Having “strategic alliances” that refer business to you is kind of like having a sales army that’s out there generating leads for you for free.

But how do you do it?

These relationships don’t just happen by themselves.

You have to have a plan. 

#1 First is understanding what a strategic alliance is:

Simply put, it’s another business that serves the same customers as you, but doesn’t sell a competing product.

For example, an accounting firm that works with local businesses to do bookkeeping or taxes would never be providing websites or digital marketing services.  (at least I hope they wouldn’t!)

Why can’t they refer those clients who already trust them to you?

#2 Second, you need to decide who you want to go after:

In my agency, we’ve leveraged relationships with IT companies, accountants, business coaching, commercial printers, lawyers, local banks, insurance brokers, traditional PR/Marketing firms, and others to create a flow of valuable referrals.

If you don’t already know the business owners behind companies in these categories, start asking around.  Talk to clients, search google, or even attend local networking events.

#3 Third, you want to meet with strategic alliances:

Building a relationship with a strategic alliance starts with getting to know who they are, who they serve, and what makes a good referral for THEM.

You can’t help each other without having a clear idea of what the other person does and what makes a good referral.  

#4 And last, let the client take you for a test drive…

One of the best ways I have found for a new strategic alliance to truly understand what my agency is all about is to take them through my sales process.

Are you really trying to sell them something?  Well, no.  But I can’t promise they won’t when you do this… lol.

That’s why I like to suggest that they let me give them a proposal for their business so they can experience what one of their referrals would experience if they were to send one my way.

I often find that they love this!  And, it’s when they understand what I can do for a business, that’s when they start referring businesses to me.

Strategic alliances are a powerful way to create a flow of warm leads to your digital agency.  It’s not an overnight solution, but once it’s established it can keep providing opportunities to your agency for years to come.

I just found AJ’s training that he made for our sales team that’s all about strategic alliances.  Do you want to check it out?  Shoot me a DM on Facebook or Instagram. Mention “AJ’s strategic alliance training” so I know which resource to send you.