Best Networking Practices for Client Growth

Referrals are the gold standard of business growth, but asking for them directly can sometimes feel awkward. The good news? If you nurture your LinkedIn network the right way, referrals will come naturally – without you having to ask. Here’s how to make it happen: 1️⃣ Be top of mind through consistent content People refer professionals they remember. If you only show up on LinkedIn when you need something, you’re missing opportunities. Post valuable insights, client success stories, and behind-the-scenes looks at your work to stay visible and credible. 💡 Example: Share a post about how you helped a client overcome a challenge. This subtly signals what you do – so when someone in your network knows someone who needs your help, they think of you. 2️⃣ Engage with your network authentically Your best referrals won’t just come from clients – they’ll come from peers, former colleagues, and industry connections. But for that to happen, you need to engage, comment, and support their content too. 📌 Try this: Spend 10 minutes daily interacting with posts from people in your industry. Meaningful engagement strengthens relationships, making people more likely to think of you when a referral opportunity comes up. 3️⃣ Showcase your expertise in your profile Your LinkedIn profile should do the heavy lifting for you. A clear, optimized headline and “About” section should communicate who you help and how. ✅ Example: Instead of: “Founder at XYZ Consulting”, try: "I help small business owners streamline operations and increase revenue with customized growth strategies.” A well-crafted profile makes it easy for people to refer you because they instantly understand what you do. 4️⃣ Make giving referrals a habit Want to receive more referrals? Start giving them. When you introduce people in your network, they’ll naturally think of you when the time comes. 💡 Pro tip: If you see two people in your network who could benefit from knowing each other, introduce them in a quick message. Your generosity will often come back to you in unexpected ways. 5️⃣ Subtly signal that you’re open to referrals You don’t have to ask for referrals outright, but you can plant the idea. Mention client success stories in posts, thank people for referrals publicly, or share a case study that shows the kind of work you do. 📌 Example Post: "I’m incredibly grateful for a recent referral from my network that led to a fantastic collaboration. It’s amazing how connections on LinkedIn turn into real opportunities!" This reminds your audience that referrals happen – and that you welcome them. Your next big opportunity might already be in your network. By staying visible, engaging genuinely, and positioning yourself as the go-to expert, referrals will start coming your way – without you having to ask. #SocialSelling #LinkedInNetworking #Referrals #PersonalBranding

The #1 mistake I see in client relationships? (It took me years to learn this) Confusing contact with connection. Most professionals think staying “top of mind” means constant contact. So they: ❌ Send generic check-ins. ❌ Ask for meetings without clear value. ❌ Share the same articles everyone else does. Then wonder why response rates keep dropping. 20+ years in client relationships has taught me: The best way to stay memorable? Show up as someone who genuinely cares about them  (and their success). Instead of asking: ❌ “How do I stay visible?” Ask: ✅ “How do I show I care?” Here are my favorite 6 ways to show you care: 1. Spot Opportunities They Might Miss ↳ Share competitor moves and market shifts before  they hear it elsewhere. 2. Be Their Connector ↳ Introduce them to people who can help them grow. 3. Offer Insights They Can Use Immediately ↳ Send relevant research they can apply right now. 4. Celebrate Their Successes ↳ Spotlight their wins like they’re your own. 5. Invite Them Into Your World ↳ Include them in events and conversations that matter. 6. Check In With a Personal Touch ↳ Reach out with no agenda, just genuine care. Here’s the truth: Most people only show up when they want something. Top performers show up because they genuinely care. Because they know when someone’s ready to buy, they don’t research who’s available. They call those who’ve already proven they care. Agree? Disagree? I’d love to hear your take on it in the comments below. ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. Want the full cheat sheet? Sign up here: https://lnkd.in/e3qRVJRf 

