Referrals feel unpredictable because they are unpredictable, at least in the way they are typically approached. Do good work, connect with people, build a strong brand, write clear messaging, and ask your contacts to remember you if they come across…

Step through the looking glass of referrals and an entire world of lucrative possibilities opens up. It’s tempting to think of referrals as those recommendations delighted clients share with the people they know, but referrals encompass a whole lot more.…

Collaborations can be fun, but if they don’t answer these six key questions, they might just be a waste of your time. When designing a collaboration, the most important question revolves around who you want to reach. Who are your…

Here’s how a marketing consultant could permanently fill their pipeline through relationships. Let’s call him Ben. What should Ben do first? Step 1 – Identify key referral triggers What are the scenarios that create demand for Ben’s expertise? These triggers…

Every day I see people saying you can’t rely on referrals as a strategy. The thing is, most people don’t have a referral strategy in place, especially those saying referrals are unreliable. It’s like saying sales copywriting doesn’t work when…