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 #4 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 have made your list of Centers of Influence (COIs) and you know the profile of the prospects you want to meet, it is time to schedule meetings with your COIs.
This step is just like contacting prospects. You must have a list that includes columns for (1) names of your COIS, (2) phone numbers or e-mail addresses, (3) when you attempted to contact them, (4) when you actual met with them and (5) the results. In other words you must keep track of your activity.
There are times when this process will go great. There are other times that you will be frustrated. But you must persist because the rewards are so great.
Please do not worried about being perfect about what you say when you schedule the appointment to ask for their help. Do not be worried about being perfect when you have the actual appointment. The key is getting in front of people and asking for their help in introducing you to potential prospects.
Create your activity list and be on the lookout for Tip #5.