Massive but often overlooked reality check for fractional execs/consultants: Your greatest source of profitable “new” clients are nearly always current and past clients, colleagues, and those in their immediate circle. They know you, they know your work, it’s familiar. Yes, it’s important to be sharing knowledge / success / setbacks / hopes and dreams with the world on LinkedIn, and “shooting your shot” with some occasional cold outreach. But with extremely few options (like literally two), I can trace ten years of client “trees and roots” growth and probably 70% of revenue to my first major client retainer in 2015. Here’s 5 practical prioritization tips: 1) Focus on delivering amazing results for clients always, 2) Dedicate most of your biz dev efforts on your closest circle i.e. people and places that already know and trust you. Ask these people for referrals. 3) When doing cold or lukewarm outreach, focus on direct adjacent sector or similar work streams and be precise “In 9 months, I helped _____build an sustainable community engagement program that [insert very specific results]. 4) Share what you know and love on social and accept speaking invites to events and platforms. 5) Make referrals and get referrals. When something is outside of your wheelhouse, be diligent in connecting the potential client with someone who can knock it out of the park. I guarantee you both parties will remember when they’ll need your skillset. ———————————— And that’s it for now! Anything else folks want to add?

The Art of the Referral: Putting your clients first 🥇 At the heart of every successful referral strategy is a simple, timeless principle: putting your clients first. But why is focusing on your clients' success the key to building a thriving business through referrals? 1) Client-Centric Service: The Foundation of Trust Clients entrust advisors with their secrets and concerns. By prioritizing their needs and dedicating yourself to their success, you don't just provide a service; you build a relationship founded on trust. This trust becomes the bedrock of your reputation, a critical factor in word-of-mouth recommendations. 2)Cultivating a Referral Network: Beyond Transactions Referrals are not transactions; they are the natural outcomes of your exceptional value and service. Here are strategies to foster a referral culture: - Exceed Expectations: Go beyond the basic expectations of financial advice. Offer personalized insights, be proactive in communication, and provide educational resources that empower your clients. Exceptional service inspires clients to share their experiences. - Build Relationships: Deepen your client relationships beyond the numbers. Understanding their life goals, milestones, and challenges creates a connection that extends beyond professional advice to genuine care. - Ask for Feedback: Regularly solicit feedback to improve your services. Show your clients that their opinions matter, and you're committed to evolving based on their needs. A happy client is your best advocate. - Referral as a Service: Frame referrals not as a favor to you but as an extension of your service. Educate your clients on how their referrals allow you to help others achieve financial wellness. - Acknowledge and Appreciate: Always thank your clients for referrals. Whether it's a personalized note, a small token of appreciation, or a simple call, acknowledgment reinforces your value for the relationship. 3) Encouraging Word-of-Mouth: Best Practices - Seamless Experience: Ensure every client interaction is smooth, from onboarding to regular check-ins. A seamless experience is memorable and shareable. - Empower with Knowledge: Clients who feel informed and empowered are more likely to refer others. Use layman's terms to explain complex concepts and update clients on relevant financial news. - Be Visible: Maintain an active presence where your clients and their networks spend time, be it LinkedIn, community events, or financial seminars. Visibility keeps you top of mind. Final thoughts In essence, referrals in the financial advisory sector are about relationship-building. By focusing on delivering outstanding service that puts clients' interests first, you foster loyalty and create a culture of advocacy. Remember, when clients win, you win, and nothing speaks louder than the success stories of those you've helped navigate their financial journeys. #clients #referals #advisor #financialadvisor

