Ted Hayes arranges equipment leasing for companies. He met with Robin Fahr who creates campaigns using publicity to get recognition for her clients. Robin told Ted she couldn’t imagine finding leads for equipment leasing. Then after talking for awhile, she thought of a company that manufactured freeze-dried flower systems for florists. She was designing a campaign for them. They went back to her office and she called her contact at the firm and introduced Ted to him.
Leads are the heart of a group’s cohesiveness, but success revolves around the professional relationships that are built by nurturing and sharing a genuine interest in the achievement of each member. Get to know each member well. Meet with them on a regular basis and always use the time to brainstorm how you can help each other.
If the members don’t get together in small groups, suggest a meeting for coffee with two or three. This helps them get to know you and to understand enough about your businesses so that they’ll be able to easily refer clients to each other. Bring contact lists, business cards and any resource that might prove helpful to the others.