Most referral marketing advice we’ve seen focuses on activities that build your personal brand and your connections—for example: writing newsletters, lunches, golf dates, handing out business cards, sending out articles or handwritten notes, etc.

We call these kinds of activities professional presencing, because they are designed to establish your presence in the minds of other professionals who might be able to refer you business someday.

Professional presencing is a good thing. We encourage you to do it, BUT…

Professional presencing is no substitute for asking for referrals.

How come?

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