Which type of referral would you prefer...

1) 1 new client.
2) Someone who can refer you to 1 new client once or twice a month.

I don't know about you, but I'd pick the second option every time.

Too often we're focused on that next sale. That one new client. Imagine the leverage that we'd have if we focused on building relationships with people who could refer us not 1 new client, but dozens.

Now imagine the impact you could have on the folks that you're networking with if you referred them not just a single opportunity, but someone who could bring them potentially hundreds of opportunities over the course of many months or years. That'd certainly get me excited.

Now consider this information from both sides.

First, think about yourself. What type of person could have the potential of referring lots of new business to you? Next time you ask for a referral ask for this person, not a potential client. For example, a great referral for me is that incredible networker that you know. They obviously believe in networking, talk to a lot of people, are generally very well respected, and have the potential to refer dozens of people to NetworkInAustin.com.

Second, when you're out networking be thinking about who you might know that could refer a lot of business to the person you're speaking with. It's very likely that this person would never do direct business with this person themselves, but they could refer a lot of business. Your job is simply to introduce them to each other. It'll be up to them to build their own relationship and see if they can help each other out.

Happy networking!

Scott Ingram
NetworkInAustin.com