In the world of referral networking, there’s a simple truth: you get what you ask for. The specificity of your request can shape the opportunities that come your way—and ultimately, the growth of your business.

Take the example of two IT consultants. The first consultant, eager for work but unsure of his niche, asked his referral network for “anyone who needs help with their PC.” Pretty soon, he started receiving calls from mums and dads needing support with their home computers. The work was steady, but it was mostly one-off jobs. His business remained small, his clients scattered, and scaling was difficult.

The second consultant took a different approach. Instead of asking for “anyone with a PC,” he asked his network to refer him to corporate clients with 10 or more computers. Because he was clear and intentional, that’s exactly what came his way—larger companies, offices in need of ongoing IT support, and more complex projects. This specificity not only brought in higher-value clients, but also allowed him to grow his company steadily and sustainably.

The lesson here is simple: clarity matters. In a referral environment, vague requests lead to vague opportunities. If you want to grow, think about the type of clients or projects you truly want—and ask for them. Be intentional in the language you use when talking to your network. Your referrals are only as effective as the clarity of your ask.

So next time you’re in a networking group, a referral meeting, or even just chatting with colleagues, remember: the opportunities you receive are shaped by the questions you put out into the world. Ask for the right things, and you’ll get the right results.