Building a Referral Program

Here’s one of my favorite networking tricks. It helped me land more conversations than anything else I did. And I never had to email a "stranger" again. First, I’d land an informational interview. You have to find a way to land at least one to start. During the conversation, I'd be a sponge. I’d take in everything this person was saying, ask good questions, and build a rapport. Then I’d pull out the ace up my sleeve. At the very end of the conversation, I’d ask one specific question: “Is there anyone else you think I should talk to?” The results? Pure gold. Usually they'd recommend a friend / colleague and offer to make an introduction. Warm intros typically mean guaranteed responses, way better than my cold email rates! But sometimes they’d give me a name without an intro. In that case, I’d ask if I could mention them in the email - then I'd drop their name right in the subject line: "Referral from [Name]" That also led to a significantly higher response rate. The best part about this tactic is that it creates a flywheel effect. Every person you meet will lead to you a new connection or two. Over time, you'll be sending fewer cold emails and landing tons of warm conversations. Just make sure to thank each person who makes an intro for you along the way!

You don’t need to attend awkward networking events to build connections. Here are 10 ways to network online (from your couch) to land your dream job, mentorship or just to stay in touch: 1. Start with warm calls, not cold DMs Reaching out to strangers is intimidating. So, begin with people you already admire or respect: past colleagues, old classmates, mentors, or anyone you’ve gotten value from. Reach out, share your goals, ask for advice, or simply reconnect. — 2. Build (or join) a 3-6 person mastermind Invite people you admire to check in monthly or quarterly. Ask 3 simple questions in each meeting: • What’s your biggest win? • What’s your biggest challenge? • How can we help each other? This becomes your personal board of advisors, and their networks become yours, too. — 3. Make intros within your own network Instead of always trying to add new people, try connecting two people you already know. It builds goodwill, and often sparks reciprocity. Some of my best opportunities came from introductions I made first. — 4. Be the tortoise, not the hare Strong networks aren’t built in a week. They come from consistency, trust, and staying top of mind. Check in. Celebrate small wins. Be helpful, even without asking for anything.  — 5. Send snail mail Want to stand out in a sea of LinkedIn messages? Send a handwritten card or even a fun comic with a note. The person will always remember your “extra” effort. — 6. Elevate the interaction • Only chatted with someone online? Try a call. • Had a few calls? Try a Zoom meeting. • Know them over Zoom? Meet up in person. Each upgrade strengthens the connection. — 7. Pick one platform to dominate Instead of being everywhere, go deep somewhere. For example, if it’s LinkedIn: • Endorse people • Write thoughtful comments • Share niche insights your network actually values   This depth pays off more than shallow visibility. — 8. Curate, don’t just connect Curate the best insights, tools, or articles in your niche, and share them regularly. You’ll become a trusted source people keep coming back or referring to. — 9. Do something fun together Shared activities build bonds. This could be as simple as playing a game, joining a sweepstakes, or co-hosting a webinar.  People remember who made them feel something. — 10. Swipe right (yes, really) Apps like Shapr or Invitly are designed for warm outreach — you match with people who want to meet others. It’s cold networking without the awkwardness. Networking isn’t about pitching. It’s about planting seeds. Start with one person. Reach out. Reconnect.  Then keep showing up, helping others, and making connections that count.

