Tim Templeton provides on his book "The Referral of a LifeTime"
Here's how it works.
1) Discover what type of personality you are and decide to use it for the greatest benefit
2) Build a list of 250 people who know you, and use technology to manage it
3) Offer your assistance to people, and help them whenever you can
4) Connect with them consistently, personally, and systematically (The book will show you how easy it is)
5) Let them know how you work, and how they can refer people to you, who are in need of your services
The key is to NOT ask for a sale until you have built up personal credibility with a contact. That's where the systematic, personal, consistent communication works its magic. In the end, clients and prospects will often call you, or at least welcome your call with open arms. What could be better than that?
One of the insights, that I obtained from participating here, is that there is already information available to establish a connection with the right person. We carry the right message with ourselves. What is often missing is the right timing and the right person to have that conversation.
Additionally, softeners are needed to begin to engage in the conversation with individuals.
We have the privilege and obligation to use that public information and to be a quick subject matter expert that our clients appreciate and prefer.
I have shifted our team, CRM, and technology to have speedy access to content, sorting and mining purposely through data. Our data base now has new fields such as links to external data bases, date/time to contact, and trending topics.
Each week, the data is mined for specificity, so that we can reach and respond quickly to potential opportunities.
These are tools that we have never had affordably available before to us as deal makers.