Expand your network - one at the time.

The dictionary says: 'Referral marketing is a structured and systematic process to maximize word of mouth potential. Referral marketing does this by encouraging, informing, promoting and rewarding customers and contacts to think and talk as much as possible about their supplier, their company, product and service and the value and benefit the supplier brings to them and people they know.'

The key of using referral marketing is having a strategy in place that helps you to predict how many referrals you can expect and the quality of your contacts. This is no different that with any business strategy. You set a goal and determine how to reach it. The key is to create an atmosphere of opportunities that is not sorely sale based.

I always like to ask myself how I can add value to my contacts. This could be making a connection that is helpful for them, sending some information or like in this particular case, writing an article.

Relationship building is essential to benefit fully from referrals. And like any good relationship, it starts with communication and building trust.

Here are some tips to make the most of your networking time:

Don't try to market to everyone.
"Everyone" is much too broad to market effectively to. Businesses and individuals like to do business with people they know and trust.
Focus.Don't be a no-show at meetings or a passive observer. Get active. Go to meetings as often as possible. Arrive early to meetings and be slow to leave. Your goal: to be the first person everyone remembers and suggests when others ask, "Do you know anyone who…?"

Build your own network.
Look for other professionals who serve the same clients you want to reach and who can compliment you. Get together formally or informally to share business tips, referrals or leads.
Practice good conversation skills.I often watch business people who love to talk about their business. There is nothing wrong with that, unless they don’t care what YOU have to say.
Remember communication basics: Listen, yes, more than you talk; ask questions; be polite, don’t ignore others or don’t make a lengthy sales pitch.

Keep in touch with contacts you've made in the past.
Call to say hello or to pass along interesting information. Ask how projects they are working on are going, mention news articles you've seen about them, and congratulate them on any recent successes they've had. Make notes in a contact managing program such as ACT! each time your talk to a client or prospect. Remember, sales grow out of relationships.

Follow up on leads.
All the leads are worthless if you don't follow up on them. Make notes on the back of business cards to help you remember specific contacts. Make a phone call or send the information you promised.

Also read: What do to when the economy is down