Here’s the quickest way to get referrals and sell to new clients: Leverage relationships you’ve built with the people in your personal network – the family, friends, and acquaintances who know, like, and trust you. Relationship based sales are efficient and effective for winning long-term clients who’ll be a boon to your business. We each have a natural network of about 250 people. Think of all the people on your email contacts list. Your extended family, former coworkers, buddies from college, and everyone else on that list are your ticket to meeting new potential clients. In this video, I talk about how to leverage relationships you’ve already established in order to create new sales relationships. When the people in your personal network introduce you to the folks in their own networks, BOOM – you’ve got new sales leads. Devote some time and attention to your current relationships. Use any relationship management system to keep track of contact names, email addresses, and correspondence. Send out personalized emails and follow up with phone calls. Keep in touch WEEKLY. When you reconnect with people, ask how you might help them with their endeavors, and share how things are going for you. You want everyone – even Grandma – to understand what you do and what separates you from your competition. It’s important to make your relationships symbiotic. As you leverage relationships to benefit your sales, also look for ways to deliver value to your network. Introduce the people in your personal network to one another, if it helps with their goals or problems. If you’re overlooking your natural network, you’re leaving money on the table. Reach out to the people you know – it’s the fastest, easiest way to get golden referrals and make lucrative sales!