Marketing
"Centers of Influence" Make Generating More Clients Easier
First let's define exactly what a "C.O.I." is...
A Center of Influence is a person you know of who interacts with a large number of people on a regular basis and is always willing to connect people they meet with others in their networks. (They're often dubbed "Social Butterflies!") Building a relationship with a C.O.I. will often lead to many new referrals without great effort or expense on your part.
So, now that we've agreed that C.O.I. are a good thing, let's talk about how to initiate solid business relationships with these folks (so that you can then spend less time marketing and more time doing the work you enjoy)!
1. Who Would be a Good C.O.I. for Your Business?
In other words, who already has contacts with your target market--Financial Professionals, Mortgage Brokers, Insurance Representatives, Real Estate Agents? Think this through and create a list of those people that could help you grow your business.
2. What's In It For Them?
Keeping in mind that this is a two-way street, think about what resources, information, skills, clients or contacts you might have to offer. Come to the table armed with ideas and effectively communicate what you'd like them to do for you, as well as what you're offering in return.
3. Where Can You Rub Elbows With a C.O.I.?
First, do a bit of research and find out what type of groups they belong to--then regularly attend these functions yourself!
4. Who Already Knows the Person You Want to Meet?
Six-Degrees of separation anyone? It really IS a small world. Your connection to just about anyone in the world is closer than you think. Think family, friends, networking contacts and existing clients here!
5. Always Have Something to Invite People To
C.O.I. love to network and would be delighted if you were able to introduce THEM to new contacts, as well.
6. Communicate With Your C.O.I. Often
Remember, the goal here is long-term relationship, not a one-night stand. You want to maintain a healthy business relationship to ensure leads and referrals continue to flow in on a consistent basis. For this to happen, you need to stay in touch with phone calls, meetings, notes, etc.
7. Don't Forget to say "Thank You"
Don't take your referrals for granted. Take the time to acknowledge that lead or new client with an appropriate thank you gesture. Everyone LOVES to be appreciated and thanked!
(c) Connie Scholl 2006
Connie Scholl of ConnieCoach.com provides self- employed service professionals with simple, effective and low-cost marketing solutions designed to quickly jump-start sales and consistently generate new clients. Get free marketing tips and "how-to-articles" at http://www.conniecoach.com |
Connie Scholl
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