Many people call themselves great networkers. They have many friends on Facebook or they have a lot of connections on LinkedIn but are they closing business? Are they translating those connections into sales?
If you want to close business you have to develop relationships with the connections you meet networking. Here is the plan:
When you have an initial sit down meeting with someone you have met determine quickly if you can work to grow each other’s business. Are you calling on the similar types of clients, are they active in the community, do you like the person are they someone you want to develop a referral relationship with. If the answer is no then move on and schedule a sit down with someone else. If you feel like there is a fit then here is the secret:
Schedule a follow up meeting at the end of the meeting you are at for three weeks out. I have had many great initial meetings over the years with people I felt would be a great fit to develop a referral relationship with that I never sat down with again. We all get busy going about our day to day routines and we don’t follow up. If you don’t schedule that next meeting you are wasting your time. During those three weeks I work hard to find a lead for the person that I am trying to develop a referral relationship with.
I always look to refer people to my network. I don’t look for anything in return but the people I refer to should be more inclined to keep their antennas up for me for referrals. I always look to refer the people that take the time to help me grow my business.
To recap:
- Have the initial meeting
- Determine if there is a referral fit
- Schedule a meeting three weeks later (The Secret!)
- Work to find them a referral before your next meeting
- Meet again and get a firm understanding of what is a great referral for each other
- Keep meeting and referring and watch your business grow!
Written by: Ed Ellsasser, President of PrimeGroup Insurance
To write a blog for PGI please contact info@primegroupins.com