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October 26, 2009 at 08:00 PM
How do you generate quality leads in the face of declining prospects? Here are five sure-fire ways to get you noticed when courting new clients.
Tip 1: Focus on quality, not quantity. Having an e-mail list full of referrals who don’t know your name means nothing when it comes time to put them to work. Concentrate on developing a smaller number of strong contacts by utilizing centers of influence in addition to client referrals.
Tip 2: Encourage the “voucher” system. Often times, telling referrals to call another professional doesn’t result in making a solid connection. Instead, build on successful relationships with current referrals and encourage them to act as the bridge between you and their clients. Having your current referrals naturally “vouch” for you to their clients builds credibility with the prospect while strengthening your existing relationship.
Tip 3: Keep your contacts personal. Though it can depend on the person and the relationship, adding a personal touch to your networking can make the difference when it comes to developing leads. Consider sending a birthday card, relevant newspaper article, or anything else that will keep you at the top of their minds.
