How to Get More Referrals From a Business Networking Group

5. Are you meeting with other members' one-on-one or in small groups?

Why? So you can learn more about them and their businesses. So you can learn how to refer them business. So you can get to know what they do when they're not talking business. So you can build solid relationships. So they can get to know you too and refer you lots of business. Focus on the relationships and the business will be there. (Are you seeing a theme?) By the way, you don't need to meet with everyone you connect with at an event for a "coffee meeting" or even a phone meeting. Pick your battles carefully — only meet if there is a good reason. Be choosy!

6. Are you generating referral business to other members?

One of the best ways to establish trust and build relationships is to refer business to other group members. But first, you must make sure they are absolutely awesome at what they do. Speak to their clients and get their feedback. Truth be told, I've been burned in the past, recently in fact, by establishing a referral ("Call my client — he's expecting your call so he can hire you!") for someone that wasn't ready or capable of handling the business. Lesson: Do your homework. Also, when you generate referrals, insure they are sound — as in they have a great chance of turning into closed business. Otherwise, they may not technically be referrals.

7. Are you likeable (loaded question I know)?

This is tough. Do you like talking to other people? And do they like talking to you? Typically these dynamics go hand-in-hand. If you like hanging out with others and you find yourself laughing a lot, getting introduced to others, and being invited to outside events (like golf), this is a good sign. If this is not the case, you want to be honest with yourself. Ask for direct feedback from those you trust to determine how you might come across to other people. Although it may not be the thing you want to hear, it might be what you need to hear. And then — work on that!

8. Do you like the other members?

Again, kind of relatable to the above but it's important that you have chemistry with most of the members of any given group otherwise they won't refer you business. It's just that simple. It might be a good approach to focus on venues that attract those with common interests — becoming active at a fundraiser because you're passionate about helping those with Parkinson's. Typically, true networkers like true networkers so try to go where they go.

9. Are you clearly communicating about the type of business you want?

Again, this might come back to your elevator speech or how you typically talk about you and your business or practice. You must be specific about what you do and with whom. Give examples of the perfect client, project, or problem you solve. This way, your network can help connect you with all the right people. The more specific you are about communicating your message, the easier it will be to get connected.

10. Do some of the other members of the group represent potential referral partners?

Are there successful centers of influence or referral sources (CPA's, attorneys, property and casualty brokers, mortgage bankers, etc.) in the group that you're building positive relationships with? If not, why? Should there be? Can you invite them and get them to become members? Who do you know that can benefit from the group and from getting to know you better? Invite them to the next event!

If you're attending networking meetings, chamber mixers, association functions, speed networking events, and other venues, ask yourself these questions and be honest with your answers. Can you look at yourself in the mirror and say you're taking all of these approaches? Networking requires work — as in net-work.

Is it time to get to work?

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