Advice for women in their 20s and 30s Nurturing relationships, social capital, and professional visibility will increase your chances of getting career-advancing referrals. Referrals are one of the most powerful drivers of professional success. Whether you’re seeking a new job, landing a client, or securing an investment, having the right people mention your name in the right rooms can open doors that hard work alone may not. But how do you ensure that others advocate for you when you’re not in the room? Here are four key ways to increase your chances of getting referrals. 1. Cultivate Authentic Relationships Referrals are built on trust, not transactions. The most valuable referrals come from individuals who genuinely believe in your skills, work ethic, and character. Instead of networking with a "What can I get?" mindset, focus on fostering meaningful relationships. Offer support, share insights, and show genuine interest in others' success. Tip: Schedule regular check-ins with mentors, colleagues, and peers. A simple "How can I support you?" message can deepen connections and make them more likely to think of you when opportunities arise. 2. Build a Reputation for Excellence People refer individuals whose work they trust. If you consistently deliver high-quality results, demonstrate leadership, and solve problems effectively, you increase the likelihood of being recommended. A strong professional reputation makes it easy for others to vouch for you without hesitation. Tip: Identify your unique strengths and communicate them clearly in meetings, presentations, and online platforms. Make it easy for others to articulate what you’re known for. 3. Stay Top of Mind Even the most well-intentioned contacts won’t refer you if they forget about you. Visibility matters. Engaging on professional platforms, sharing industry insights, and participating in relevant conversations ensure that when an opportunity arises, your name is the first one that comes to mind. Tip: Post valuable content on LinkedIn, attend industry events, and contribute to professional discussions. The more you show up, the more likely you are to be remembered. 4. Give First, Receive Later One of the most effective ways to receive referrals is to give them. When you connect people to opportunities, resources, or potential collaborators, you position yourself as a valuable member of your network. Reciprocity is a powerful force in professional relationships. Tip: Actively look for ways to recommend, introduce, or endorse others. By being a connector, you increase the chances that others will return the favor. By cultivating strong relationships, maintaining a reputation for excellence, staying visible, and giving generously, you can ensure that when your name comes up in a room full of decision-makers, it’s attached to an opportunity. What advice do you have for women in their 20s and 30s ? Let me know in the comments ⬇️

"I hate networking." I hear this all the time. And I get it. The idea of walking up to strangers at events, making small talk, and asking for favors feels forced and uncomfortable. But here's the truth: networking doesn't have to feel like networking. Here's how to build genuine connections without being awkward: Start with warm connections. Don't cold message strangers on LinkedIn. Start with: → Former colleagues → Alumni from your school → Mutual contacts who can introduce you → People you've worked with before These conversations are easier because there's already a foundation. Lead with offering value, not asking for favors. Don't start with: "Can you help me find a job?" Start with: "I saw your post about [topic] and thought you might find this article interesting." Or: "Congratulations on your new role! I'd love to hear how it's going." Give first. Ask later. Use LinkedIn to build relationships before asking for anything. Don't send a connection request and immediately ask for something. Instead: → Engage with their posts (thoughtful comments, not just "Great post!") → Share their content when it's relevant → Send a message just to catch up, no agenda Build the relationship over time. When you do reach out, make it easy for them. Don't say: "Can I pick your brain?" Say: "I'd love to hear about your experience at [Company]. Would you be open to a 20-minute coffee chat? I'm happy to work around your schedule." Be specific about what you're asking for and respect their time. Schedule "informational coffee chats" instead of calling it networking. Reframe it in your mind. You're not networking. You're: → Learning from someone's experience → Having a conversation about your industry → Building a relationship with someone interesting Take the pressure off yourself. Follow up and stay in touch; don't just reach out when you need something. After the conversation: → Send a thank you note within 24 hours → Share an article or resource they might find useful → Check in every few months (congratulate them on wins, share updates) Stay on their radar in a genuine way. The best networking doesn't feel transactional. It feels like building real relationships with people you respect. And those relationships? They're the ones that actually lead to opportunities. Save this post so you're ready to network without the awkwardness.

I wrote a book called The Referral Engine to make the case that referrals should be your #1 lead source—but there’s a catch. Early in my career, I thought doing great work was enough to keep clients coming. And for a while, it worked. One happy client led to another, and I stayed busy. Then, one day, the referrals slowed down. And I found myself wondering: Where’s the next client coming from? That’s when I realized something many business owners eventually figure out: Referrals don’t just happen. They have to be built into your marketing system. Too many businesses think referrals are random. They do great work, cross their fingers, and hope happy clients will spread the word. Yes, that better be happening. But that’s not a strategy. I started asking myself some different questions. ~ How do I make referring me the easiest thing my clients can do? ~ How do I teach my best customers to tell the right story about me? ~ How do I bake referrals into every stage of my client experience? Just thinking this way changed everything. Instead of waiting for referrals, I created a system to generate them. Here’s what I figured out. First, people don’t refer businesses. They refer experiences. If your work is just “good,” no one is talking about it. If your process is clunky, no one is bringing their best contacts into it. The easiest way to get more referrals is to create something worth talking about. Second, most people would be happy to refer you, but they don’t know how. If you want more referrals, you have to make it easy. Give people the right language to use. Create a process that naturally encourages introductions. Make referring you feel like a win for them, not a favor to you. Finally, the best way to generate more referrals is to teach before you sell. Create content that positions you as the expert people want to send their friends to. Be the person people naturally think of when someone asks, “Who do you know that does great work in this space?” When someone tells me their lead generation is inconsistent, I don’t tell them to start cold calling. I tell them to make referrals a system, not an accident. So I’m curious—what’s one thing you do to make referrals a natural part of the customer journey?

