The second function in your client development process is . . . QUALIFYING.
Having The Right People Is a Good Thing
As you know, the real difference between your potential and your profits are the people you serve.
In terms of people, there are two key factors you’ll want to use to help you decide who is ‘qualified’ to take your time, money and energy for your business or practice.
1. Can someone BUY the products and services you offer?
2. Can Someone REFER or INTRODUCE you to people who can?
That’s it. Don’t make this complicated, my friend!
“Can You Buy From Me?”
This is an obvious criterion. If you’re not connecting regularly with people who will, sooner or later, want the kind of products and services you offer, you’ll never generate any revenues. And that’s unacceptable. So knowing whether someone can buy what you offer is a key to your success.
“Can You Refer People To Me Who Can Buy My Products or Services?”
Next to finding you have a viable prospect for your products and services, learning that someone is willing and able to refer people to you (or, introduce you) to people who can best understand, desire and afford the services you offer, is the next best thing.
People who are referring others to you are demonstrating their TRUST and RESPECT in you. That’s not to be taken lightly. Nor is it earned easily!
Ideally, you want to find people who will both BUY and REFER. But at least one of these two criteria is required to have someone ‘qualify’ to get into your Client Development System.
So Again . . . WHY Are You Qualifying People?
Building your business or practice requires clients –– and the revenues they suggest. Clients come from people who’ve come to know, like and trust you. Some of these people may need your services themselves. Others, for any number of reasons, may not need the products and services you offer. But they may still be able to refer people to you who will.
Regardless of what someone may be able to do for your ‘bottom line’ . . . if you can’t see how they can help you by buying and/or referring you to others who can . . . you don’t let them ‘in’ your Client Development System. Period.
Building relationships is the basis for building revenues. However, if you’re working with people who cannot (or, will not) buy from you and/or refer to you . . . you’re burdening your social relationships with a business expectation that’s simply not going to happen. Don’t do it!