How to Become an IEC Referral-Generating Machine!

Have you ever wondered how long it will take to pay my bills as an IEC? In today's digital age, building a thriving consultancy practice goes beyond offering excellent services; it's about becoming a referral-generating powerhouse. How do I know this? I grew my college planning business into a financially sustainable practice in my first year through the power of referrals! I’ll walk you through four essential strategies to elevate your consultancy game in this guide. By following these steps, you will attract clients effortlessly and organically so that more families learn how you are a valuable resource in their college planning journey. So, let's dive in!

Where are YOUR Clients?

Understanding your target audience is crucial for attracting the right clients. Have you clearly outlined who your clients are and how you differentiate from other IECs? If not, contact me via my website, and I will send you a list of journal prompts to help you with this.

Once you understand exactly who your ideal clients are and the unique ways that you serve them, you can successfully identify where your clients are. Getting visible is making it easier for your potential clients to find you. Finding your clients involves proactively going where they are to spread awareness of your services. 

Parents regularly thank me for existing. They say, “Wow, I wish I had someone like you when I went to college.” People want and need your guidance! Here is a list of ideas to help you find your potential clients:

Local partnerships- Partner with local tutors or test-prep specialists so you can refer your students to them, and they can refer their students to you.

Local events- Think about where parents and teens go in your area and see how you can get involved. This could be a weekly community event or an annual gala. 

Workshops and Seminars- Attend local workshops and seminars for professional development and to meet other professionals with whom you can partner or help their own children with college planning. I recently met a speaker at an event who will help me market a new service I’m offering and introduce me to a professor who may want me to speak to business students at a local community college.

Host Events- Informational events help spread the word about your business while also providing value to the community. It feels good to share what I know to help my local youth feel more confident about going to college. You can also give corporate presentations at businesses, like lunch-and-learn-style events, for their employees to learn about what you do. 

Smart Sponsorships- You likely won’t have a large marketing budget when starting. You will likely be approached about many sponsorship opportunities. Choose these wisely so you get the most out of your investment. I mainly invest in sponsor booths to meet people face-to-face rather than passively having my logo on a banner. 

Harnessing the Referral

Referrals are powerful endorsements that can significantly boost your consultancy business. Referrals can come from clients you work with, people in your community, and other professionals who support what you do. Remember, you are helping people; they are likely truly grateful for your expertise. Here's how to maximize referrals:

Always follow up- Whether you meet with a potential client or are networking with local professionals, always follow up and let them know how they can connect with you. 

Ask for feedback- Take diligent notes as you grow your practice to see what your clients value most. Ask professional contacts about how to improve your marketing materials and ways to improve your elevator pitch. 

Ask for testimonials/reviews- Those who don’t ask don’t get them. More often than not, people are willing to provide feedback. Reviews don’t just help your business; they help other families find the help they need. 

Create a template—Make your life easier with a template! Create a message that reflects your style and simply copy and paste it to ask your clients for their review or testimonial; be sure to include the link to where you want them to post it. The key is to make it easy for your clients to sing their praises. 

Strategic pro-bono clients— You are a counselor because you like to help people. You need to make a living, but it’s common practice in our industry to help some people who are “on the house.”

Referral program- Consider creating a referral incentive or gift for people in your network. One of my core values is reciprocity, so I would like to show my appreciation by offering a referral program to anyone who refers a new family to my college planning business. You know you’re doing it right when it feels good for both parties. 

Your Next Steps

Congratulations on taking the first step towards becoming a referral-generating machine! But remember, success doesn't happen overnight. It requires dedication, strategic planning, continuous learning, and a successful mindset. If you follow this guide, you will take your business to the next level. However, even coaches need a coach to maximize their results. I’m here to help you craft a personalized action plan so you can grow your business and enjoy a sustainable living doing what you love. Let's work together to turn your consultancy dreams into reality!

Keep learning, keep growing, and let your consultancy shine!

Ready to supercharge your consultancy practice? Visit my Jackie's website to book an IEC Strategy Session with her today. You can also enjoy a special CounselMore voucher of $50 off.