Start The New Year By Turning Holiday Contacts Into Contracts

The relatives are gone. You've eaten the last of the turkey.
The sales are over, and you never want to see anything with
sugar in it again for as long as you live! Welcome to
January, a new year, a new beginning, a time to move
forward. Yet it is also a time to reflect upon the
festivities of December and ask yourself a very important
question: "How'd I do?" No, no. I'm not asking if you got
the last robotic dog in the store or the new skis you were
hoping for, but how did you do with all the business
opportunities that were staring you in the face throughout
the holiday season? Were you prepared for them? Did you
recognize them? Will you follow up on them?

"Business opportunities? What business opportunities?"
you're probably thinking. "I just hung out with family and
friends this year. There was no business to be had at Cousin
Fred's." Wrong. The holidays are so hectic--places to go,
people to see, things to do--that we sometimes overlook the
obvious. If you were caught up in the whirlwind of December
activities and failed to see the potential of the brief
encounters you undoubtedly had, don't despair. There's still
plenty of time to start turning those holiday contacts into contracts!

Start moving your business forward in the new year by moving
your thoughts backwards. Think about every interaction you
had over the holidays. Then with pen and paper in hand, ask
yourself these important questions and write the answers down:

--Who did I talk to?
--Where were we?
--What did we talk about?
--What did I learn?
--How can I help them?
--Who might benefit from either an introduction to the
people I spoke with, or from my sharing my newfound
knowledge with them?

Yes, that's right. Start the new year by thinking of other
people, showing them that not only are you interested in
them and their successes, but that you are prepared to help
them create those successes. Shift your thinking from,
"What's in it for me?" to, "How can I help you?" Before you
know it, others will find their way into your rooting
section, cheering you on, and helping you become more
successful any way they can. You see, it's a simple rule of
human nature: help enough other people get what they want
and when you need help, it will be there for you.

After you've figured out who you met and what you discussed,
follow up and tell people how much you enjoyed talking to
them. Let them know that you'd like to get to know them
better, and to find out more about their product or service
because you want to be certain you understand how you would
recognize a good lead for them. React to any surprise or
skepticism you might encounter by explaining that this is
just normal operating procedure for you. Let them know that
since such a large part of your business comes from
referrals, you like to give out at least as many referrals
as you get. Make sure they understand you're not looking for
anything in return.

Set up a lunch date with your new contact and be true to
your word. Learn more about them and never once try to
promote yourself. Introduce them to others in your network
with whom they might form strategic alliances. By being
sincere and diligent in your efforts to send others business
you'll develop a well-deserved reputation of being a
business "matchmaker," someone "in the know," and someone
who cares about helping others. You'll be amazed at how
quickly you, in turn, will become a referral magnet.

©1999, 2001 Leni Chauvin

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