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Million Dollar Referrals by Alan Weiss

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CHAPTER 9THE DIAMOND STANDARD

CREATING RETAINERS AND EVERGREEN CLIENTS

CONVERTING TO “ACCESS TO YOUR SMARTS”

This entire chapter is on retainers. That’s because these are in your “vault” on the Accelerant Curve (see page 26). Retainers provide the long-term relationships that excellent consultants deserve. Unfortunately, most consultants believe that their project’s end is also the relationship’s end.

The project and the buyer relationship are two entirely different dynamics. That’s why you should establish a trusting relationship first. It can lead to many projects and to retainer relationships. You don’t have to worry about the “active” and “inactive” clients of the previous chapter if you have perpetual clients.

And that’s what retainers provide. ...

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