In a world where your online profile could be your first handshake, the age-old art of in-person networking can feel like a lost relic. Yet, there’s an undeniable magic in the live, human connection that no digital interface can replicate. So, when you're stepping into the arena of face-to-face networking, how do you harness that magic effectively? Let’s break down the strategic play into clear, actionable tactics for making a lasting impact. Invent a Signature Ice-Breaker: Create an engaging question or share an interesting anecdote that’s personal and reflective of your interests. Rehearse it enough so that it feels natural, allowing you to deliver it with confidence and ease. Enter with Purpose: Clarify your intentions before the event. Are you there to find new clients, potential partners, or maybe to scout for new talent? With every handshake and introduction, have a clear objective in mind to drive the conversation. Ask with Precision: Arm yourself with well-thought-out questions that are relevant to current industry trends and individual expertise. Aim to get deeper insights by asking for examples and experiences, not just surface-level information. Listen Actively: Show genuine interest in responses, maintaining eye contact and responsive body language. Build on their replies with thoughtful, engaging follow-up questions. Exchange Value: Go into every conversation with the mindset of what you can offer them—an idea, a connection, or even just an interesting conversation. True networking is reciprocal; aim to provide value in every exchange. Connect and Follow Up: Whether you prefer a classic business card or a digital link, have your contact information readily accessible. Cement new connections with a personalized follow-up message within a day of the meeting. With these tactics in your arsenal, you’re ready to turn every networking opportunity into a strategic stepping stone for your professional journey. Remember, it’s the quality of the connections, not just the quantity, that builds a robust network.

I wouldn’t call myself a networking expert. BUT I’ve landed my last 8 clients because of “networking.” Here’s what’s worked for me 👇 A disclaimer before I start: “successful” networking hinges on being as invested in other people‘s success as you’re in your own. It’s NEVER a matter of quantity (“send 20 connection requests a day!”), and always a matter of connecting with like-minded people. 1. Be genuinely nice and helpful — proactively. Someone landed a role at a company you’ve admired or a product you’ve thought is cool? Reach out and congratulate them. Go beyond LinkedIn’s recommend one-liner and add a personal note. Someone’s struggling with a task you could do in your sleep? For example, setting up Monday automations. Send them a voice note with instructions or screenshots. 2. Show up on both sides — people who you can help and people who can help you. It’s not “networking” if you’re only reaching out to people who have something to offer you. Connect with others in your industry, people who have your role in a completely different industry, and people who want to be where you are. 3. Listen before you talk. Listen actively, intently, and empathetically. Seek to understand before you comment or ask for something. Always always ask “how can I support you in your goals?” Give people an opportunity to tell you — unfiltered — what they need from you. 3 “Don’ts” which you…just don’t do pls. It’s gross. 1. Don’t bait and switch: it’s the worst. People don’t hate cold pitches as much as they hate this. With a cold pitch, people might ghost you. But bait and switch and they’ll mentally block you forever. 2. Don’t get emotional in business conversations. I once recieved a follow up where the person went on and on about how they’d stayed up at night waiting for my reply. It was an unsolicited cold pitch. I don’t even remember seeing the email, I was probably too busy. They went on to call me some rather rude names and I … blocked them. Point is, they burnt a bridge for no reason. 3. Don’t fake it till you make it. Don’t exaggerate your credentials. Even if the conversation is successful, you’ll never be able to form a real relationship. It’ll always be superficial. What do you think?

