Referral Prospecting

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Mar 19, 2009 11:07 am

I just finished reading the thread on the 500 Day War for rookies.  I am interested in getting any ideas on approaching your current contact list as a way to grow your business.  I still do cold calling, some cold walking, networking, etc.  I have a large group of "contacts" (friends, family, former co-workers, college roommates) that I would like to talk to but wondering what the best approach for them is. 

 
Someone in the 500 Day War thread mentioned going to them and asking for advice on what they would do if they were in my position.  Is that more effective then approaching them trying to sell something?  Anyone with experience with this would be greatly appreciated...
Mar 19, 2009 11:41 am
OkieGolfer24:

I have a large group of "contacts" (friends, family, former co-workers, college roommates) that I would like to talk to but wondering what the best approach for them is. 

 
 
How many college roommates could you possibly have?  Seems to me that well should dry up rather quickly unless you went to college for 15 years.
Mar 19, 2009 12:09 pm

I don't know about you, but being in a fraternity and playing a college sport gave me the opportunity to live in houses with a lot of people in them.  Thanks for the reply though...

Mar 19, 2009 1:36 pm

Are you talking about me????

 
You need to check back.  I think this is only like my 3rd post of any kind, and I am definitely not the one with the "Father in law".
Mar 19, 2009 1:56 pm

OkieGolfer24,

 
I'm going to go out on a limb here and assume you play golf.  If you have current clients, invite them out to golf and tell them to bring a couple of golfing buddies. I would only do this with clients who are over 55.
 
Also, set aside one morning every week to play golf. I would recommend a Tuesday or Thursday around 9am.  The only people who can play golf on a weekday morning are people with money who are either retired or own their own business (generally). Tell the pro who schedules the foursomes to try and group you with older men, or younger guys who play a lot (tip well, especially when that happens).  That may keep you from playing with the college kid who happens to be home on break, etc.
 
Is that expensive? It could be. However, what would you pay to have a two hour meeting with a qualified prospect?
 
Another tip. Don't carry business cards. If the topic comes up of what you do, which it usually will, and if they ask for a card, tell him that you don't have any on you, but that you would be glad to have your assistant call him to schedule an appt. Get his phone number, and call HIM the next day, that puts the action back on you. That's so much better than handing out a card that will get put in a drawer at the guy's house, and never used.
Mar 19, 2009 3:50 pm

You mean you guys don't know who this really is???



I won't say it.



now_indy - great prospecting method.

Mar 19, 2009 3:55 pm
iceco1d:

Isn't this guy the dumba$$ that was claiming his "Father In Law" invested with great success with "Diversified Global Finance?"

 
Now, that genius was golfnut772. With the merciless verbal whipping that guy got in that thread, I would be surprised to see any incarnation of that mouthbreather anywhere around here anytime soon.
Mar 19, 2009 3:57 pm
SometimesNowhere:
iceco1d:

Isn't this guy the dumba$$ that was claiming his "Father In Law" invested with great success with "Diversified Global Finance?"

 
Now, that genius was golfnut772. With the merciless verbal whipping that guy got in that thread, I would be surprised to see any incarnation of that mouthbreather anywhere around here anytime soon.
 
What thread was that in?  I missed it.
Mar 20, 2009 12:37 am
OkieGolfer24:

I just finished reading the thread on the 500 Day War for rookies.  I am interested in getting any ideas on approaching your current contact list as a way to grow your business.  I still do cold calling, some cold walking, networking, etc.  I have a large group of "contacts" (friends, family, former co-workers, college roommates) that I would like to talk to but wondering what the best approach for them is. 

 
Someone in the 500 Day War thread mentioned going to them and asking for advice on what they would do if they were in my position.  Is that more effective then approaching them trying to sell something?  Anyone with experience with this would be greatly appreciated...
 
Initially, you have to grow your business from people you don't know.  I would count on zero business from your large group on "contacts".  The advice thing, or starting a business advisory group is BS....nobody cares that much to help you.  At least that is my experience.
 
If you have a book or want to try your "contacts" I would recommend reading Matt Oechsli's book "Rainmaker".  It's about asking and getting introductions from clients you'd like to replicate.  I'm not on his payroll, he just writes good books on prospecting and practice management.
Mar 20, 2009 8:28 pm

Spend 3 hr w/ 3 people you don't know / never met in the middle of the day in themiddle of the week chasing some stupid little ball around? You say this is a great way to meet potential clients?

 
Sounds like a great excuse to tell the wifey you're 'working', that you're adicted to golf, and really have a great 'avoidance' routine here.
Mar 20, 2009 10:04 pm

MV, yes, I do say it is a great way to meet clients. Go read a book by Matt Oechsli, learn something.