Features
Building A Network
Selling is somewhat like climbing a mountain. It begins with a base of customers who presently are the stronghold of your business. They frequently call, some have become your friends and they appreciate the work you do. Unfortunately, you cannot count on these referral sources or customers to remain with you forever. Managed care plans, mergers and acquisitions and new business alliances often take those long-term customers directly to the competition.
Because of the unstable business environment in every marketplace, it is imperative that you continue to enhance your circle of clients through a variety of network-building activities. Building a network requires a strategic plan and some research. It takes asking questions, talking to your existing customers, contacting the right customers and following up on the names and numbers you are provided.
Consider this plan for building your own business network:
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Access a list of all of your customers. You need to keep a list of everyone that orders from you. You want to know what and how frequently they order. Since you are going to be talking to all of these customers, you want to know as much about them as possible.
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Ask each customer for a “referral.” Ask each of your customers if they can refer you to a colleague, organization or association that may be interested in hearing more about your company's services, programs and products. Make sure to let them know that your primary goal is to get the word out about your company and the quality care you offer.
Let them know you understand that other customers may already have preferred providers. You just want them to know you have something special to share and would like to be considered when other companies do not have what they are looking for or cannot provide the service in a timely manner.
Begin tracking the names and phone numbers given to you by each of your existing customers. Can you imagine what would happen if each of your existing customers gave you just one lead?
If someone seems interested in helping you even more, ask the customer to call the referral and help you obtain an appointment. This will save you a tremendous amount of time. Many of your customers will be willing to do this, while others may find it too time consuming, but there is no harm in asking. A recommendation from a satisfied customer may be exactly what you need to get the door open.