Most people don’t have a networking problem. They have a clarity and courage problem. Here’s how my clients build high-powered networks—without begging for coffee chats or feeling fake. 🧠 Start here: 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗮𝗿𝗲 𝗯𝘂𝗶𝗹𝘁. 𝗡𝗼𝘁 𝗳𝗼𝘂𝗻𝗱. Here’s how: 𝟭. 𝗖𝗹𝗮𝗿𝗶𝘁𝘆 𝗯𝗲𝗮𝘁𝘀 𝗰𝗵𝗮𝗿𝗶𝘀𝗺𝗮 Stop “putting yourself out there.” Start targeting 5-10 people who can actually move the needle on your goals. 𝟮. 𝗦𝘁𝗼𝗽 𝗹𝗲𝗮𝗱𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗻𝗲𝗲𝗱𝘀 If your first message includes “pick your brain,” you’ve already lost. No one is waiting around to solve a stranger’s career crisis. 𝟯. 𝗧𝗵𝗶𝗻𝗸 𝗹𝗶𝗸𝗲 𝗮𝗻 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿 Relationships work like capital accounts. You don’t ask for a withdrawal before you’ve made a deposit. 𝟰. 𝗔𝗱𝗱 𝘃𝗮𝗹𝘂𝗲 𝗳𝗶𝗿𝘀𝘁—𝗿𝗲𝗮𝗹 𝘃𝗮𝗹𝘂𝗲 This doesn’t mean fake flattery. Try one of these instead: • Share something relevant to their work • Offer insight they might not have • Help them solve a current challenge • Send something worth 90 seconds of attention 𝟱. 𝗦𝘁𝘂𝗱𝘆 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝘀𝗽𝗲𝗮𝗸 Read every line of their LinkedIn. Look at interviews, thought leadership, old roles. Find the patterns. Spot the gaps. Now you’re ready to make contact. 𝟲. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝘃𝗮𝗹𝘂𝗲 𝗮𝗱𝗱 𝗹𝗶𝘀𝘁 Write down 10 ways you could help or engage them. Yes, 10. Not 3. Not 5. Ten. This builds muscle. Clarity. Relevance. 𝟳. 𝗥𝗮𝗻𝗸 𝗮𝗻𝗱 𝗽𝗹𝗮𝗻 Don’t wing it. Rank your ideas by effort vs. potential impact. Start with your top 2. Work the plan. Keep working it. 𝟴. 𝗙𝗼𝗹𝗹𝗼𝘄 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 (𝗹𝗶𝗸𝗲 𝗮 𝗽𝗿𝗼) Reach out with precision. No long intros. No life stories. Offer one clear, relevant point of value. If they don’t bite, try idea #2. Then #3. Most connections take more than one try. That’s not rejection—it’s normal. This is how the game is played at the top. Strategic. Consistent. Relationship-first. And it works. 🧭 Question for you: What’s the biggest blocker between you and building the network you need next? -------------------------------------- ♻ Repost to help your network. ✚ Follow Courtney Intersimone for more tools and tips on executive career and leadership mastery. Showing you how to get invited into the (board)room where it happens....and thrive there! 😎

I’ve helped 100+ CEOs and entrepreneurs turn LinkedIn into a lead-gen machine. Most struggle with low engagement & zero conversions. To avoid this trap, here's my 5-step roadmap on how to network effectively and turn LinkedIn into a revenue machine: 📌𝗦𝘁𝗲𝗽 𝟭: Stop Scattering Your Energy Most people think: “I need to connect with everyone to grow.” That’s a mistake. To achieve real networking success: • Define your ideal connection – Who do you need to know? Who needs your expertise? • Prioritize decision-makers – Don’t just connect with peers; go after buyers. • Engage with top voices in your industry – This gets you seen by their audience. 🔹 Start here and avoid wasting time on random connections. 📌𝗦𝘁𝗲𝗽 𝟮: Don’t Stop at 50 Requests—It’s a Numbers Game Now you have two options: • Send a few requests and wait for magic to happen • Go big, track responses, and refine your outreach There’s no wrong answer, but if you’re serious about growing, you need volume + strategy. ✔ 100+ connection requests per week ✔ 30%+ acceptance rate = you’re on the right track ✔ Keep tweaking your message for better results Networking is a game of persistence. 📌𝗦𝘁𝗲𝗽 𝟯: Connect, But Go Beyond 'Thanks for Connecting' Focus on two core pillars: 1. Your First Message Matters • Skip generic intros—lead with value • Ask an engaging question to spark a real convo • Find common ground fast (industry, mutual interests) Once you master this, focus on: 2. The Follow-Up Formula • 80% of deals come AFTER the 3rd+ follow-up • Keep it casual but intentional (not salesy) • Offer useful insights, not just “Hey, checking in” Most people stop at one message. You shouldn’t. 📌𝗦𝘁𝗲𝗽 𝟰: Build Social Proof While You Network Mistake: Talking about yourself too much. Easy fix: Use content to back up your credibility while you network. Here’s how: • Post insights from your conversations (without naming names) • Share behind-the-scenes of working with clients • Showcase what you’re learning + how it helps others Your profile should do the selling for you. 📌𝗦𝘁𝗲𝗽 𝟱: Make LinkedIn Work for You 24/7 This final step is how you: • Turn cold outreach into warm inbound leads • Position yourself as an authority • Build relationships that lead to high-value opportunities 🔹 Want more deep-dive insights on LinkedIn networking & lead-gen? I’m sharing exclusive strategies in my newsletter today. Get it here 👉 https://lnkd.in/eCuasuC9 🚀

