The most effective way to develop relationships, and increase referrals, is through face to face or personal meetings.

Occasionally I hear clients complain "I went to this networking event and met a lot of people but no one has referred," or "I met them once for lunch and they never sent me any business." Keep in mind it may not be at an initial meeting that you discuss or receive referrals. In fact your primary focus should be on the other person and their interests. Trust and long lasting, valuable relationships take time to develop, be prepared to invest your time -- the benefits will follow, with the help of personal meetings.

When you meet with your referral source, be interested, sincere, authentic and helpful to them. If it's been a while since your source has heard from you, tell them you are following up "Just to say hello." Refrain from bringing up the topic of referrals too soon-- especially if you haven't followed up in a while; let them bring up business-talk naturally, when they are ready.

Personal meetings play an integral role in any successful referral marketing plan. Why not make some phone calls today and invite people to meet with you? Many of my clients love to receive referrals, yet find it difficult to find the time to "work" on client relationships. One way to make "work" feel more like play is to focus your intentions on attracting like-minded clients. When you serve clients you enjoy, who share similar interests and hobbies, keeping in touch will be easier - and maybe even fun!

Remember-- be sure to set up a system, like a marketing calendar, to keep in touch on a regular and ongoing basis.