HERE ARE SOME ADDITIONAL LEAD SOURCES
Additional leads that can be initially telephone canvassed, then appointed, may be found in the least expected places – if only one knows where to look for them. But fortunately, the majority of our opposition will probably not know of these categories.
I have found the following lists to be of extremely good value, because (in the main), the targeted audience is either looking for a better lifestyle – if they are from the domestic quarter, or looking to expand their small business or corporate operation – in the commercial field.
SPOTTER FEE PAYMENTS
Suggest a cash incentive to any of your friends for whatever work they pass your way. Most will probably decline, so suggest a few bottles of beer in place of a commission, perhaps a bottle of scotch on a larger job and a dinner for two in place of a really big sale. Offer the same incentive to one of your clients. But never do it on the first call.
Most Australian States Governments these days have legislation that makes it illegal to entice business by paying fees for referrals on the first call. However, there is nothing stopping you making a commercial arrangement with your clients on the second or subsequent calls. I’ve always made it a point to ask for referrals on the first call without inducement.
However, on any subsequent visit I usually mention the policy I’ve always worked with – should any of their referrals buy from me – this includes the present and any future referrals they care to pass my way – I’m more than happy to come to an arrangement we’d both be happy with providing they’d be prepared to give me some additional information to make the sale possible.