Ways Networking Can Boost Your Client List

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

If you run a small business, networking isn’t just a nice-to-have. It’s an investment. Over the past year, I’ve attended events from an Amazon Web Services (AWS) soccer game to an American Express panel, and even a LinkedIn for Marketing launch party in NYC. One thing became clear: the connections you make and how you nurture them, can shape your business in ways you don’t see immediately. Here are 5 strategies that have made a real difference for Brkaway: Invest in conversations, not contacts. Showing up isn’t enough. At the AWS soccer game, I spent halftime asking people about their businesses and challenges instead of pitching Brkaway. That curiosity opened doors, sparked insights, and reinforced a simple truth: networking is about investing in others first. One warm introduction can change everything. Referrals and intros have outsized impact. A single connection might lead to a client, partner, or advice that saves months of trial and error. Showing up in the right rooms consistently keeps your business top of mind with the people who matter. Listen more than you pitch. At events like the AMEX panel, listening carefully was more powerful than rehearsing my elevator pitch. When you focus on understanding what others need, you build trust and credibility. People remember how you made them feel, not your elevator pitch. The best connections happen in between. At the NYC launch party, some of the most valuable conversations happened casually.. waiting for elevators, grabbing a drink, walking between spaces. Casual, unscripted moments often lead to more authentic relationships than formal networking. Follow up or it didn’t happen. Meeting someone is just the start. The real investment comes afterward: connecting on LinkedIn, tracking conversations, setting reminders, and engaging with people’s content. That’s how relationships grow into opportunities. Remember, networking isn’t a checkbox. It’s equity in your business. 

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 

Have you ever felt like your LinkedIn connections were just numbers on a screen? 🤔 I used to feel the same way until I discovered how to transform these connections into actual leads and clients. Here’s my story and some tips to help you do the same: I began by interacting with my connections authentically, instead of generic comments. Next, I started sharing content that provided value. I posted about industry insights, shared success stories, and offered practical tips. Instead of sending out mass messages, I took the time to send personalized messages to my connections. I referenced their recent posts or achievements and offered help or asked how I could support their goals. This personal touch made a huge difference. Whenever possible, I took the relationships offline. I invited my connections to virtual coffee meetings. These one-on-one sessions were game-changers. They allowed me to build deeper connections and better understand my clients’ needs. I offered free consultations or valuable resources before asking for anything in return. This not only helped build trust but also demonstrated my commitment to their success. Finally, I made it a point to follow up consistently. Whether it was a simple check-in or sharing a resource I thought they’d find useful, regular follow-ups kept me top-of-mind and showed I cared about the relationship, not just the transaction. 𝐓𝐡𝐞 𝐑𝐞𝐬𝐮𝐥𝐭? My connections transformed into leads, and many became loyal clients. My business grew, but more importantly, I built a network of genuine relationships that continue to support my journey. Remember, LinkedIn isn’t just about numbers; it’s about meaningful connections. By engaging authentically, offering value, and building real relationships, you can convert your connections into clients too. What strategies have worked for you in turning LinkedIn connections into clients? Share in the comments below! #PersonalBranding #LinkedInGrowth #ClientAcquisition #BusinessGrowth #NetworkingTips

I used to think the secret to growing my business was finding more clients. So I chased them. Every event, every message, every post was aimed at “landing the next one.” But here’s what nobody told me, that approach burns you out and keeps you stuck on the hamster wheel. The real breakthrough came when I stopped chasing clients and started studying them. I looked at my best customers and asked one question: “What other services are they buying?” That one question changed everything. I realized my ideal clients were already spending money on things that surrounded my work: marketing, IT, consulting, HR, accounting, operations, you name it. And the people selling those services? They already had my clients’ trust. They were sitting in the meetings I wanted to be in. So instead of chasing the client, I started building relationships with the people who were already in the room. I reached out to marketers, consultants, fractional executives, and service providers who sold to the same audience. Not to pitch, but to connect. To learn. To find synergy. When we clicked, introductions started happening naturally. Not cold. Not forced. Warm, trusted introductions that led to real conversations and referrals. That’s when my pipeline stopped feeling random. Because now, I had a network full of people who knew exactly who I served and how I helped, and they wanted their clients to know me too. This is what I mean when I say, Build your network around the people who already sell to your ideal clients. They open the doors faster than any marketing campaign ever could. So here’s what I’ll challenge you to do: 1. Make a list of your best clients. 2.Write down every other service provider they’re already paying. 3.Then start building relationships with those professionals. You’ll be amazed at how quickly your world opens up. #30daywinuglychallenge