LINKEDIN TIP: Connect with your current clients. Many LinkedIn users only use the site for prospecting, and neglect their current clients. However, it’s 5x easier to retain + grow a relationship with a current client than to gain a new one. So, connect with your current clients. Also, connect with your peers, company leaders, your team, and people you meet at conferences. After you connect, they will see your updates, and content you post. This keeps you top-of-mind with them, and increases your reach. Plus, you will see their updates as well, and will know more about them, how they think, and when they change jobs or get promoted. Take the next step to engage with them as well. Like, comment or share if you enjoyed their content. There’s a high level of reciprocity in social media - if you engage with their content, they’ll be more likely to engage with yours. Also, reach out to current clients via private messaging 1-2x/year to keep up to date with them, and/or share something that made you think of them – in other words, add value on a regular basis to strengthen your relationship. Then, when you want to reach out to prospects, since you have a large, strong network, you will have a better chance of gaining a warm introduction via a shared connection, which then has a higher chance of starting a new relationship.

Sellers often mistake connections for relationships. Here are 5 ways you can build high-impact relationships, whether they’re specific to an opportunity, or they’re part of your greater network. ✅ Map out the relationships you have for a specific opportunity. I do an exercise with clients where we build out their relationship ecosystems and buying roles in an opportunity. This will give you a picture of strengths and gaps. Mapping your relationships doesn’t need to be time-consuming; it will pay off by helping you accelerate progress and reduce risks in your opportunities. ✅ Assess for gaps and get beyond the typical silos. You might be building relationships only where you’re most comfortable. Your success will be in getting beyond your comfort level; you can do that by assessing and filling in relationship gaps. In mapping your relationships you’ll see patterns. For example, you may see a pattern where you’re selling only one product or solution to one type of role. You’re siloed and likely missing many other relationships. This is especially important if your growth strategy includes expanding different products or services within your client base. ✅ Build your strategic alliances. This one strategy has made a significant difference in both the quality of my relationships and the quality of the opportunities I’m able to create. Do you have alliances outside of your organization, with other providers serving like clients? A way to begin is by creating a list of the tangential providers who sell non-competitive products or solutions to your clients and verticals. From there you can assess which ones are the most promising and begin building those relationships. ✅ Focus on deepening relationships with current clients. In the quest to always earn net-new clients, deepening relationships with current clients is often forgotten. But this can be the best source of continual, high-quality opportunities. One strategy is to create a list of your top ten clients and then create a relationship map for each one. See where you can uncover new relationships and new ways to serve that client. You’ll amplify your success with a client where you already have trust and credibility. ✅ Aim higher in the organization. You might be used to working in the middle of an organization, and in many cases that may be where your decision-makers are. But you can (and should) build awareness and relationships at the higher levels of an organization. Ways you might start this process include introductions on LinkedIn, sharing of research and insights that can improve their business, or a request for a higher-level leader to join your next account review or project meeting. To get started, choose one of your top clients and begin working through at least one or two of these strategies with that client in mind. It will undoubtedly open more relationships and also opportunities to serve your client and win high-value business. #ModernSeller #Sales #Relationships