It’s funny, I can talk with a group of associates from any company in any area and any industry and it never fails, some will have something in common.
They fail to realize they have built in business if only they look close to home!
The big question is “What can I do to improve my business?”
Usually one of the first questions I ask is when was the last time you contacted your Sphere of Influence!
The response I get…….
- * Huh? I haven’t sent anything to my sphere since Christmas or last year or Never!
- * That would be, you courting “Your Sphere of Influence!” Now is that any way to treat them?
- * When training new associates they ask what is the best way to jump start my business?
- * Remember it’s not what you know it’s who you know that can help you to gain additional business.
Here is a perfect example:
Your good friend from high school has always thought you were the bomb! Never considered what you do for a living…but they really cherish the friendship. Maybe the topic of work never came up..if not..you might want to think about this.
I don’t know about you but I believe most sales people need additional business. But why not have the guts and courage and bring up your career and in the process start building the business relationship..rather than be known as just a good friend.
Many assume just because people are friends and family that they will automatically think of us in business.. but in reality…often times they look at us as just a friend. Its your job to have them see you in a different light as in business.
So what if you asked your friends and family for some personal referrals. I mean with the cost of doing business today. It makes perfect sense to go to those that we hold dear to our heart…
It’s really simple and maybe it would go something like this:
“Will you possibly give me 5 names and numbers of people who might benefit from my services?” Call each person; let them know that your good friend thought they might benefit from the many services you provide.
It is powerful when you can call a potential customer by their first name because someone recommended your services. There is a gentler tone, most often they appreciate you calling. The best part is you can actually use the referrers name! That is a wonderful feeling! Hi, my sister recommended I give you a call…..Nice ring don’t you think?
To me it’s FREE money! It just takes a little of your time! So who is your sphere????
* Business Affiliates
* Family and their family and their family….get the picture (I love address books)
* Previous employers, employees and peers.
* Teachers, school friends and their families.
* Associations including my doctor, dentist and hairdresser etc.
* Children’s friend’s parents
* Their schools, your schools
How do you keep your sphere of influence????
Court your sphere of influence, so they think of you as their very own personal business partner .
People love possessions, not just material possession either…. How about people possessions?
I have heard myself refer to a lawyer as “my lawyer” or a doctor as “my doctor.” Ask yourself this question, whose doctor or lawyer? MINE, yes my lawyer, my doctor…. my people possessions.
Stay in touch…..To me the major holidays is not enough! The seasons, Thanksgiving, New Years, Valentines, Anniversary of home purchase, birthday’s, births, graduations and sometimes for no reason at all.
Stay in touch, this is a long lasting relationship you are trying to build. Think about it they are as important as family in your business.
My thoughts are at least 18 times a year and its very possible with technology today!
Its like a beat: call, mail, e-mail, visit, call, mail, e-mail, visit, call, mail, e-mail, visit and the beat goes on.
Remember if you don’t take care of your sphere of influence there is a good chance another business associate will.
Related posts:
