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Dear ,
Want to stand out in a networking function -- and be the one more likely to get the phone call for referrals?
It goes something like this:
You're a real estate broker. You connect with a mortgage broker at a Chamber of Commerce function (pretty soon, you'll be going to Coptic Chamber functions :)
You guys really hit it off and you feel like this could be the start of a great referral relationship.
You exchange cards -- he gives you his card. You look at it and make some comment like, "That's a nice card" or "Wow, you're on ALL the social media platforms, I see" -- or whatever.
Then it's your turn to hand over your card.
You pull out your card and start writing (in large letters) something like, "It was great meeting you. Let's meet for lunch and..." -- and then you run out of space.
So what do you do? You tell him, "I ran out of space, hold on..." and then you take out ANOTHER card and continue writing: "... Let's get together for lunch and it's my treat."
At that point, you hand him BOTH cards and say, "Lucky you, you get two cards -- I guess I'll have to treat you to lunch twice!"
He'll probably chuckle and think it was nothing more than a nice gesture and pocket the cards.
But you know better. :) You know this was (using sports terms) a "set play" with specific objectives.
Here's the Breakdown:
First of all, the handwritten note on the business card, by itself, will command attention in a stack of business cards collected during the function. Second, the fact that the mortgage broker has TWO cards from you makes you stand out even more. And if that weren't enough, third, offering two lunches probably will make you the most memorable person he's met all night. (Don't worry, most people will never take you up on the two-lunch offer, unless the
referrals really start flowing -- and, at that point, so what?)
Of course, you don't have to be a real estate or mortgage broker to use this technique. This is for ANYONE in business who sees good referral potential at any function.
And a word of caution: I wouldn't overuse this technique. Only once or twice at the same function.
Good luck. Let me know how it goes. It really does work!
Until next time...
If you have any comments, ideas or suggestions, please email me at: nader@copticchamber.com.
