Make More Money with More Productive 121s

How would you like to leave every 121 with 5 possible referrals?

How would you do that?

This week’s big tip is on how to use 121s productively to make more money.

Your first 121 starts the process of getting to know, like and trust your fellow members.

But once that happens, your subsequent 121s can be more productive business development meetings.

After a quick refresher on what you’ve been up to, each of you opens up linkedin or your contact file, and searches for job titles of the other member’s prospects.

After you get a short list of possible referrals, each member gives one solid reason why a person with that job title would be interested in meeting them.

Then each member will send out 3 to 5 email that read something like this…

Dear Joe,

I just had breakfast with John Cipollone. He’s one of the top CPAs in Manhattan with International Taxation expertise.

He said art galleries & their owners love chatting with him because they can advise on the cross-border tax issues that are common in the art industry, so I thought of you.

Let me know if you’d like an intro to John and I’ll make that happen. If not, no worries, and I hope all else is well with you.

This proactive method of contacting people is low key and low stress.

Most will say that they are not interested, but will thank you for thinking of them.

If you do this diligently, you should be able to send 4 or 5 email for each 121 you have, and you should be able to convert one of those prospects into a sales lead.

They key to doing this effectively is the big idea, since the people you are emailing have not expressed an interest in the referenced service.

That means the big idea should get them thinking that they need to examine something that’s not currently on their radar.

In my example, I didn’t say John would like to sell you accounting services. I said people like you are interested in learning how John might solve their cross border tax issues.

Now imagine that you did nothing else at every one of your 121s month after month. The result would be a dozen extra sales per year.

So start doing this at your upcoming 121s, and I guarantee that you’ll … make more money!

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