Now that you have your list, you will be ready to go. You should also have a reason to call each of the people on the list. For example, I put on a breakfast seminar and wanted to invite my top customers to the event. This gave me a good excuse to send an email, and follow-up with a phone call. Even if the person was not in the office, I left a message to call me back. The event was a good reason to call and also to see if there was anyone they thought might want to attend. It made getting a referral much easier. I now had a touch point with my customer and I also got a couple of referrals. I asked permission to use my customers name when sending the invitation and also used the phone to follow-up with the lead.

When you are doing your calls, you have to discipline yourself in order to do it consistently everyday. You can make it easier on yourself by placing your time to email and call on your schedule. Only you can make the calls and only you can make sure you follow-through. It is very easy to let your ten calls a day slip through the cracks because something more important has come up or you have scheduled another appointment. The only way this will work is if you are persistent with yourself and you make the time and have it on your schedule.

For every ten people on your list, you may only get one or two referrals. But if you are calling ten a day, that is a total of ten referrals a week. Each of these people will need to be called and you will have to slot these referrals into your calling schedule. This does not mean you are restricted to only call ten as the referrals might be "hot". You need to make sure you do not overdo the calls as it will then become more of a chore than a way to get more business.