My Business Plan System material provides you with a number of referral sources to contact about your debt negotiation service. These sources will encounter qualified candidates for your service on an ongoing basis and are usually very happy to steer them your way.
Incorporate a system of contacting these important folks on a regular basis into your business so that you are always at the forefront of their minds when potential clients show up.
You may want to start by sending a letter to introduce yourself and briefly explain your service to them. Including a bi-fold or tri-fold brochure will help create an identity for your business and give them something to maintain on hand along with your business card. Ideally, a follow-up phone call should be made to ensure they received your information, provide additional information and ask about any current referrals they may know of.
Once you have made the initial contact, be sure to "touch" your referral sources occasionally with a brief letter, email, newsletter, phone call or personal visit on at least a quarterly basis.
I make a point of dropping in for personal visits whenever possible. This allows my referral sources to connect a face with my name and also lets me provide extra information about my unique professional service. Often, I will even make a "cold call" visit to new referral sources when my time allows. Most folks are happy to take a minute or two for an introduction and almost all are interested to hear about what I do.
Don't make the common mistake of thinking one brief contact with a referral source is all you need. By Fanning the Flames of your referral sources, you will keep a steady stream of qualified leads coming your way... and the fees will follow.
Scott F. Soape
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