Recently, I've had 40+ conversations with founders, investors, and partners - here's what I learned about building a powerful network. I remember attending a national training at KPMG with thousands of professionals from across the U.S. They asked each team: "What's the most valuable thing you'll get out of this event?" We submitted "Networking will be the most valuable thing we get out of this event." I was shocked when they called out our answer as the winner across all teams. It took me years to really understand this. When I launched Mighty Digits, my first 2 customers came from within my network, giving me freedom to build while securing income. Some of my largest customers came from relationships with VC firms who trusted us with their portfolio companies. As the saying goes: "It's not what you know, it's who you know." To me, it's both - but if I had to choose one, it would be the people in my network. A good network naturally raises your IQ and yields 10x dividends. ➡️ IDENTIFY WHO YOU WANT TO NETWORK WITH Everyone wants to connect with their ideal customer, but don't stop there. Connect with other service providers who serve your target audience but aren't competitive - alternate services or same service in different regions. My favorite people to connect with are investors, since there's strong correlation between investing in a company and wanting confident financial records. Start by making a list of the most ideal people to network with and work backwards. Avoid focusing only on customers to sell to. ➡️ HOW TO CONNECT WITH YOUR TARGET AUDIENCE "Ask for money and get advice, ask for advice, get money twice." Your goal with networking is NOT to sell anything. Your goal is to provide value and establish relationships. Sales come naturally as relationships are nurtured. Four ways to connect: — Reach out for warm intros through mutual connections — Send targeted cold emails that are relevant and personalized — Host events that allow them to expand their network too — Attend events and approach people in groups or standing alone ➡️ THE FOLLOW-UP FRAMEWORK This is the most important part. After connecting: — Send follow-up email with thanks and conversation recap — Find ways to offer value first - referrals, advice, resources — Keep in touch quarterly to see how you can be of service — Treat your A-list players with appreciation - gifts, meals, personal thanks === Networking is a long-term play. Relationships take time to build, and many may not go anywhere. But for those that do, you can build an entire business on them. What's been your experience with networking? Do you have any tips for building powerful relationships? Share your thoughts below 👇

Business development can feel overwhelming. I know a lot of people who don’t do anything because they think it’s going to take too much time or they don’t know where to start. The truth is it doesn’t have to be complicated. Fall is the perfect time to take small steps that keep you visible and connected before the year ends. Here are 20 things you can do this season to move your business development forward: Strengthen Relationships ✔️ Look through your calendar and follow up with three people you met once but never kept up with. ✔️ Send a handwritten note to a client or colleague — it stands out more than email. ✔️ Reconnect with three people in your network who left your firm or company. ✔️ Reach out to a mentor or former boss and update them on what you’re doing now. ✔️ Invite a junior contact to coffee — future decision makers often start here. Increase Visibility ✔️ Comment thoughtfully on three LinkedIn posts each day from people you want to stay close to. ✔️ Record a two-minute video sharing an insight or answering a question you often hear. ✔️ Share a client success story (with permission) to show the impact of your work. ✔️ Write a LinkedIn recommendation for someone in your network without being asked. ✔️ Share a behind-the-scenes look at your work process to make your expertise relatable. Leverage Content ✔️ Post an article or podcast link to a client with a note on why it made you think of them. ✔️ Share a client alert or industry update with your own commentary added. ✔️ Review upcoming conferences and pitch yourself for a panel or breakout session. ✔️ Offer to guest on a podcast or webinar where your target audience is listening. ✔️ Reach out to an industry journalist or editor with an idea they might quote you on. Build a System ✔️ Audit your LinkedIn “About” section and make sure it reflects who you are today. ✔️ Make a list of your five happiest clients and brainstorm ways to deepen each relationship. ✔️ Check alumni databases for new connections you haven’t tapped into yet. ✔️ Block one recurring weekly slot on your calendar dedicated to relationship building. ✔️ Pick two stalled opportunities in your pipeline and re-engage them. Business development doesn’t have to be complicated. The real mistake is doing nothing at all. Pick a few of these and commit to them this fall — you’ll be surprised how much progress you can make. Which of these ideas are you going to try? Let me know below! #BusinessDevelopment #LegalMarketing #MarketingTips #LinkedIn

