"Closing" an account

An Up-Front Contract (UFC) is an agreement or understanding you establish with an account to ensure you're on the same page about expectations and ensure future referrals.

UFC's are used to 'manufacture consent' from an account by guiding them towards a desired outcome through small steps and agreements. It's like building a bridge of agreement.

UFCs help ensure consistency with a new account by clarifying expectations and establishing a mutual understanding about the referral process.

Instead of forcing them to sign a contract, UFCs frame the conversation to encourage cooperation and voluntary agreement by presenting referral options in a way that makes sense for the account.

The aim of the six-step process is to ensure that an account reliably sends their WC clients to your services.

Understanding the account's pain points or needs is crucial to tailoring solutions that address their concerns and make working with you more appealing.

After identifying the account's pain points, you tailor your services to address their specific needs, making your proposition more relevant and attractive to them.

By asking for ALL their WC clients, you demonstrate confidence and show a commitment to a long-term partnership, but also understanding their specific needs and challenges. This helps build trust and create a stronger foundation for a long-term business partnership.

Following up with feedback after the account sends their first referral helps them understand the value you provide and build trust in the process. It also gives you the opportunity to identify and address any issues early on.

This step ensures follow-up and accountability. It also shows that you are committed to providing a valuable service and maintaining a consistent relationship.

The specific challenges, issues, or problems that a potential client is facing.

The process of proactively identifying and addressing potential objections before they arise.

A structured outline of topics and objectives for a sales meeting, sent to the client beforehand.

The specific actions, outcomes, or deliverables that are expected from a meeting or interaction.

Obtaining a commitment from a contact to refer their clients or patients to your services.

The strategy and approach to guide the process of onboarding new clients or patients.

The ability to understand and address the specific needs and challenges of individual clients.

Acknowledging and addressing any objections raised by potential clients.

Asking for referrals from existing clients to expand your network and grow your business.

The approach of guiding potential clients toward making a decision, while ensuring they feel in control of the process.

Starting by discussing a specific need or challenge of the account. This could be improving their referral process or streamlining workflows.

Tailoring your services based on the specific needs and challenges of the account. This makes your services more relevant and attractive.

Asking the account to send you all of their relevant clients, showing confidence and a commitment to a long-term partnership.

A quick and straightforward way to communicate with the account after they send their first referral, showing that you are attentive and responsive.

Make sure you have a quick and easy way to give feedback to the account after they send a referral.

Don't assume anything about the office's process or procedures, always ask and confirm to prevent mistakes.

Always make sure you set a new follow-up meeting before you leave the office. This helps keep the referral process moving forward.

This is a great opportunity for them to see the value you provide and for you to address any issues early on.