June 23, 2009
Let me guess. You spend at least 4 to 8 hours a month at various networking groups, pay thousands of dollars a year in membership dues and monthly fees and you’re probably a little tired. Sound about right?
I’ve been in your shoes. It’s a little like a dog trying to run on linoleum. A lot of action and no progress.
Networking groups aren’t bad, it’s just that there are companies that are not tapping into the same client base as you. And, there are a lot of members who don’t know the difference between a referral and a lead. No fault of there own, they just haven’t been trained.
Let me introduce you to a concept that will use your valuable time more efficiently. It’s called “Referral Partners”. This is something I learned from taking “9 steps to productive prospecting” from SalezWorks. I’m going to cover a few basic principles in this article.
1. BIRDS OF A FEATHER: Nobody comes to me and says “hey Chris, that was an outstanding on-line campaign you set up for my company, where can I get my home refinanced?”. Find companies that stand right next to yours but that don’t step on your toes. In my case, It’s easy for me to refer clients to sales training, specialized marketing consultants, printers, media buyers, etc. They are related industries but not competitors.
2. TIME IS MONEY: I can have lunch with one of my referral partners once a month at a fraction of the time and cost it takes to go to a networking function. And, we know exactly how to give referrals to each other. We train each other on the best methodology. The time spent is very productive and profitable for both.
3. CHOOSE WISELY: If you are meeting with a potential referral partner, give them your elevator speech, and then, tell them to tell you more about their company. If they talk for the rest of the hour without getting back to what a good client for you is, they are going to take more than they give. Run, don’t walk, away from that meeting.
The facts above barely scratch the surface of the total concept. I highly recommend contacting Breanden Filbert or Greg Furstner to find out more. The classes are high impact in a short period of time - much like drinking from a fire hose. You’ll have to contact SalezWorks at www.SalezWorks.com to find out about scheduling so you can take the class yourself and learn the actual methodology.
Now get out there and look good.
©2009 Motley Creations. Use by permission only.