Looking out for the group members
Take your cards wherever you go
As a new member, you will get a business card holder to store any business cards you like, but especially business cards from group members. Take this in your briefcase, keep it on your desk or take it in your car. Whenever you are in a meeting, bear in mind the group. If somebody says that they need the services of an ‘XXXX’ than you can quickly bring out the card holder and pass them the card of the relevant person. It’s a quick way of passing a lead and it also gives you the chance to talk about the person, how you know them and if appropriate, the group itself.
Have regular 1-2-1s
Meeting up with other business owners once a week and seeing each other socially is a big help, but seeing members outside of the Working Breakfast meeting is highly encouraged. These meetings are called 1-2-1s. They usually consist of a 1 hour meeting. One member goes first and talks about their company, services and clients etc. for 20 minutes or so and then answers any questions. This then switches to the other member who continues in the same vein. After an hour of this, both members have really good idea of what the other does and it becomes easier to pass on leads.
Spend time outside the weekly meeting
It is also a good idea to create ‘power networks’ within the group. For example, three or more companies who pass leads to each other can meet up from time to time and talk about any new clients they have won and introduce them to other members. This type of meeting can supercharge the quality and volume of leads passed on.
Set personal referral targets
As with many things in life, setting targets and focusing on activity can improve results. So why not set a goal of passing three leads each week? By doing this, you will normally turn up at the meeting with a few leads. By listening carefully to what people ask for, you will then be able to regularly pass three or more leads. It’s really just a question of deciding that something is possible. Best of all, the more leads you pass, the more leads get passed to you!
To find out more about Working Breakfast and join us for a free meeting, contact Alastair on 01858 44 55 43.
