Referrals from Existing Employer Relationships

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How to leverage your existing employer relationships to secure referrals

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Using BenefitFlow for Customer Referrals

• Start by navigating to the employer tab.
• Look up a few employers that are already your customers. For this example, we’ll use Colgate.

• Click into their profile and go to the contacts tab to see all the HR professionals you might be working with.
• Identify your existing relationships within the group.

• If you have a relationship with someone, look at the top of Colgate’s profile to understand their primary broker (e.g., Pacific Resources, Southborough, Massachusetts office).
• Craft a note to your contact requesting an introduction to their broker to explore other potential clients in the broker’s book of business.

• If you secure a referral, click on the broker’s name to go to their office profile.
• Research the broker’s book of business to identify other employers similar to Colgate that could be a good fit for your solution.
• Prepare for your meeting with the broker by understanding their book of business and identifying potential matches.

• Repeat this process across all your clients with good relationships to open doors with brokers who aren’t yet referring new business to you.