: 1) Produce original content that will prove your expertise and share it with your potential customers, 2) Demonstrate your expertise and ethical understanding with small events and services before big projects, 3) Clearly demonstrate your difference from other consultants in terms of method, content and expertise.

When starting in consulting, establishing a referral network hinges on relationship-building. Engaging in industry-specific events, conferences, and networking platforms introduces you to potential referrers. For instance, attending conferences like the Global Consulting Summit can connect you with industry leaders. Engage actively, offer value, and nurture relationships through follow-ups, sharing insights, and referring their services when relevant. A genuine interest in others' success fosters reciprocity, gradually building a strong referral network.

Cuando solicites referencias, utiliza la inteligencia artificial para personalizar tus mensajes. Analiza patrones de comunicación exitosos y adapta tu enfoque en consecuencia. Por ejemplo, en mi experiencia, he encontrado que destacar cómo la consulta podría beneficiar al cliente potencial aumenta la probabilidad de obtener referencias valiosas.

One dynamic way is to offer a value while asking for the referral. Here is how (1) figure out a value your consulting can offer (mini capsule), (2) frame it with a consulting value voucher, (3) Offer to your existing client (whom you are asking for the referral) the voucher to give as a gift to a business friend to benefit from. This way when your client calls his/her network, he/she is not just asking him/her to connect with you, he/she is giving them a consulting gift voucher to use. Examples of the vouchers; one day free consulting, seat to attend a training workshop or webinar, a quick diagnostic, business health check up, share a book session, psychometric assessment tool, coaching session (basically a mini sample of your services).

Ter boas referências é fundamental para ter sucesso na consultoria, uma vez que o base é a confian?a e a entrega. Manter clientes felizes e satisfeitos é uma tarefa diária de qualquer consultor. Ao solicitar uma referência tenha em mente o objetivo e os efeitos que isso pode gerar. Solicite referências à clientes do mesmo perfil que vc está buscando fechar negócio. Cuidado, "n?o dê um tiro de canh?o para matar mosquito."

Imprescindível e fundamental que as referências sejam registradas na plataforma digital mais adequada, pois muitos potenciais clientes realizam pesquisas antes de entrar em contato.

Utiliza sistemas de gestión de relaciones con el cliente (CRM) basados en inteligencia artificial para realizar un seguimiento de tus interacciones y mantener relaciones a largo plazo. En mi práctica, he implementado estrategias de automatización para enviar actualizaciones periódicas a mi red sobre los proyectos en los que estoy trabajando, manteniéndolos comprometidos y recordándoles mi experiencia

Algunos NO Estas acciones restan mas que sumar: 1. Pedir contacto en Linkedin e inmediatamente enviar un mensaje o mail con oferta de servicios 2. Enviar mails con frases como si fuese la continuación de una conversación donde nos pusimos de acuerdo en algo y jamas entramos en contacto 3. Pedir sin ofrecer 4. Descuidar los contactos y reaparecer cuando se necesita algo Los contactos son como las amistades, hay que dedicarles tiempo, interesarse, estar presentes

Always, always, always keep in touch by any means: face-to-face, virtual, Social networks, etc. It's important to have crystal clear knowledge of your audience, so you can contribute with valuable insights and information.

Nobody wants to be "sold" to - reflect on how you're engaging with people over a period of time to build genuine relationships. If you're asking for work to someone who you've not spoken to in 3 years, the chance of them being receptive is much lower. Additionally, consider how you'll keep promoting yourself through your chosen media, for example, sharing articles, latest thinking and inspirational stories. Stay positively engaged with people and then future business development will be much easier.

Es muy positivo tomar la iniciativa en las interacciones con clientes, por ejemplo comentando novedades o alternativas que pueda interesarles. El hecho que sientan que piensas en ellos y su negocio genera confianza, y la confianza es la base de la consultoría exitosa y virtuosa.

I was told early on in my career that the best way to grow your network is to do good quality work - that sells itself. I've tried to stay true to that sentiment throughout my career. As a new consultant doing good quality work gets you noticed internally, which leads to many great opportunities, which leads to many great external opportunities and contacts and eventually a great network. Plus have a wide network with a diverse array of skills, experience and backgrounds - life becomes way more interesting, and opportunities come from the unlikeliest places as a result...it's how I ended up here in Canada.

Es crucial recordar que construir una red de referencias lleva tiempo y esfuerzo continuo. La inteligencia artificial puede facilitar el proceso, pero la autenticidad y la confianza son fundamentales. No subestimes el poder de ofrecer valor a tu red antes de solicitar referencias. Publica contenido relevante, comparte tus conocimientos y ayuda a otros siempre que sea posible. La construcción de relaciones sólidas es un viaje constante, y la paciencia es clave para cosechar los beneficios a largo plazo.

Focus more on giving value to others rather than selling. Prioritise delivering what you say you will (and more). Be clear and transparent on what you can and can’t do; when you can’t directly help, recommend others or a possible next step as a minimum. The rest will take care of itself.

I strongly believe that good people know good people. People who are smart and great at their jobs would consider someone as good as them to be great. Surround yourself with these people, build strong relationships and support them genuinely and the referrals will naturally come.

I believe one networks best, when not trying to network at all. I am not saying, don't do the bare minimum that is: - Approaching existing network - Going to events - Sharing insights, publicly. These activities are imperative to create visibility or pull towards you. What i'm simply saying is stop taking it as a task. Some helpful tips could be: - Be Authentic, walk the talk - Give something first, do favors without one in return - Start early, ideally one should have contacts in the market before they plan to enter consulting, i.e. start in college, connect with seniors - Adapt and evolve, no two people are the same, so why should your approach? -Don't be afraid to ask for help, because if you don't, the answer is always no.