You have clients and colleagues who love you, and you've never once asked them for a referral. Asking for a referral feels like cashing in a favor. So you don't. Recently I tried something different. Instead of cold-asking anyone for referrals, I went back to someone who had already sent me a client. I thanked her, by name, for that specific person. I reassured her I'd take good care of whoever she sent my way. Thank the people who put their reputation on the line to help you already. When you focus on being of service, even to the people already sending you clients, it stops being a favor you're cashing in. It isn't a quid pro quo. The market rewards you for being of service. When was the last time you went back to someone who sent you a client, just to thank them and tell them you'd take good care of the next one? #Coaching #IndependentConsultant #Solopreneur #GoToMarket