The best way to stay in touch with your referral sources is to automate the process as much as possible, utilizing Internet technologies to help you keep in touch.
First, rank your referral sources based on specific criteria so you know how to allocate your time keeping in touch:
A = Referral sources who have the exact same target market as you and have already sent you at least 1 great referral. Spend most of your time cultivating these relationships.
B = Referral sources who have a very similar target market and have great potential to send you great referrals.
C = Referral sources that have some potential, but may serve a different market and have not referred anyone to you yet.
Here are the first 5 of 10 tips for staying in touch with your referral sources:
Send them an email immediately after each meeting with them. Send it the same day whenever possible. In the email express thanks for meeting with you, add any points you discussed, remind them of what makes a good referral for you “I help (who your clients are) to (what your solution is or how you solve their problems”) and close with any action items or next steps.
Send them a handwritten thank you card or form letter two to three days after your initial meeting.
After your initial meeting, put a “to do” or task item in your Outlook for approximately 6 to 8 weeks later. Have your staff contact them to set-up another time to get together face-to-face. Make your next meeting more about the relationship than business. Perhaps meet at the golf course, over drinks or in another casual environment.
Use your press releases. Each time you write and submit a press release, send them a copy. It’s easier if you use PRWeb because they will automatically convert your release into a PDF file, which you can email, or print and mail.
Send them a copy of your published articles. As attendees to the Rainmaker Retreat learn, there are dozens of online article directories that will publish your articles for free. When one of your articles is published, print off several copies and send them out with a note.
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