Page 107 - Schooley Mitchell Marketing Manual
P. 107
SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Sales Strategies
Professional Coffee Meetings
Why Do This?
Let’s say you spend 2 hours per week for two meetings = 100 hours
20 minutes to get there – 20 minutes for meeting – 20 minutes to get to your next meeting.
That means you meet 100 different professional people in your community in a year.
What if you connect with just seven out of 100 of them and they each refer you to just 1 client.
That’s 7 clients for 100 hours – let’s add 100 hours just because - so that’s 7 clients for 200 hours spent. Let’s say we have 2000 hours in a year (40 hrs. x 50 wks.)
7 clients for every 200 hours = 70 clients per year
If you are getting more than 70 clients per year, then keep doing what you are doing
Otherwise – Get out and meet professionals!
What if you connect with 12 instead of 7?! Or 22?
Step 3
Clearly understand why you are doing this.
Don’t go to sell them!!!!!!
Your primary goal is not to obtain them as a client – at least not now
This is the biggest mistake our people make
It’s an incorrect mindset
Go to find out about them. Ask them questions to become familiar with them. “I like to be the dumbest person in the room.”
“I love to learn about other professional businesses.”
Decide to not sell them as a client.
Step 4
Select your targets – accountants, bookkeepers, tax consultants, lawyers, bankers, consultants of any kind, financial planners, commercial real estate, commercial insurance, etc.
Make a list and methodically approach them one by one.
Decide to make a list of professional people you will approach
Manual Revised: April 3 2025 Confidential
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a year.