Your social capital is acquired through focused networking and developing a strategy that brings the strongest return. When done right, your networking is your social capital that has a profound impact on your financial capital.
Your social capital is created by design not by luck. A key to keeping your prospect pipeline full is to systematize your referral networking. When you do, you will build and maintain solid professional relationships that send referrals your way.
Here are four quick and easy ways to get more referrals that take only a few minutes to implement:
1. Call the people you referred business to
Ask them how the referral worked out and if not, how the referral could be better in the future. You’ll gain a reputation for giving spot-on referrals. When you do, watch how your network contacts model that by giving you referrals in return.
2. Send an article that someone can use in their marketing
One of my connections worked with large corporations and just launched her book. I read an online article that was a spot-on match for her to use in her marketing and relevant to her new book’s content. It only took a second and the thank you note I received from her expressed genuine gratefulness for this time-saving marketing idea she could implement right away.
3. Put together a list of strategic partners you’d like to stay in touch with this year
As you create the list, be sure to include those people who have given you business in the last 8-12 months. Keep notes on their birthday or anniversary and send out a card each year on their special day. Remember to also send them a note each quarter on what you’re up to. When you keep in touch regularly, it will keep you on the top of their mind whenever they are meeting with others in their network.
4. Develop a list of strategic partners you’d like to meet in the next 6-12 months
Few business owners actually think about who they want to connect with that would elevate their social capital. Think of who you align with and connect with them. Explore how you could pass referrals to one another.
Once you implement these tips, you’ll establish a solid reputation as someone who cares about other people’s success. When you have a regular or systematized way of nurturing those relationships, you will have a strong line of people singing your praises and multiply your referrals many times over.