How to Network and Get Referral | Effective Sales Prospecting Training

Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip clubs if you make the effort to network. However, specific groups called tips groups or clubs have been created for members to give other members leads and referrals.

There are many variations on tips groups, but generally you attend weekly and bring in a lead for someone else in the group. Groups typically limit membership to one of each type of business so that there is no competition. This means there may not be an opening in established groups if they already have an accountant or attorney.

Start Your Own Group?

Stockbrokers, insurance agents, bonding agents, bankers, and many other professionals are looking for referrals. Consider forming a “tip” or “lead” group. You could ask a bank trust officer, a computer vendor, an insurance broker, a commercial real estate developer, and other compatible professionals to join your club.

Think about your clients first as potential members, then their service providers and bankers. While groups usually have 20 or so members, even a very small group can work if you get people who bring you regular leads.

Existing Franchises

If you don’t want to start your own group, there are many groups available, including franchises (Business Network International, Leads Club) and groups run by your local Chambers of Commerce.

Conclusion

You can often find existing tips groups listed in your local newspaper business calendars. Such groups can give you a structure to improve your prospecting and referrals many times over.