When referrers are businessowners, ask for the on-profile names of their local vendors and suppliers, or their own business clients. Example: The owners of the computer firm which services your office equipment may be able to put you in contact with their advertising firm or introduce you to their other business or professional clients.

Also check for business contacts who meet your preferred profile among your clients, friends, acquaintances and family members. Ideally, you may find people who have started their own businesses. Also include people who work for small companies or firms which supply small businesses. They may be willing to introduce you to these businessowners.

Centers-of-Influence — People of influence in your community usually know or are known by local businessowners and professionals. Even those who are not prospects for you may be willing and able to introduce you to those who are, and who fit your profile. Your centers-of-influence file may eventually give you access to the multi-layered networks which make up the fabric of any business community.

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