very same "keep in touch system" is recommended
by Ellen Volpe, founder of ABA (American
Business Associates); Ivan Misner, founder of
BNI; and Tom Hopkins, legendary real estate
How to increase referrals by
keeping in touch with people that you meet!
Smart business people know that
getting referrals is the best way to attract new
customers. Why? Referred
individuals are more likely to do business with
you because someone they know or trust suggested
that you can help them.
Research shows that customers who come from
referrals are better customers. They pay faster,
complain less, buy more, and stay longer term.
When I recently analyzed where
attendees and newsletter subscribers of Face To
Face Networking came from, the numbers pointed a
very clear picture.
of newsletter subscribers
|Referrals (they heard from a
|Other/ Did not say
Getting Referrals Can Be
Many business owners are uncomfortable to ask
for referrals and it can be a challenge to get
people to remember you as time goes by.
Think about it for a minute. You meet
someone at a networking event, can not currently
help each other, and are not a good fit for
whatever reason to set a follow up meeting.
Eight months later, that same person that you
met at the networking event has a need for your
services. The million dollar question
is??? Will they think of you first?
How to Get More Referrals
Networking is a long term process, it
is about developing relationships and bonding
with people over time. That
means keeping in constant contact with them.
Yes it is true, you can send out a quick
email to people to keep in touch, but networking
guru's all seem to agree that a hand written
personal note or card is the preferable form of
communication for building rapport.
The Secrets of the Most
Successful Referral Marketers
Have you heard of Joe Girard?
He was a car salesman noted in the Guinness Book
of World Records for selling the most cars (on a
one on one basis) 12 consecutive years in a row.
All of Joe’s business came from referrals. What
was his secret?
Joe developed a system to keep in
touch with his customers and potential clients.
Every phone call or personal contact he
made, Joe would write down on a file card any
relevant information. He then sent everybody on
his list a unique greeting card every single
month! These weren't high pressure sales
letters, just friendly reminders to let people
know that he was thinking about them.
Tom Hopkins is currently a well known
sales trainer with his roots stemming from
real estate sales. Tom made a commitment
to send 10 hand written notes every day and
broke real estate sales records! Within three
years, 98% of his business came from referrals.
Tom Hopkins uses the same system that will be
The Problem With Sending
Greeting Cards and Handwritten Notes to keep in
touch with people.
You need to develop a system to track people's
important dates/information. This can be quite overwhelming when
you think about the number of people you meet.
You have to go to the card store and find the right
card. This can be a very time consuming process in itself and
costly if you have to drive to the store. (Hey, gas is $4.29 a
Then a trip to the post office to mail the
card. Time is money, and again, you are spending more time here.
The Cost of the cards could average between $2 and $3
What if I told you that you do not have
to do steps 1-4 above, and that you can send out the hand written card from your home
in less than sixty (60) seconds? The cost of the card could be 62
cents plus your standard postage rate of .44 for a whopping investment
of $1.06. The cards could also be personalized by adding
your own images or company logo. And the
The card is written in your own handwriting
and is mailed using a real stamp (not a bulk
There is a service that can do exactly this. The company
formed a strategic alliance with BNI in 2006.
How You Can Use this system to Keep In Touch and Increase Your
Have you ever wanted to send a card
to someone and either forgot to do it, or could
not find the time? Have you ever wanted
to send a series of follow up messages to a
business prospect or customer, but could not
keep track of who and when to send it to? The
system solves those problems.
Since I started using the system,
when I meet someone at an event,
I try to get the person’s contact information,
birth date, anniversary date or any other
special day that matters to them. They may
tell you that their spouse gave birth to a new
baby last Thursday named Joseph. The birth
day of their child is important to them.
I then put that information into the reminder system and when the date comes
around, the reminder tells me to send a personal
card to them.
Next, I pick out an appropriate
greeting card in the system (it has
thousands of greeting cards categorized by
different occasions), write a note to the
person, add my logo or image, and then click the
send button. The card is mailed out the
next day in my own hand writing.
Not Only Does this System
Generate Referrals, But It Closes Sales!
In most industries, it takes about
5-8 contacts with a prospect before a sale is
made. However, the vast majority
of people do not have a system on how to follow
If you can enter a name and address
and push a button, you can launch an
extensive follow up relationship building
program with your prospects. Imagine how this
system could set you apart from every one else
vying for your prospect's attention.
What better way to establish a rapport with
someone than with a sequence of sincere greeting
Vincent the carpet cleaner and Gina
Vincent the carpet cleaner meets Gina the attorney at a networking
event. They talk for a while and realize that they can not help
each other at this time, however do the customary business card
exchange. Gina mentions during the conversation that her birthday
is tonight, and that she will not be staying much longer at the event
since she is meeting her husband for dinner.
Vincent the carpet cleaner, the great
networker that he is, sends out a nice to meet you email to Gina the
attorney and all of the other attendees from the event. Fourteen
months go by and Gina the attorney has been promoted to oversee the
entire law office. Shortly after, the law office experiences
a flood and all of the carpets need to be cleaned. Gina vaguely
remembers meeting Vincent, but does not know where his contact
information is, and she hires a local company to clean the carpets.
Vincent did not get the job.
Vincent the carpet cleaner realizes that
although he and Gina can not help each other at the present time, that
could change at a moments notice. He wants to keep in touch with
Gina and stand out from the dozens of other individuals who also sent a
follow up nice to meet you email.
Vincent remembered that it was Gina's
birthday, and he sent her a follow up
hand written nice to meet you/ happy birthday card.
He added Gina's contact information into a database along with her
birthday. A year later, Vincent the carpet
cleaner sent Gina the attorney another hand
written happy birthday card. The card also had his
picture and company logo along with birthday wishes and a reminder that
they met about a year ago at a networking event.
Shortly afterwards Gina the attorney was promoted to oversee the entire
law office and needed to have all of the carpets cleaned after a flood.
Can you take a guess who got the phone call?
Vincent kept in touch with Gina and he
was the first person she thought of when the issue of carpet cleaning
came up. Are the people you network with and meet during every day
life going to think of you first?. They might, but you can improve
your chances greatly by using the same system that Vincent did.
own card for Free!
Think of someone you would like to thank for a referral,
thank for taking the time to meet with you, wish happy birthday or for
any other reason. Give me a call at (718) 757-6933 or email me at
info@FaceToFaceNetworking.com. It will take about 15 minutes
for me to walk you through the system and you will be able to send out a
card for FREE. It will come from you, with your return address and
your special note.
Thanks for reading and I look forward to speaking with