Every salesperson wants to grow their business through referrals and introductions. The challenge is that most do not have a plan to make this happen. A well thought out, well executed Referral Action Plan (R.A.P.) is the key to success in this area.
Here is Tip #2 to making your R.A.P. a reality: Now that you have set a goal for the number of introductions you want to receive in 2011, you need to make a list of the the Centers of Influence (COIs) that you will approach for these introductions.
Divide this list into 3 groups; current COIs, COIs you need to develop and Big Kahunas.
Current COIs are those key people who are already your advocate and have been a source of referrals and introductions.
COIs that you need to develop include people that you know and have some relationship with but have not yet reached the point that they are a source of referrals.
Big Kahunas are people that, if they became your advocate, would rock your world because they are so well connected or so well known. You may, or may not, have a relationship with these people.
Start making your list and be on the lookout for Tip #3.