I got tired of waiting for conversations to come to me and sitting in other's networking group. Here are my power moves and what changed networking for me. 1. Be on the leadership team (in fact, be brave enough to run a group). If you’re not leading, you’re just blending in and hoping the right conversation walks through the door. I sat in other networking groups for a year, waiting for the right conversation to come my way - it never happened. Nothing changed until I started running my group and bringing in the people I wanted to talk to. Running a group puts you at the center of the action. You become the go-to person, the one in all the right conversations. 2. Invite, invite, invite. Who’s getting the most business out of networking? The ones who invite – you can ask anyone who actively invites to a networking group. They’ve cracked the code—that’s why they do it. It's easy–just ask. I have a networking group; want to come to check it out? And if you are sitting in a group and are too embarrassed to bring business relationships into the room (like I once did) - you're sitting in the wrong room, and it's time to level up. 3. Follow up. This isn’t a one-and-done deal (unless you’re playing in the B2C space). B2B? It’s all about real relationships—and real relationships take follow-up. You know how often I’ve heard, “I’m not interested in the group, but let’s talk website”? If you’re not following up, you’re throwing away your time, invite, and opportunity. 4. Stop asking for your client. Power players don’t beg for business – especially on your first networking call with a person. Cringe. Instead, ask, “Who do you need to meet?” If they ask you for your end-user client, turn the conversation on them and ask who their top referral partner is. Make the right introductions, and business will come back to you. 5. The ultimate power move? Build a crew of good people who want to grow together. Networking isn’t about hoarding business cards. It’s about putting the right people in the right rooms—and running the race together. You can’t build your business alone. Get in the game.

I deeply believe one of the most sustainable ways to grow your book of business is to build your referral network strategically. Here are four actionable steps to help you get started: 1. 𝑫𝒆𝒇𝒊𝒏𝒆 𝒀𝒐𝒖𝒓 𝑰𝒅𝒆𝒂𝒍 𝑪𝒍𝒊𝒆𝒏𝒕 𝑷𝒓𝒐𝒇𝒊𝒍𝒆 (𝑰𝑪𝑷). Think about who your perfect client is. Are they in-house counsel in a specific industry? Small business owners with revenues over $500K? Individuals facing legal challenges after an accident? Whatever your ICP is, understanding them is key to connecting with the right people. 2. 𝑪𝒐𝒏𝒏𝒆𝒄𝒕 𝒘𝒊𝒕𝒉 𝑳𝒂𝒘𝒚𝒆𝒓𝒔 𝒊𝒏 𝑹𝒆𝒍𝒂𝒕𝒆𝒅 𝑷𝒓𝒂𝒄𝒕𝒊𝒄𝒆 𝑨𝒓𝒆𝒂𝒔. Build relationships with other lawyers who either share your practice area or intersect with your ICP. For example, if you specialize in employment law, connect with labor law attorneys or commercial real estate lawyers—professionals who have overlapping clients or interests. 3. 𝑬𝒏𝒈𝒂𝒈𝒆 𝒘𝒊𝒕𝒉 𝑶𝒕𝒉𝒆𝒓 𝑷𝒓𝒐𝒇𝒆𝒔𝒔𝒊𝒐𝒏𝒂𝒍𝒔 𝑾𝒉𝒐 𝑾𝒐𝒓𝒌 𝒘𝒊𝒕𝒉 𝒀𝒐𝒖𝒓 𝑰𝑪𝑷. Expand your network beyond lawyers. Real estate agents, accountants, financial advisors, and other professionals regularly engage with your ICP and can become key referral partners. The more you build these relationships, the more referral opportunities you'll uncover. 𝟒. 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐂𝐞𝐧𝐭𝐞𝐫𝐬 𝐨𝐟 𝐈𝐧𝐟𝐥𝐮𝐞𝐧𝐜𝐞. Some people are connected to everyone. These “centers of influence” can open doors to a world of opportunities. Make it a point to connect with these individuals and become a part of their network. Remember, most people don’t know lawyers—you want to be the go-to referral source for them. Building a robust referral network is a strategic process, and it all starts with clarity. If you don’t have a clear understanding of who your ideal client is, you risk feeling frustrated and stuck. If you're ready to take your network to the next level, sign up for a free consultation. Let’s get started! Go build that network. You got this. - M

Most people assume the best way to attract clients is to be as visible as possible. More followers. More engagement. More reach. But what if the real opportunity isn’t in being everywhere—but in being in the right place? Some of the best leads don’t come from social media. They come from small, niche communities where people are already asking for help. Slack groups. Industry forums. Private memberships. These spaces are goldmines for business growth—if you engage the right way: 🔹 Be helpful first. Answer questions, share insights, and give value before ever making an offer. 🔹 Set up keyword alerts. Many groups let you track conversations about specific topics, so you can respond at the right moment. 🔹 Take it off-platform. When someone needs deeper help, invite them to a conversation: “I help clients with this all the time. If you think it would be helpful, we can have a quick convo and dig in deeper on this." The best clients aren’t always shouting on social media. Sometimes, they’re in smaller rooms—just waiting for the right person to show up. Are you spending time where your ideal clients are actually looking for help? P.S. If you've been thinking that it's time to ditch cold pitching and find a new way to fill your sales pipeline, DM me to build a lean, organic marketing strategy that naturally turns your passive audience into ready-to-buy fans.