I started creating my newest program, called Winning Teammates, it was based on
the fact that most people do not nurture and grow their network of people who
can directly influence business and help grow their sphere of influence. What I mean is that they DO follow up with
prospective customers, but they don’t keep in regular contact with master
networkers (people who know everyone) and complementary businesses (those
businesses that don’t do what you do, but compliment what you do. They may be a
first step before your service would be necessary, such as an architect is to a
commercial interior designer. These
business contacts need to understand what you do because they can send you
several new prospective clients, rather than you working “one-off”
prospecting and making cold calls to potential customers.
I recommend is that you create a mind map OR if you are not as visual as many
of us, simply make a list of all of those individuals, businesses,
associations, and organizations who can and would refer you (assuming that they
“get” what the value you bring is). Work to have at least 20 referral
or alliance partners. I have roughly 75.
Meet with them 2-4 times per year or more if you can make it happen.
value to others, by learning first about what they need and who their best
customer referral is. If you see an article in your local paper about their
industry, and especially if you read about them specifically, clip the article
out and mail it to your alliance partner. Send an e-mail if you can link them
to the story online.
week, contact a portion of your partners. If you have more than 20 alliance
partners, you might want to contact 2-4 each week. Have these partners in a
list that is printed out and posted at your desk, in clear view so you don’t
forget them. Email me (lori at
scoremoresales dot com) if you would like a free copy of Score More Sales’
Alliance Partner Nurture List. You can also visit Score More Sales for the
Winning Teammates new audio CD for more detail and strategy.
Whatever you do – do something to build alliance and referral partners. Post in the “comments” section or send me email directly about your wins as you do this, or your particular strategy so we can share success with others.