In subsequent meetings, rather than ask for introductions to just any small business owner, I would come equipped with one or two small businesses in mind and ask for an introduction to the entrepreneur who owned them. Soon, instead of five to seven leads going out to the group each week, those leads were coming directly to me!

Take a moment to think about just one person who is your ideal client or referral source. Be exact in knowing who they are, or what position at what company they hold, and ask ten people in your circle if they have a connection to them. Someone will raise their hand. Do this again and again and soon you’ll find yourself scheduling meetings left and right.

In short, do the homework for your referral partners, rather than expecting them to  focus on your business growth instead of their own. People want to help; all it takes is a little more information to help them help you.


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