Contact Spheres – Symbiotic Relationships
A contact sphere is a group of business professionals who have a symbiotic relationship. They are in compatible and non-competitive professions. For example, a lawyer, a certified public accountant, a financial planner, and a banker. If you put those four people in a room for an hour, they will do business together. Each of them works with clients who have similar needs but who require different services. Hence, that symbiotic relationship is working.
My favorite example of a sphere of contact is a caterer, florist, photographer, printer, wedding planner, tuxedo rental company, wedding dress store, videographer, and travel agent. I call this the “wedding mob”! If one receives a referral for a wedding, everyone receives a referral for the wedding. These professions, more than most, have actually learned to work their Sphere of Contact.
Examples of contact spheres
Here are some other examples:
Business services: printers, graphic artists, specialty advertising, marketing consultants, web designers, public relations firms.
Real Estate Services: residential and commercial agents, trust companies, title companies, mortgage brokers, home inspectors, insurance agents, home entrepreneurs.
Contractors: painters, carpenters, plumbers, landscapers, electricians, interior designers.
Health care: chiropractors, physical therapists, acupuncturists, nutritionists, massage therapists, personal trainers.
Take for example a computer sales and service company. That group may include: sales representatives of telecommunications (hardware) companies and photocopier companies. Additionally, contractors who specialize in wiring installation can be part of this team to assist with wiring installations. Also, don’t forget the IT trainers who work with people on their computers on a daily basis, and even the business consultants and accountants who may have clients who need to improve their business.
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Make the most of your sphere of contact
1. Identify as many professions as possible that fit into your own company’s sphere of contact. Take a look at the professions your industry tends to work with for “boilerplate” and “reciprocal” referrals. Create a list of these professions.
2. Identify specific people who might fit into your sphere of contacts by going to various networking groups, consulting your business card file and database.
3. Invite these people to participate in networking groups with you so that you can formalize your relationship and have a way to stay in regular contact. Maintaining the relationship is key. A good way to do this is to participate in groups that bring you together on a regular basis.
4. Evaluate the professionals on your collaborative team that you are currently referring to. If they are not reciprocal, you may have the wrong profession or the wrong person. Fill the place with someone who is willing to reciprocate.
Contact spheres are a start
While effective development of strong touch points will greatly increase your business, you must remember that it is not enough on its own. Because they are made up of small groups, you are not likely to be exposed to large numbers of people. Therefore, work on developing your general network of contacts as you develop your Sphere.
Good luck. Contact Spheres are a great way to get started and continually build your professional network.