- Name:
- Graham Lucas
- Company:
- Spectrum Office Solutions
- Company profile:
- It started off as a business which offered general office support. We provided IT, webpages and bookkeeping. However, following the trend of what people want and need, 98% of our business is now bookkeeping.
- Position:
- Owner
- Founded:
- December 2006
I used partnering to find new clients
The challenge
Getting clients.
The solution
I wanted to really focus on getting word out about my business
services in my local area. I started off by sending out emails and
flyers locally, explaining the services I offer, to get the word
out.
About six months ago I decided to try something new to bring in
more clients. I spoke with accountancy firms and agreed to partner
up with them. This means we both recommend our clients to each
other. This has been highly successful, because if a client trusts
me or the accountant, they trust the recommendation, so the other
one benefits from the business.
It's a win-win relationship for both of us. We both get more work
from it and our clients like the fact we can recommend someone they
can trust to do another service they need.
From my point of view, it's great because it's free advertising,
and we come with a stamp of approval from a trusted
accountant.
When potential clients do come to me, I then have to make sure I'm
talking to them on their level. Because I go into businesses to
speak to people about finance, I have to keep in mind who I am
dealing with. At some point all businesses need to work with
numbers and it's important that I identify where their strengths
lie, and speak to them in an easy-to-understand and approachable
manner. It's important not to treat people as idiots, and rather
treat them as equals.
Key lesson
Look for businesses in your area you can partner with to
recommend each other's clients to.
Top tip
Treat everyone you deal with and encounter in every aspect of
your business with respect. This will benefit you in the long
run.
Find out more about Spectrum Office Solutions