Building a consistent stream of referred business takes time, its a process and not an event. By becoming an expert in the art of CPR you will increase your chances of gaining more referrals and therefore more business.
What do I mean when I say CPR? I mean by being Consistent, Proactive and Reciprocal in your activities with your best referral sources, quality referrals are a natural outcome. Lets break CPR down to understand how it works.
Be consistent in your activity in supporting your referral sources. Meet/speak with them on a regular basis. Ask them what is going on in their business that you need to know about so you can listen out for opportunities for them. What clients are they looking for? How do they want you to introduce their product/service on their behalf? Do they have a particular product/service they are looking to promote?
By understanding what is happening in your referral sources business you can be more tuned in when an opportunity shows itself.
Being proactive is about planning how you can gain referrals for your referral sources. We can all get reactive referrals when a contact asks us whether we know someone who can help with A, B or C problem. Imagine how much better it can be for you and your referral source if you are proactive in gaining referrals for them.
By understanding their business, their needs and how to introduce them to your contacts your are now being a proactive referral partner for your referral sources. This leads us to the final part of CPR.
By being reciprocal with your activities for your referral sources and bringing them referrals, the law of reciprocity will kick in. Your referral source will now be more likely to do the same for you and put in the same effort you have put in for them in bringing you referrals.
By becoming and expert in being CPR you can help your trusted network get more of the business they want and you will receive more of the business you want in return.
To your Success
Dave
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