Referals (1/3 become a client) existing client introduces you to someone else,Transfer of trust or transfer of friendship
- Centers of Influence- people who are not clients that introduce you to others (1/10 become a client)
- Lead Group- Group of non-competing professionals who exchange names
- Networking- (1-50) People who get together for a common purpose
- Two types of people- Partiers and prospectors
- Characteristics:
- 1. Once a month (Happy hours)
- 2. Charge an annual fee or dues
- 3. Several committees
- 4. Different levels of membership
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Cold Calling- Worst way to prospect- art of calling people unannounced (approx. 1/250) This does not build character Frustration, anger, rejection, denial, ACCEPTANCE OF REJECTION