Who do you know?

This article is part of the series 28 Business Networking Strategies.

The networking strategy outlined in the previous 5 articles in this series have revealed how to find out who your best referral sources are. And how to make sure they remember you.

This strategy can only work if you have a thriving business network of people you can draw on when you meet new people who are likely to be excellent referral sources.

This article explains how to build and grow your network so you're able to take full advantage of the your business networking opportunities.

Who do your best referral sources want to meet?

The first thing you need to know is who gives the most/best referrals to the people you get the best referrals from.

You can find this out simply by asking. Most business owner's know who meets their clients before they do, and where they're likely to get good referrals from.

Once you know, think about people you already know. You're bound to have at least one person in your network already.

Use online networking sites such as LinkedIn and Ecademy to find other people, and develop your relationship with them. Offer to put them in touch with leading people who can provide great service to their clients.

Email everyone in your network and explain that you're looking to meet this type of person. Ask to be introduced. It's amazing what can be achieved with a few emails.

As you attend networking events, keep an eye out for such people and engage them in conversation. Offer to put them in touch with good quality people who can provide what is, for them, a useful follow-on service they can provide to their own clients.

Develop an alliance strategy

Most of the people who refer business to the people you'd like to meet will be open to discussing an alliance strategy.

This can take a number of different forms. It often centres around some kind of financial incentive, but don't assume this to be the case. It's worth discussing this with both parties, acting as a go-between and finding out what each party wants.

I suggest you take notes, jot down ideas, and develop an alliance strategy. This helps speed things up, and makes it easier to get both parties interested.

It may sound like a lot of effort, but it really isn't. A few phone calls are often all that's needed.

Over time you'll build a useful network of people who are excellent referrers to your best referral sources. This investment makes you especially valuable to both parties. And it guarantees that you'll always be able to generate a referral and call back such people with good news (see part 5 in this series).

Compiled by Wayne Davies – creator of the DIY SEO Seminar.