I haven't sent a cold email in three years. Most service business owners I talk to send 1,000 a month. Here is the math nobody runs: Cold outreach: send 1,000 emails. ‣ Get a 1% reply rate, which is generous. That's 10 conversations. ‣Close 10% of those to a discovery call. That's 1 call. ‣Close 30% of discovery calls to clients. That's 0.3 clients per 1,000 emails. Warm pitch: ask 30 people in your network for an intro. ‣ Reply rate is 50%, often higher. That's 15 conversations. ‣ Close 30% to a discovery call. That's 4-5 calls. ‣Close 50% to clients (warm closes higher than cold every time). That's 2-3 clients per 30 warm intros. One requires 1,000 emails, a $400 outreach tool, and three months of follow-up sequences. The other requires 30 conversations with people who already trust you. Mathematically, cold does not work. The reason most people default to it anyway is because it feels like work. You can sit at your desk and check off "200 emails sent today" and feel productive. Asking for a warm intro is uncomfortable. It requires actually talking to people. It requires admitting you have something to sell. The math doesn't care which one feels productive. Neither does your bank account. If you haven't built a warm pipeline yet, the move is not "send more cold emails." The move is to write down 30 people who already know what you do, and ask each one for one introduction. That's a week of work. It pays for the year. 1,000 strangers or 30 people who trust you. Pick one. Intro script is in the Sales Pipeline Vault. Free. terryrice.co/vault

𝗬𝗼𝘂𝗿 𝗡𝗲𝘅𝘁 𝗝𝗼𝗯 𝗜𝘀 𝗣𝗿𝗼𝗯𝗮𝗯𝗹𝘆 𝗡𝗼𝘁 𝗼𝗻 𝗮 𝗝𝗼𝗯 𝗕𝗼𝗮𝗿𝗱 An often quoted stat is that up to 70% of jobs are never publicly advertised. They're filled through the "hidden job market", a world of referrals and relationships. If you're thinking, "𝘵𝘩𝘢𝘵 𝘴𝘰𝘶𝘯𝘥𝘴 𝘨𝘳𝘦𝘢𝘵, 𝘣𝘶𝘵 𝘩𝘰𝘸 𝘥𝘰 𝘐 𝘢𝘤𝘤𝘦𝘴𝘴 𝘵𝘩𝘢𝘵?" you're not alone. The answer is networking. But if the idea of reaching out to strangers online fills you with dread, it can help to reframe your approach. This isn't about transactions; it's about 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝘁𝗿𝘂𝘀𝘁 𝗼𝘃𝗲𝗿 𝘁𝗶𝗺𝗲. The secret is simple: Be curious. Be generous. Make it easy for people to help you. Here’s a simple framework to get you started: 𝟭. 𝗕𝘂𝗶𝗹𝗱 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀, 𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝗰𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻𝘀. Start conversations before you need help. A low-pressure opener like, “I’ve been following your work and would love your take on [topic],” can spark a great discussion. 𝟮. 𝗢𝗳𝗳𝗲𝗿 𝘃𝗮𝗹𝘂𝗲 𝗳𝗶𝗿𝘀𝘁. Comment thoughtfully, share an article, or introduce two people. Acts of generosity build trust long before you need it. 𝟯. 𝗠𝗮𝗸𝗲 𝗶𝘁 𝗲𝗮𝘀𝘆 𝗳𝗼𝗿 𝗼𝘁𝗵𝗲𝗿𝘀 𝘁𝗼 𝗵𝗲𝗹𝗽. When you do ask for help, be specific. Instead of a vague ask, try something like, “I’m exploring mid-level marketing roles with Sydney-based tech companies. If you know of anyone hiring, would you be open to a quick intro?” 𝟰. 𝗥𝗲-𝗲𝗻𝗴𝗮𝗴𝗲 𝘆𝗼𝘂𝗿 “𝘄𝗲𝗮𝗸 𝘁𝗶𝗲𝘀.” Opportunities often come from past colleagues or acquaintances you haven’t spoken to in years. These dormant connections can open unexpected doors. 𝟱. 𝗦𝘁𝗮𝘆 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁. One genuine check-in a day compounds over time. That's how strong networks are truly built. You'll never know which conversation leads to your next role. Often, it's a mix of timing, relationships, and persistence. So start small, and keep going. Remember: you’re not just looking for a job - you’re building a network that will support your career for years to come. #Networking #HiddenJobMarket #LinkedInNewsAustralia #CoachRecruitment  

