build and maintain your referral system

horseshoe magnet attracting new customersyou’re still targeting, but with people you know.

by martin bissett

business development on a budget

many firms have a “referral system” in place: take what comes in the door, make a phone call every now and then to a lawyer, bank manager or other introducer to try and shake the tree enough to get something to work on.

more on business development: preventing buyer’s remorse | 2 rules for getting your pricing right | how to prepare for the first meeting with a new prospect | consider hiring a sales director | your perception vs. your client’s reality | appraise your prospects | develop the habit of consistency

this, in fact, is not a system at all. a system is what i will describe in the rest of this post.