Why Meet In Person?
by Rita Zamora
The most effective way to develop relationships, and increase referrals, is through face to face or personal meetings.
Occasionally I hear clients complain “I went to this networking event and met a lot of people but no one has referred,” or “I met them once for lunch and they never sent me any business.” Keep in mind it may not be at an initial meeting that you discuss or receive referrals; in fact your primary focus should be on the other person and their interests. Trust and long lasting, valuable relationships take time to develop, be prepared to invest your time – the benefits will follow, with the help of personal meetings.
Personal meetings play an integral role in any successful referral marketing plan. Why not make some phone calls today and invite people to meet with you?
When you meet with your referral source, be interested, sincere, authentic and helpful to them. If it’s been a while since your source has heard from you, tell them you are following up “Just to say hello.” Refrain from bringing up the topic of referrals too soon- especially if you haven’t followed up in a while; or let them bring up “referral talk” when they are ready.
Once you have connected with your source in person, be sure to set up a system to keep in touch on a regular and ongoing basis.