Your referral sources are important to your practice. You know that. What are you doing to build your referral sources and solidify those relationships? You have to be doing something. You know that too. But are you? How much time do you contribute each week to your referring relationships? How much time per month? If you're consistent, great! But if not, aren’t the people who refer business to you the most important people to your business? So you have to stay connected to them.
First, reach out. Go through your database and pick out your top ten existing referral sources. Pick up the phone and invite them to a face-to-face coffee or lunch. Meet with one per month and share with them how you’re doing. Check in and see how they’re doing and talk a little business and a little pleasure.
As for new relationships, have you done a Google search for professionals in your area lately? Pick up the phone and call any new professionals you’d like to work with and invite them to coffee and get to know them and their business. Then follow up and connect with them through Linked In, Twitter and Facebook. Always add new referral sources to your newsletter and e-newsletter list.
Always try to bring in conversations about more than just business. Ask questions about them. Where they went to college? Their favorite team? Recent travels? Set yourself out from the others they network with and find out who they are. Connect on both a personal and professional level. You won’t set yourself out from others if you're not different and have the usual conversation and talk shop. Do something to make them remember you.
Then follow up like a fanatic. Be present in their daily business by sending newsletters and e-newsletters. Connect with them through their social media and make it through their newsfeed for the day! Always build your numbers and make sure they increase in both your relationship management database and your online connections, as well as with your newsletter lists. You've got to stay connected consistently.
Of course if we can help in any way, please pick up the phone and give us a call. We want to help you make 2012 your best year ever!