Kevin Willett explains the importance of having referral partners.
Often when I ask people to attend networking events they respond by saying “I don’t attend networking events because my clients are not in the room.”
I have to admit, that always makes me smile. I will then ask them “but are your referral partners in the room?” This will often cause people to pause and ask me what I mean.
Let me give you an example. My friend sells voice and data lines. If she attends an event with a commercial realtor, banker and insurance person she has three opportunities to build relationships with people who could be a constant referral source for her. Those three people may not need her services at this time, but they may have several clients among them who do need the service.
So next time you are tempted to skip a networking event because your clients are not in the room, ask yourself if your referral partners will be attending, because honestly that is where the gold is. If you can build relationships with people who are constantly passing you referrals, it is a much better way to network.
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Kevin Willett is the Author of One Connection How you can grow your business (and change the world) one connection at a time. The business networking book is available on Amazon. Purchase One Connection on Amazon