May 21, 2010
So, let’s say you have a meeting with a referral partner. That is, someone who’s business stands right next to yours and you could easily pass clients back and forth. If you’re a real estate agent, it might be a mortgage broker for example.
You’ve already qualified them according to my previous article “Referral Partners“. How do you go about preparing for that meeting?
1. Make a list
Figure out what companies or Industries are great clients for you. In Motley Creations case, it would be telecom companies, or more generally, businesses that sell a technical product to the general public that need user guides and getting started guides. Look at your current client list and draw your answers from there.
2. Social Media
Look up the person you are meeting on LinkedIn, Plaxo, and even Facebook. What you are looking for here is their connections. Look through every person they know and compare it to your list of potential clients. Find specific contacts that can get you in the door at these companies. Make a comprehensive list to present to your referral partner. Don’t ask for all the contacts at once – You don’t want to show up with 50 names – Let’s say 10 is a good number.
Be prepared to do the same thing you are asking of your referral partner. It MUST be a 2-way street to be successful. You might even share this article, so they can be prepared as well.
A well maintained relationship with a referral partner can be a gold mine for both businesses. It takes very little time or money, and the chances of closing the sale greatly improve. As with anything, you get what you put into it. If you expect to get; you must give. Spend the time, and the rewards are fantastic.
Now get out there and look good!
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