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In this episode of the Sound Design Live podcast, I talk with Ed Gandia from The International Freelancer’s Academy about how to build a solid networking and referral strategy that will help you get more of the work that you love. We discuss:

• Strategies for personal referral.
• Why people give personal or professional referrals.
• When is the best time to ask for a referral?
• Who is a good prospect?
• What to say when you reach out.
• How to measure the ROI you provide for your clients.
• How to copy successful people, in your own style.

Show notes:

1. All music in this episode by Max Tundra.
2. Ed’s podcast – Smarter Freelancing.
3. Tap your network. How to get business through friends, colleagues, and relatives.
4.  Referrals:
   1. Create a referral expectation. “I hope I gain enough of your trust that you refer me to others.”
   2. Ask (the right way). No one has ever lost a client because they asked for a referral. Ask when you are praised. “Most of my business comes from referrals. I trust you, therefore I’m asking you.”
   3. Don’t wait till you’re desperate. Make it a habit.
5. Book Yourself Solid-based Bucket Strategy
   1. Create a list of 60 of your warm contacts.
   2. Once a day, write to the person at the top of the list and then move them to the bottom of the list.
      1. Connect on a personal level.
      2. Share a new thing that you’re working on. “Can I send you a couple of links about it?”
   3. Respond with credibility indicators.
6. Gary Vaynerchuk and Wine Library
7. Kosta Brown Pino Noir
8. Mark Sisson and Mark’s Daily Apple
9. Quotes:
   1. People give professional referrals for intrinsic reasons.
   2. Identify good prospects based on attributes, not demand.