Getting referrals by being the answer to their problems

Last week someone introduced himself at one of the Networking Groups I facilitate by saying that one of his main client groups were charities who often pay too much of a particular type of tax. He didn't just say he was an accountant. There were immediate referrals because he had succinctly expressed the help he was able to give for a particular problem for a specific market.

In 'Dominating your niche through Business Networking' I wrote about talking about your business with regard to the specific issues that your target market have, where they are and what they will be saying about their problems.

It is much easier to find referrals for someone obviously the answer to a specific problem for specific organisations.

Good Networking!
Dave Clarke
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