Frank Furness
Sales & Marketing Tips
Hi, this is Frank Furness with Sales and Marketing Tips. We will be bringing you a number of new tips on how to find new business, how to prospect, how to close more sales.
Hi, this is Frank Furness with your video, Sales Tip. Today I want to speak about how you can find more business by having swap meetings. What I mean by this is getting together once a month with people that can pass you on good qualified referrals.
Let me give you an example. I was in financial services for a long time. Once a month I would meet up with an accounting firm, a law firm, and a general insurance firm. It would be the head of each of these firms and myself. The four of us would go for breakfast, and all we had to do; each of us had to bring five qualified leads to give to the others.
Now I leave breakfast with 15 qualified leads and I would phone the referrals and I would say, hi, this is Frank Furness, I was referred to you by your accountant. All I would like to do is meet up for ten or fifteen minutes to see if there are any areas of commonality. Not I want to come and sell you my service or my product.
I have used this successfully with many of the companies that I have worked with. One of the companies sells military equipment. So they would go out to armies all over the world, selling to Generals. What we then found was two or three other companies that also did military equipment but different things; one would be selling tents, one would be selling uniforms. They would meet up once a month. They would swap leads, and it would all really work well.
So right now, think about who could you set up your swap meetings with each month.
Thanks so much for watching the video, and as a little gift, please go to frankfurnessresources.com/downloads, and there are a lot of free e-books, a lot of software, all yours for free, for just watching the video. So remember that again, http://www.frankfurnessresources.com/downloads.
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