{2:30 minutes to read} Business is good. And then, business slows down. How can you become, and most importantly, stay a dominant force in your market segment?
If there are other professionals in your geographic area who could refer you business, but (a) they don’t know you exist or (b) you haven’t developed a relationship with them yet, then your job is not done.
It’s important to remember that new competitors are constantly entering your industry — and they are hungry! They are going to reach out to everybody that you are connected to — and those you’re not.
Some entrepreneurs make the mistake of assuming that building relationships is only important while first building the practice. This is a dangerous and self-defeating position.
If you are in professional services, no matter your industry, you are in the relationship business! These relationships need your consistent attention in order to flourish:
- Connect with them on social media channels
- Get them on your email list (and you on theirs)
- Look for one on-one-opportunities to further develop the relationship (coffee anyone?)
- Introductions to others with potential synergies
- Cross marketing (sharing articles on each other’s blogs/newsletters
- Collaborative writing (interviewing each other and/or co-authoring)
- And the Holy Grail: Speaking opportunities (even better, develop collaborative presentations with your referral relationships.)
Do all of the above with every potential referral source or other potential COIs you meet. Remember, if you do not reach out to them, your competitors will!
Where to Begin?
A good place to start is with local registries, directories, or industry associations. Make direct contact with each individual by emailing or calling and introducing yourself. Invite them for a cup of coffee. Look them up online, take a few minutes to find out more about them and their business. Take an interest in them and look for potential synergies between your practice and personality and those of your potential referral source.
If you need help getting started, please contact us for further information!
Mark Bullock
Telephone: (631) 754-0800
Email:Mark@phoneBlogger.net
Website:phoneBlogger.net
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