Who gets to them before you do?
Posted by centercitycollision on 15 April 2009
At a recent Business Networking International (BNI) training I was a part of the trainer asked us “Who has contact with your customers before you do?” A great question. This question uncovers a critical leverage point for your business. If you can answer this question you’ll discover who holds the keys to the success of your business. Let me cut to the chase and give you some very concrete examples from within our industry: insurance agents, dealerships, & mechanics. There are certainly others (feel free to list them in the comments section; I’d love to hear your opinion) but these are the three that have generated the most work flow for my shop.
What are you doing to reach out to those who have contact with your customers before you do?
(by the way, BNI is a amazing organization that I have greatly benefited from. I encourage you to check them out. At my first meeting I sat next to a guy (who happened to be a very influential insurance agent in my area) who said “We’ve been looking for a body shop we can refer to. Glad you’re here.” Yeah, I was glad to since I got 3 referrals in the first 2 weeks of attending my local BNI chapter. The revenue from those referrals was over $13,000.00. Membership costs just over $300 a year. The math is pretty obvious.)
I wish you success and a flood of referrals.
Kevin
