My best sources for business outside of court cases come from 3
basic groups:
1.
Bankers (blog entries dated 6/10/12 and
9/24/08)
2.
Business Brokers (blog entry dated 6/23/08)
3.
CPAs / Bookkeeping Services
These folks are in a unique position to know of businesses
experiencing financial difficulties and are also usually pleased to know about
my service as a resource to refer their clients. I suggest you get your practice
set up first with business cards, brochures and at least a basic website before
initiating contact. As an aside, I do request you not copy any of the
content from my website(s). I have spent a great deal of time, money and
effort over the years creating an individual and unique Internet identity for
my company. Related Web sites are constantly monitored and copyrights are
strictly enforced. If you choose to create your own Web site (as I highly
recommend), please ensure your content is original and not simply a rewording
from my site(s).
Once your practice is set up, you can research contacts in these 3
groups via the Internet and through some phone calls to get individual names so
your marketing can be personalized. Send a brief letter and / or email
informing these professionals of your service and emphasize your “no risk”
ability to assist their commercial clients with problem debts. A
follow-up phone call within a few days of this contact to provide a little
further explanation or even to schedule a meeting is helpful. The more
professionals in these groups you can contact, the better your chances of
getting referral business.
I also suggest you contact any factoring companies in your area
(blog entry 7/15/08). There may only be a handful but they can be a great
resource for referrals in both directions which may result in sizable referral
fees to you. Use the same method to contact these folks as with the other
professionals.
Building your practice only through referrals can take a little
longer but is integral for anyone in this profession even if court cases are
available. Be patient and be persistent. Once you develop a broad
base of referral contacts, the cases should become steady.
Scott F. Soape
