Strategic Networking: How to Generate Leads by Leveraging Relationships You Already Have
One of the most effective ways to grow your client base is through the relationships you’ve already built. Let's talk about it.
Jenny Holly Hansen
By Jenny Holly Hansen | WBN News | May 9, 2025
When it comes to generating leads, your network is one of your most powerful—yet often underused—resources. People tend to think of lead generation as cold outreach, ad campaigns, or chasing clicks. But in reality, one of the most effective ways to grow your client base is through the relationships you’ve already built.
Referrals aren’t just a source of leads—they're a source of better leads. Warm introductions come with a built-in layer of trust, and that often leads to quicker, more meaningful conversations.
Here’s how I use my network strategically, without ever making it feel forced or transactional.
1. Stay Top of Mind
The best way to keep your network working for you is to keep showing up—not by pitching, but by sharing value.
I regularly share helpful articles, industry updates, or stories about recent client wins. These aren’t just social media posts—they’re gentle reminders that I’m active, capable, and helping people solve real problems. It also makes it easier for someone to think of me when a need arises in their circle.
People can’t refer you if they’ve forgotten what you do—or that you’re great at it.
2. Ask with Intention
I don’t make vague requests like “keep me in mind.” Instead, I’ll say something more specific, such as:
“Do you know any growing tech companies struggling to get the right insurance coverage in place?”
or
“I’m looking to connect with food processors who are expanding operations—do you know anyone like that?”
This clarity helps people picture exactly who they could introduce me to. And because I’ve stayed present in their minds (see point one), the request feels natural.
3. Make It Easy to Refer You
Your contacts want to help—but they won’t spend 20 minutes trying to figure out how to describe your services. That’s your job.
I make it simple by being clear about three things:
- What I do: “I specialize in business insurance for companies facing growth or complexity.”
- Who I help: “I work best with founders, CFOs, or business owners in construction, tech, or food manufacturing.”
- What makes me different: “I give advice that aligns coverage with strategy—not just check boxes.”
If someone can repeat that with confidence, they can refer me confidently.
Why This Works
- It feels authentic: These aren’t cold leads—they’re built on trust.
- It builds momentum: A few referrals can snowball into broader opportunities.
- It deepens relationships: When someone refers you, it strengthens their connection to both you and the person they introduced.
Final Thought
Some of the best leads you’ll ever get are one introduction away. By nurturing your network, communicating clearly, and offering value first, you don’t have to chase every lead—you can attract the right ones through people who already believe in you.
Because at the end of the day, strong relationships are often the shortest path to strong leads.
Let’s Keep Talking:
Jenny is a business insurance broker with Waypoint Insurance.
She can be reached at 604-317-6755 or jholly-hansen@wbnn.news. Connect with Jenny on LinkedIn at https://www.linkedin.com/in/jenny-holly-hansen-365b691b/. Connect with Jenny at BlueSky: https://bsky.app/profile/jennyhollyhansen.bsky.social
Let’s Meet Up:
Jenny Holly Hansen is a cohost with Chris Sturges of the Langley Impact Networking Group. You are welcome to join us on Thursday’s from 4pm to 6pm at: Sidebar Bar and Grill: 100b - 20018 83A Avenue, Langley, BC V2Y 3R4
TAGS: #Jenny Holly Hansen #Generating Leads #Strategic Networking
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