I’ve lost count of how many times this question comes up on coaching calls:“How do I get more referrals?”

Usually, it’s followed by a list of marketing tactics, cold outreach, or random networking that led nowhere. And I get it—it’s frustrating when you know you’re great at what you do but still feel like the best-kept secret.

Here’s the truth most people miss:Referrals don’t go to the most talented. They go to the most trusted.And trust? That’s built through value.

Let’s walk through the three shifts that turn entrepreneurs into referral magnets—the kind of professionals whose names come up in rooms they haven’t even entered yet.

Flip the Script—From Getting to Giving

Most people show up to network with one goal: get something. Leads, attention, clients. But the entrepreneurs with unstoppable referral pipelines? They think differently. They lead with generosity.

Instead of asking, “What can I get?” they ask:“What can I give consistently that makes me valuable to others?”

They offer helpful intros. Share solutions without a sales pitch. Solve real problems before talking about their service. That’s how trust is built—by showing up with value, not a hidden agenda.

If people experience your value before they ever need your service, guess who they’ll think of when the opportunity comes up? You.

Clarity Creates Connection (and Referrals)

If people can’t explain what you do, they won’t refer you. Period.

The #1 reason referrals stall out? Unclear messaging. If your pitch sounds like:“I help businesses grow,” you’ve already lost them.

Try this instead:“I help home service businesses increase profits without working more hours—using a system that uncovers hidden income streams.”That’s clear. That’s repeatable. That sticks.

Your job is to make it easy for people to send you business. Be specific. Speak like a human. When your message is clear, your referrals increase—because your network finally knows how to talk about you.

Build an Inner Circle That Refers You Naturally

Not everyone’s going to be a referral source—and that’s okay. Focus on building an inner circle of people who believe in your work and want to see you win.

Here’s how you do it:

• Stay in touch (not just when you need something).

• Show appreciation for people who refer or support you.

• Offer value first—a check-in, a tip, an intro.

Keep your inner circle close and informed. When they’re clear on what you do, and they trust how you show up, you become the go-to recommendation. That’s when the real magic happens—introductions you didn’t ask for, referrals you didn’t expect.

This wisdom was originally shared by my fellow business coach, Suzanne Taylor King, and it’s too good not to pass on. You can visit her amazing Facebook Group, The Idea Lab for Entrepreneurs, which empowers creative thinking and gives inspiration and shares innovation with as many business owners as possible.

Want to learn how to communicate your value more clearly or build a referral-driven strategy that actually brings in business? Let’s talk—I’d love to help you get there.