When I was at a networking meeting recently, I was asked why there would be a need to continually meet with the same referral partner again and again, over a period of time.

After sharing my initial thoughts, I realized those thoughts might benefit my readers, which led to the creation of this blog post.

You should be meeting frequently with your referral partners, and those people you are seeing again and again at networking meetings, who know, like, and trust you.

The advantages are numerous, let's dive into three.

Changes Come

When you meet with the same person several times (about once every couple of months or so), you will learn something new about him at each meeting. You will learn more about his personal life, insomuch as he is willing to share. You will learn about what he is proud of, what lights him up, which may not always be his business.

As humans, we go through phases sometimes. We may be in a motherhood phase, where although our business is important, it's our kids that light us up.

Or, we may be taking care of our elderly parents, so our thoughts are mostly wrapped up in caring for their needs.

There are countless other situations or phases that move in, through, and all around our lives, which do change.

The lyrics of an obscure rock band, Pucifer, come to mind, in their song titled "Mamma Sed."

Wake up, son of mine
Momma got something to tell you
Changes come
Life will have its way
With your pride, son
Take it like a man

Hang on, son of mine
A storm is blowing up your horizon

Changes come
Keep your dignity
Take the high road
Take it like a man

While the lyricist would have us "take it like a man," I have something better to offer. Lean into those in your network for help, and be the help those in your network lean into.

When you meet with your referral partners often enough to understand what life is doing with their pride, or what storms are blowing up in their horizon, you are in a unique position to offer help.

And let me tell you something else. You need people in your life that will do the same for you, and they will, if the relationship is established.

Staying Top of Mind is Harder Than It Seems

I have good news. While staying top of mind is difficult, considering all of the people, events, and changes that we go through in a given year, month, or even day, regularly meeting with the same referral partners means you are more likely to be thought of when they need your product or service.

Remember Tour 12, and the Reticular Activating System (R.A.S.) in our brains? Meeting regularly helps our R.A.S remember people. This is a good thing for you.

As you go through phases in your life, a service that might mean little to you now, might be vital to you in 3 months or even a year.

When my father died, I found myself becoming a caregiver to my mother very quickly. I then needed services that were never on my radar while he was alive. Those in my networking sphere that I had met with regularly became the people I leaned on to provide the support and services I needed.

Businesses Evolve

The last reason it's a healthy, necessary practice to meet regularly with the same referral partners is that their businesses are evolving.

Maybe the carpet cleaner you met with 6 months ago now does remediation work. Maybe the digital marketer you met with last year has added videography services to their portfolio.

Sometimes businesses will niche down, instead of expand. Perhaps your go-to wedding photographer is now only doing headshots. What was a great type of referral, may no longer be the bling it once was.

These changes might now always be broadcast well, or the business owner may not be marketing their businesses' changes in a way that will even come across your radar.

The best way to know what type of referral a business owner desires most is to regularly meet with him and find out.

A Last Word

Although I recommend meeting with people regularly, you don't have to meet with everyone you come across on a regular basis. This could get overwhelming.

Pick a select number of people to meet with regularly, and be intentional about setting up those meetings, and you'll see your ability to send referrals improve. You may also find your received referrals increase as well.

Go network my friend, and remember:

Changes come, make sure you are meeting with your people regularly, so you can cheer or comfort, whatever their circumstance.

The Networker's Tour Guide, Faithann Basore, and her husband Dave have owned Window Cleaning Plus (WCP) for 10 years. Growing WCP through networking has given Faithann the desire to guide other small business owners through the networking terrain so they can feel comfortable and build long lasting relationships in their business.

Got networking questions? Email me at [email protected].