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How To Create a Contact List

Written by: Donald F. Pooley

Article Overview: A contact list is essential to efficient prospecting. To make your list, write down everyone you know- EVERYONE! Not because they may become a client, but because they can provide referrals.

How To Create a Contact List

A contact list is essential to efficient prospecting.
To make your list, write down everyone you know- EVERYONE! Not because they may become a client, but because they can provide referrals.
Start with this MEMORY JOGGER, to list everyone you know.

RELATIVES
Aunt
Brother
Cousin
Parents
Sister
Uncle

WHO IS MY
Accountant
Dentist
Lawyer
Optometrist
Pharmacist
Physician

WHO SOLD ME MY
Appliances
Car/Tires
Clothes
Furniture
House
TV/Stereo
I KNOW SOMEONE WHO IS A:

Bank Teller
Carpenter
Chiropractor
Dietitian
Electrician
Notary Public

Contractor
Editor
Printer
Realtor
Secretary
Surgeon

Antique Dealer
Art Instructor
Fashion Model
Lab Technician
Music Teacher
Office Manager
I KNOW SOMEONE THAT:

Lives Next Door
Teaches My Kids
Goes Bowling with Me
Was My Teacher
Cuts My Grass
Owns My Apartment
Is in My Book Club
Hung My Wallpaper

Is my Barber/Hairdresser
Was my Best Man
Is my Former Boss
Repaired My TV
Painted My House
Is in Rotary, Lions
Dry Cleans My Clothes
Sells Me Gasoline
This should generate over 50 names to ask for referrals.
Most people are uncomfortable giving referrals until they know how you'll handle them. So here's an approach that doesn't embarrass the referror, and is non-threatening to the referred person.
1. Let's assume that your client base is Accountants.
2. Ask everyone on your contact list for a referral to a Accountants.
3. Tell them that you will use these referrals only to seek advice on how you can build your business. Make it clear that you will not be attempting to sell these referrals.
4. Write THANK YOUs to each person who gave you a referral.
5. Contact these referrals, using the name of the referror, and make appointments to get their advice---making sure that you are clear about your aim---to get advice, not to sell anything. Also, make it clear that you will only need a few minutes of their time, no more than ten.
6. At this appointment, be prepared with questions geared to finding a need for your services. This need can be general, or specific---you seek only advice.
7. At the end of the interview, ask for a referral to someone else who may also be able to give you advice.
8. Write a THANK YOU note to the person you interviewed. Thank them for their time, the advice they gave you, and for their referral.
9. Contact their referral, and repeat the above process.
This low-key, non-threatening approach opens many doors. The information you obtain helps you tailor your services to the needs of your client base. It also encourages members of your MEMORY JOGGER list to give you more referrals, once they see how you handle the first ones they gave you.
Nancy Roebke, Executive Director of Profnet Inc., offers you a subscription to a FREE newsletter that reveals the secrets of successful networking. Learn to Network! Increase income, cut costs, and end cold calling with an email to networkink@aweber.com or to visit her website, click here .

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