One of the friendliest and most natural ways to make contact with a referral source is to buy her products or services, whether in large or small dollar amounts. It’s important to note that the purchase doesn’t necessarily have to be from her primary line of business–perhaps a ticket to a fundraiser, a used car, a computer, even a box of Girl Scout cookies from her daughter.
By purchasing something from your network member/referral source, you become one of her customers. As a customer, you are high on her priority list; she will be more inclined to do business with you and give you information, support and referrals. This approach also increases your source’s interest in getting to know you and staying in touch.
Tips for purchasing from your network:
- Analyze how you are spending your money now.
- Decide how much you want to spend.
- Test your relationship with the people you buy from now. Do they know you? Do you benefit from doing business with them?
- Identify the products and services your sources offer that you want or need–or the purchase of which might benefit your business in the long run.
- Are you buying products and services from people and organizations that see you as an individual? Do the people you buy from know your name and think of you as their customer? There’s a big difference between being a customer of Sears and being a customer of Joe’s Shoe Store.
- Use your purchasing power in a way that gives you more benefits and builds relationships. Buy at least half of your products and services from people you know; however, don’t do it in a way that makes them feel obligated to buy things from you.