In my previous blog post, I discussed how Tim Templeton in his book, The Referral of a Lifetime, suggested how to divide your database into categories (A, B, C, D) based on their likelihood of referring people to you. To move people from one level to another (from B to A for example), you will want to keep in touch with them. Invest time and money on this group. This is well worth it. They will want to refer you to people in their world. People believe what others say about you more than what you might say yourself.
Templeton suggested perhaps the owners of your company write to previous clients. Thank the person for his/her previous business. That owner would then introduce you as someone in his company (if you are one) they could call as well as himself to see if they had any questions or comments. You state your associate will call in a few days to check in with them.
In a few days, you call and have a warmer call. Also, ask if you could follow-up with them periodically just to see how they are progressing, share some valuable articles and see if there was any way at all you could help them reach their goals. This ended up as a successful way to generate more referrals without even asking. It’s about relationships.
It’s suggested that you develop a follow-up program. Use a program like Infusion Soft, to automatically send out articles, and items of interest you develop for your database. You might also use “Send Out Cards” which is a reasonable way to keep in touch with a group of people rather inexpensively.
What ways do you use to keep in touch with special people personally and professionally?
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