Your calendar is full of breakfasts, after-hours, and charity events, but you’re still waiting for the clients to follow. If you’ve ever wondered why more networking isn’t getting you more clients, this episode is for you.
Today’s chat was inspired by a dear friend of mine who was going to every event she could find, then staying up late to catch up on client files. Her last few clients didn’t come from any of those rooms. They came from two professionals in her circle who are in industries that serve her ideal client.
This episode walks you through the three mistakes that keep your referral partners from sending you business, and what to do about each one. More networking won’t get you more clients, because the people most likely to refer you are already in your circle, and they’re the ones you’ve stopped talking to.
WHAT YOU’LL WALK AWAY WITH:
- The one habit that has your referral partners guessing why you’re calling before they even pick up
- A two-second move at your next event that almost everyone skips
- Who deserves your follow-up first, and why it’s probably not the newest name in your phone
YOUR NEXT STEP (Pick one. Don’t try to do all of these. Apply it in the next 24 hours.):
- Send one partner from each industry something useful with no ask attached.
- The next time you say “we should grab coffee,” put a date on the calendar right then.
- Build your short list, one person from each industry you’re going to go deep with.
GET MORE SUPPORT FOR FREE
Want help figuring out which partners belong on your short list? Go to https://ericacastner.com/audit to download The Referral Partner Audit: Turn the Network You Have Into the Referrals You Want.
