A plumber joined one of my networking groups. On the surface, nothing unusual — except this plumber turned up to the weekly meeting dressed immaculately in a well-tailored suit, a crisp shirt and freshly polished shoes.

After the meeting, I noticed him head out to his van, open the back doors, and change into his work clothes before driving off to his next job. Why, you might ask.

This plumber wasn’t looking for domestic callouts. He ideal introductions were to large companies and local government, and he realised that if people were going to feel confident referring him into these organisations, he needed to dress the way he’d show up to those jobs. And that made all the difference.

By wearing a suit, he wasn’t just making a style choice — he was making himself more referable. Everyone in the room could instantly picture him turning up to a corporate site or a local government meeting, presenting professionally, and representing them well.

When members spoke about him, they didn’t say, “I know a plumber.” They said, “I know a professional operator who works with corporates and councils.” That shift matters.

Because referrals are built on confidence. People refer you when they know — without hesitation — how you’ll show up when their reputation is on the line and how you’ll make them look good.

Your network doesn’t just hear what you ask for. They remember what they see and how you present yourself quietly tells them:

• Who you work with

• Where you belong

• The environments you’re trusted in

If you’re good at what you do, dress for success and ask for the referrals you want, those are the referrals you will receive.