Part I
Sample conversation
It's no longer enough to settle for referred leads. We want introductions or connections to our new prospects. A referral event is a way of getting your clients to introduce you to prospects. Your client knows you are hosting a fun event for the purpose of meeting potential prospects. Here is a sample conversation:
YOU: Bob, I'm calling today because I want to let you know about a fun event I'm planning for my clients and their guests. We've reserved a special room at Chez Fancy and we're calling it a "Chef's Table." There will be a kitchen tour, and the chef will talk to us about the meals he and his staff will be preparing for us. It should be a pretty special event, don't you think?
BOB: My wife would love this … and so would I for that matter. How do I sign up?
YOU: Here's the deal. First, I want to treat some of my select clients to a very special evening. And second, I want to get introduced to people who are not yet clients, but should probably know about the work I do. It's going to be a low-key event. No sales pitch. It's just a way to meet some new people–and them to meet me –in a social setting. Does that make sense?
