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Success in networking, business development, and lead generation all depend on one component: referrals. “Referral networking” is the give and take between complementary industries and you want to position yourself as an influencer in the larger group.

Why?

Imagine your client asks you to provide a particular service and it’s not in your wheelhouse. While you may not be able to personally deliver the service, tapping into your referral network can provide your client with a solution.

Develop your referral network by first asking yourself… What kind of referral partner are you?

  1. Do you offer coffee to everyone?

Yes, everyone! Before you get overwhelmed, don’t worry – not everyone will accept.

The invitation itself will leave a positive impression on your potential referral partners. Besides, you have to start somewhere in order to develop your network! 🙂

  1. Do you schedule time for networking meetings?

Now that you’ve invited people for coffee, make sure you have time set aside each week to meet. You may not end up using the time, but having it blocked off will avoid having it stress you out when a meeting pops up. If you don’t plan it, it won’t happen!

  1. Do you stay in regular communication with your referral partners?

It’s not enough to simply develop a referral partner list. You have to stay top of mind and the best way to do that is through a recurring marketing drip campaign. Use this as an opportunity to provide your referral partners with valuable information, while keeping you and your contact information front and center.

  1. Do you refer clients to your referral partners?

After following up, the second most important component of referral networking is to actually refer to your partners! It is never more true that you have to give in order to receive. Not only will your client be happy, but your referral partner will be grateful for your business. This is your opportunity to strengthen your network!

If you were not able to answer “yes” to all of these questions, it may be time to review your referral networking strategy. Give us a call at AVMS at 615-348-7768 to review and reenergize your strategy.

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