One of the most common questions asked of fellow networkers who receive consistent (top quality) referral business and introductions is "How do you do it?" No long story and no big secret here - they show up. They do not allow 2, 3 or 6 months to go by without turning up for the networking group(s) they belong to and they stay visible.
I often ask (and sometimes push) those I work with "When is the last time you attended an event?" I will sometimes challenge those who have had a one on one meeting with "What is your next step?" or "How are you going to stay in front of them?" or "What is your follow up strategy?" The people who are earning the business are the ones who are nurturing the relationships.
The people who turn up once in a blue moon are the ones that people struggle to recall. They forget the names and vocation of the people they met once or twice in the course of a year. Wouldn't you? If you like stats - check out "The Science of Likability" by Patrick King. There's an entire chapter and scientific study dedicated to familiarity and how we are inclined to like those we see the most.
I could go on more but I think you get the gist. "People do business with those they KNOW, LIKE and TRUST." - this doesn't happen by being around occasionally.
In summary, if you want more referral business and invaluable relationships, here's your 3 step action plan:
1. Show Up
2. Show Interest
3. Show Who You Are
***They're gonna love you!***