When I was designing kitchens and baths, a relatively small number of people became responsible for a substantial portion of my business.
Not hundreds of contacts.
A handful.
Contractors.
Appliance professionals.
Interior Designers.
People who knew my work and were comfortable sending someone to me.
The relationships weren’t particularly formal.
We talked.
Had coffee.
Shared information.
I sent business their way when it made sense.
They did the same.
Over time, the referrals arrived increasingly well prepared.
The person often knew why they were coming to see me, what I did, and why the person referring them thought I could help.
That is a very different starting point from someone who happens to walk through the door.
I sometimes see professionals assume that business development requires a very large formal network.
My experience has been almost the opposite.
A small number of strong relationships can be remarkably productive when people know one another’s work, trust one another’s judgment and genuinely look for ways to help.
Small doesn’t necessarily mean limited.
Sometimes it means focused.