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Greetings!
Welcome to the Rainmaker Report. Each month you
will discover tools, techniques and practical action
steps to increase your revenues and find more clients
fast .You can unsubscribe at any time by using the
links at the bottom of this email.
| 8 Steps to Finding More Referrals |
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Last month we covered the 4 myths believed by
attorneys -
- Clients are the best source of referrals
- Most referrals come from other attorneys
- Online directories produce a lot of referrals
- Formal networking is a great way to get more
referrals.
(If you're not sure why these are myths, read last
month's e-zine for more information, located in the
archive).
By this point you're probably saying, if all these are
myths, then what is the best source of referrals?
Strategic Referral Partners (SRPs) are the best
source of new referrals. SRPs are people who
already have a relationship with or already do
business with the people you want to reach.
For example, if you target small business
owners a few potential SRPs are: accountants,
financial planners, |nsurance brokers, commercial real
estate agents, community bankers, payroll
processing agents, chambers of commerce, industry-
specific trade associations, temporary staffing
agencies, management consultants, business
coaches, recruiters, angel investors, commercial
lenders, CEO clubs, property management companies,
etc.
By building a large network of people who already
have relationships with small business owners, you
can reap the benefits of with more referrals.
There are 8 easy steps you can use to create a
network of Strategic Referral Partners:
- Identify 2-3 professions or industries where
you can find SRPs. Which specific places you
look depends on your practice area and your ideal
target market. It’s better to target just a couple of
professions rather than several at once.
- Create a database of at least 200-300 people
in these fields who work in your local area. This
is simply a numbers game at this point. For example,
if you start out with 300 people in your database,
you will not be able to connect with about half of
them—so you're down to 150. Out of these 150 you
call them and briefly tell them about your practice.
Perhaps half of them will agree to meet with you—
you're down to 75. Out of these 75 people, about 1
out of 10 who agree to be a referral source for you
will actually send you a referral in the next 6-9
months. That leaves you with about 7 or 8 new
referral sources out of a list of 300. You can either
purchase a list of names or go to
http://www.superpages.com.
- Write up a letter of introduction to serve as
a template. This letter introduces who you are,
briefly describes your ideal target market and
requests that they contact you if they are interested
in getting together to determine if the possibility
exists for cross-referrals.
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| In The Spotlight: Stephen Fairley |
Stephen Fairley is president of Today's
Leadership Coaching (TLC), founder of the Rainmaker
Coaching Gym, creator of the Practice Made Perfect
program, and the international best-selling author of
9 books. Prior to starting TLC he owned and operated
3 small businesses including two hi-tech companies
and a consulting firm. Before that he was a graduate
school professor in psychology. In 2004, he was
named "America's Top Marketing Coach" and was
recently featured by the ABA’s Journal for his cutting-
edge work with attorneys. He has coached and
trained partners and associates on how to become a
Rainmaker at more than 2,500 firms this year alone.
Rainmaker Report: Most attorneys I know
have a very limited amount of time to market
themselves. If you had to pick 1 marketing strategy
that has the greatest potential for impacting my
practice, what would that be?
Stephen Fairley: Without a doubt, building a
network of Strategic Referral Partners (SRPs) is the
easiest and most powerful way to significantly grow
your practice. SRPs are the people who already have
a relationship with the people you want to have a
clients. In fact, this month’s tele-seminar (a seminar
held over the telephone) is on the topic of “How to
Build a Strategic Referral Network” and we will show
you how to create a powerful network of 50-60
people, even if you only have a couple hours a week.
You can find out more by visiting:
http://www.rmgym.com/novteleseminar.htm
RR: Your title is Master Business Coach.
What's the difference between a “Coach” and
a “consultant”?
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| New Program Exclusively for Attorneys! |
Next 90-day Rainmaker Program Starts
November 17, 2005
"Practice Made Perfect for
Lawyers" is an
intensive 90-day Rainmaker program specifically
designed for attorneys who want to rapidly increase
their revenues and create a financially successful
and personally satisfying practice.
If you're tired of waiting around for more business
and you're ready to discover how to become a
Rainmaker, contact us today to discover how to
create a steady flow of new clients.
The next program starts November 17 and we only
have 4 remaining spots. Call us at 800-447-3852 or
visit us at:
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| Upcoming Events... |
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Teleseminar: How to Build a Strategic Referral
Network
(Nov 15 from 6-7pm Eastern / 3-4pm
Pacific).
In this 1-hour teleseminar you can discover how to
build a network of referral partners. Listen in as
Stephen Fairley and Travis Greenlee share with you:
- Where to find the best Strategic Referral Partners
- 5 power questions to land more referrals
- How to create a stream of new prospects
- 3 ways to leverage the internet to find more
referrals
Your |nvestment is only $29 (Regular $49)—
this includes access to downloadable recording of the
seminar for future learning.
Space is limited. Register today by calling
800-447-3852 or visit the Rainmaker Gym at:
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What to Ask a Potential SRP
This month features 7 questions you can ask during
your face-to-face meeting with a potential Strategic
Referral Partner to help get the conversation started:
How did you get started in your business?
What are some of the challenges your
industry is facing?
What do you enjoy most about what you
do?
How do you find most of your clients?
What kinds of issues do you commonly help
clients with?
If someone were to ask, ‘Why should I hire
you?’ how would you respond?
How will I know if I'm talking to a good
referral for you?
The purpose is to get them talking about themselves.
Remember, you should only talk 25% of the time and
listen 75% of the time. The person who asks the
questions controls the conversation. An excellent
book on this topic is Endless Referrals, by Bob
Burg.
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