PROFESSIONAL REFERRAL SOURCES- SECTION 1

Don't give referral sources tons of information on your business right away. You're not being evasive; it really is true that what you divulge depends on the information you have about the referral source. At the first phone call or meeting, you may not have enough information, so wait until you do before you spill details. Remember, you must control the conversation if you're going to get anywhere. Ask great questions; don't just answer them, and don't just talk about your products/services! Create positive intrigue in order to get a second appointment with them by leaving specific things out. Use your first few contacts to gather--not give--information.

Get your referral sources' e-mail addresses! Technology will become (and in some cases already is) available in the next six to twelve months that will allow you to contact an unprecedented number of people, and it hinges on the simplicity of e-mail. Having to go back and collect e-mail addresses is an oft-frustrating and always time-consuming process, so start now if you haven't already.

Your business is only as healthy as those with whom you've chosen to work. Develop a "screening process" for potential referral sources so you don't waste time and money on those who don't have a significant likelihood of turning into solid sources of good leads.

When you begin to develop a referral source, analyze, manage, and--above all--ORGANIZE all information you have on him. If you don't have a well-organized, updated database already, get one right away. No one wants to hunt through a stack of business cards when they know they need to call someone.