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

I turned 50+ cold linkedIn messages into 20 meaningful connections and 3 job referrals I was really tired of sending connection requests that people don't accept, or even if they do they won't reply to my messages After months of being ignored by recruiters and industry leaders, I changed my approach completely. Here's what actually worked(try this for yourself, may be it does for you too): 1. I researched before reaching out I spent 10 minutes studying each person's profile before connecting. What projects did they mention? What achievements did they highlight? I referenced these specific details in my first message. My response rate jumped from 10% to 65%. 2. I used the "mutual value" approach Instead of asking for help immediately, I started with: "I noticed you're working on X project. I recently solved a similar challenge and would be happy to share what worked." Recruiters and hiring managers responded to this approach almost every time. 3. I found company insiders first Before targeting hiring managers, I connected with 2-3 regular employees at each target company. They were easier to reach and more willing to chat. These connections later introduced me to decision-makers. 4. I followed up with value After connecting, I shared relevant industry articles or insights within the first week. No ask attached. This kept the conversation going naturally and positioned me as a resource, not just someone looking for favors. 5. I made specific, easy-to-grant requests also sharing gratitude for the revert When asking for referrals, I said: "Would you feel comfortable introducing me to the hiring manager for this specific role? I've attached my resume and a short note you can forward." Making it easy to help me got more people to actually do it. 6. I maintained consistent engagement Each week I engaged with 5-7 posts from my target connections. Nothing complex , just thoughtful comments showing I was paying attention to their work. This visibility kept me top-of-mind when opportunities that come up. What networking approaches have worked for you? Comment below to share your experiences and follow Shivangi Tiwari for more 💗

I've watched clients land $250k+ roles without sending a single cold application. Here's what they did differently: They focused on local and in-person communities. In a world that prefers the ease of online messaging and email, This people-first approach works wonders! 🔥 PS - Every strategy below comes from a real client success story Here are a few ideas to break the awkward 'cold messaging' cycle: 1. Attend a corporate volunteering event. Big companies host community events open to the public. Pick a target company, show up, and meet employees in a low-pressure setting. 2. Join a rec sports league. Pickleball, golf, tennis, cricket. Repeated exposure builds real trust fast. Your character does the selling for you. 3. Volunteer at an industry conference. Work the registration desk or sponsor booth. You meet everyone walking in and out. 4. Interview someone for LinkedIn content. Invite a professional from a target company to contribute to a post you're writing. Great questions build real relationships. 5. Invite a leader to speak on a panel. Create a small event for job seekers and invite leaders from your target companies. You control the room and own the relationship. 6. Attend a local TEDx or speaking event. The people in that room are curious, motivated, and open to conversation. Have your LinkedIn QR code ready. 7. Create your own local community. Start a chapter in your area around a specific skill or industry. Invite people online first, then move to in-person events and gatherings. _ _ _ TL/DR: - In-person networking is very much alive - Creative approaches can separate you - Building real relationships can take longer, but have a MUCH higher pay-off rate. Which of these have you tried? Which of these would you like to try next?