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© 2009 Vikram Rajan | Practice Marketing Advisors™ with CoGrow | Vik@CoGrow.com | 516.642.4100
4½ steps to Bushels of 4½ step
s to Bushels of BusinessBusiness
½)
C
OMPUTERIZE & CATEGORIZE CONTACTS
a)Current & recent clients (more services)b)Past transaction clients (new services)c)Top referral sources (new sourceintroductions)
1)1)
TT
ILL THE SOIL & SOW THE SEEDSILL THE SOIL & SOW THE SEEDS
a)“I’d like to earn referrals from you one day.”b)“We’re looking for referrals just like you.”c)“We host events for clients to invite guests.”
2)
R
ELATIONSHIP NURTURING
a)Distinguished quality service:
water water
b)Pro-active review & improvements:
tender tender
c)Friendly conversations & moments:
sunshinesunshine
3)
E
XPLORE THEIR BRANCHES
a)“Let’s see what other services you require…”b)“Who else should consider our level of service?”c)“Can I join you at your next association event?”
4)
E
NABLE THEM TO BEAR FRUIT
a)Invitations to semi-private seminars on crucial topics.b)Tickets to events: “Invite a colleague to be your guest.”c)Newsletters/blogs/videos: “Please forward this to…”
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