- The majority of my business is acquired via affinity relationships.
- My funnel is full with effective referral sources.
- I give my potential clients space to breathe.
Stop going to the same well for referral sources. You are one individual with different likes and interests. Cultivate those interests and turn them into referral wells. Don't get tripped up with paid networking groups. Expand your horizons. Do what you enjoy and have a passion for. The referral sources will develop with little effort.
Potential clients are human who have lives beyond their careers. In today's economy many of them are afraid of loosing their job, focus primarily on expense management and have external stressors that you need to be sensitive to. Their calendars most likely are not free for a meeting within a week or two. When calling upon them to set an appointment, acknowledge the possibility of their busy schedule. Offer them a date in the distant future. You will feel their sigh of relief and most likely earn their respect. You will also stand out from your competitors who are vying for their immediate attention. Besides, when you have enough potential clients in your funnel and practice this theory, your own calendar won't be free until the distant future either. Don't be afraid to give your potential clients some space to breathe. You will find that this gesture will set the tone for a dynamic and loyal relationship.