Patrick Giesbrecht’s posterous

Having more customers than you can handle is a pretty rare thing these days. Businesses that focussed on building effective marketing during the good times are doing better than most; but businesses than managed to put together multiple prospect “feeders” using Joint Ventures are doing the best of all. The best marketing tools of all are ones that work without you there, and you only pay for when you get results. I’m not talking about going to networking meetings and handing out business cards; or begging people to send you business because you’re a nice person. I’m talking about setting up referral SYSTEMS!

For a referral system to work well it needs to be set up correctly. That means you also need to consider the needs and desires  (see Hot Button) of the person who is supposed to send you business! So many of us forget that. We automatically assume that the other party already has our best interests in mind. Of course they don’t. They are busy worrying about getting their needs meet. For a great article on how to establish someone’s Hot Button read DollarMakers Certified Business Mentor, Chris Hiller’s blog at http://chrishiller.posterous.com

Here is one simple referral system. Let’s say you find someone who calls on the very same businesses that you are looking sell your product to. Once you discover what she REALLY wants; you can put together a plan to help her get that, by working with you. Suppose she would like to go on a trip to Mexico. And suppose the trip in question costs $2000.

Now let’s say that you can pay a $200 commission per sale you make. Here is what you do. Ask your contact how soon she would like to be sent on a trip at no cost to her. She says in 10 weeks time. That means you need to close 1 sale per week from leads she sends you to pay for her trip. Make a deal with her whereby she sends you at least 5 QUALIFIED leads every Friday afternoon at 2:35 pm. These leads should be expecting your call and have a legitimate need your service. (The set-up is key) The following week you visit the leads and close at least 1 out of 5, and send your referrer a cheque for $200.

Now, how many of these referrers could you set up? 10? 50? You would never have to cold call again! Does that sound like a good deal? You only call on people who actually want to talk to you and are interested in your service. Everyone wins.

Remember to get a free e-book at www.jointventuresunlimited.com/freeoffer

Patrick Giesbrecht

Joint Venture Broker

www.jointventuresunlimited.com