- What is a COI?
- Center of Influence
- Champion of centrexIT services
- What attributes make a good COI?
- Person of influence within the business community
- Person who is actively involved in business and community events, scenes, activities, volunteering, philanthropy
- Person who is very familiar with the outcomes centrexIT produces and actively promotes them
- Business referral partner affiliated with complementary services (e.g. commercial real estate)
- Person is directly invested in the outcome of the partnership between centrexIT and prospective client
- What are the different types of COIs?
- Paid referral partnership agreement in place
- Lead sharing partners without a formal agreement
- Client that is influential in a particular vertical
- Partner that offers complementary services
- Former client whose needs change or influencer who goes to another company
- What are the ideal roles that COIs hold?
- Executive
- Influencer
- Consultant
- Vendor
- Service Provider
- Advisor
- Where is COI information stored and maintained?
- HubSpot
- How do we measure the success of a COI?
- Number of qualified referrals
- Number of qualified referrals closed
- Number of introductions to prospects and other COIs
- How do we measure activity with a COI?
- Number of centrexIT touchpoints with COI (e.g. calls, texts, emails, etc.)
- What are the most effective ways to influence a COI?
- Refer the COI business
- Send COI gifts
- Invite COI to events
- Identify what motivates the COI
- Public recognition
- Who is responsible for the relationship with a COI?
- HubSpot contact owner is the ultimate owner of the relationship
- Other centrexIT employees are helpers to the relationship
- How do we ensure we are being effective COI influencers?
- centrexIT understands the interests and motivations of the COI
- COI proactively interacts with centrexIT and initiates invites, activities, etc.
- What are the key events and tailored activities toward COIs?
- Farmers’ Open
- Padres Games
- Happy Hours
- Thought Leadership Events: webinars, panel discussions, etc.
- Golf Outings
- Who else is the COI connected to in COI pool?
- What are the COI’s child(ren)‘s interests that will produce activities their whole family will enjoy?
- Sports
- Fairs
- Disney
- Legoland
- Museums
- SeaWorld
- Water Parks
- TP’ing Homes
- Paintball
- Laser Tag
- Chuck-E-Cheese
- Arcade
- Mall
- Movies
- Dance Competitions
- How can we offer activities, events, etc. catered around the COI’s child’s interest?
- Create Calendar of Events
- Host the Event
- Purchase tickets or gift cards to venues and hand them out to COIs
- What information should we maintain about a COI?
- Hobbies
- Interests
- Career
- Family/Spouse/Children
- Goals/Dreams
- Education
- Group/Organization Memberships
- Non-Profit Affiliation(s)
- Birthdays
- Religious Affiliation
CentrexIT — Sales Definitions
KB00002850Archived
Published Oct 20, 2022Expires Jun 30, 2024 (expired)