Tactics for Networking and Referral Building

Attending Meetings and Seminars. One of the best ways to meet people, because many of them have come for the express purpose of making new contacts. Also a good follow-up technique if you keep returning to the same group.

Developing Referral Partners. Get to know people who serve the same type of clients you do, no matter what their business is. Some professionals get most of their business from alliances with partners like these.

Participating in Online Communities. Interacting with the members of online discussion groups, message boards, chat rooms, and social networking platforms, or the readers of blogs, allows you to network without leaving your home or office.

Lunch or Coffee (with contacts). A good way to become acquainted with referral partners, colleagues, and centers of influence. Your goal is to get them to know, like and trust you.

Staying in Touch with Former Clients. Your best source of referrals can be people who have already worked with you. Keep in touch and don’t be afraid to ask them to refer others.

Volunteering and Serving on Committees. Volunteer your professional services for a high-profile nonprofit to get recognition. Serve your professional community as an officer or committee chair to gain more visibility.

Sharing Information and Resources. Pass along articles, posts, or websites of interest, invitations to events, and other ideas and opportunities to the people in your network. They will come to think of you as a resource and refer others to you.

Collaborations and Strategic Alliances. An excellent way for any small business to expand contacts and visibility. Your collaborator may know another whole circle of people.

Swapping Contacts. Exchange leads or past clients with a referral partner in a noncompetitive business. You could even send letters introducing each other.

Leads Groups. A group of people who meet regularly to exchange contacts, leads, and referrals. If you can’t find one you like, start your own.

Giving Referrals. One of the best ways to get people to refer you business is to refer business to them. Always be on the lookout for opportunities to refer.