Your Next Business Opportunity Might Not Come From a Lead

Running a business in Australia right now means juggling a lot, with rising costs, endless compliance, and constant pressure to find new customers.

So it’s no surprise when “have more leads” tops your to-do list. Leads matter, and it’s great when they come in consistently. But businesses go through phases, and sometimes the leads slow down.

Then, just as you least expect it, your phone rings. Surprisingly, it’s someone you had a conversation with at a networking event two months ago. Or a business owner you had coffee with refers a client to you.

That’s the thing about business opportunities: not every one starts with a lead. 

Business Opportunities Start with People

If you’ve been running a business for a while, you might’ve realised that some of your best business relationships weren’t actively looking for what you offer.

Sometimes, it comes from a person who thinks of you at the right moment, from a simple chat months ago that nobody keeps track of.  

Many businesses depend on this, especially those in professional services. For instance, one survey found law firms get 85% of their clients from referrals and 62% from networking (Smokeball State of Small Law Australia Survey, November 2022), while 70% of SMBs found their accountant through a referral or word-of-mouth (SMB Navigator Report 2025).

So the person you meet today might refer a client to you next quarter. But who are these people?

Here are some worth watching for:

• Referrals and introductions: Can be someone who vouches for you before you’ve even introduced yourself
• Collaborations and partnerships: Can be a complementary business that teams up with you to serve more customers and expand your reach
• Supplier and service relationships: These are the people you buy from or get service from, who often knows who else needs what you do
• Peers and fellow business owners: Fellow entrepreneurs who have faced (or are still facing) the same challenges, and who can become your mentor, referral partner, or someone you simply learn from
• The person who remembers you later: Can be someone you spoke with months ago who thinks of you right when they need you

The bottom line is not every connection pays off right away, and sometimes, the value is in the relationship itself.

So instead of asking yourself, “What can I get out of this meeting?”, think about the relationship you’re building. You’ll never know when a simple conversation will turn into a profitable collaboration.

Why a Local Chamber is a Good Place to Start

So where do you meet these people?

Joining a local chamber, like the WestRyde Chamber of Commerce, is a good place to start. It gives you:

•       A chance to meet people outside your usual circle
•       Familiarity, so people start to know what you do and who to send your way
•       Potential partners and suppliers who complement your business
•       Opportunities to learn from others
•       A business community that shares your passion and understands the realities of running a business
•       Ways to contribute and share your expertise like speaking, volunteering, or helping other members

4 Things to Look for in a Networking Event

Here are a few things to consider before saying yes to an event:

1. Who’s in the room

Look for a good mix of business owners and professionals, not just people from your own industry. For example, West Ryde’s monthly Business After Five allows you to have a relaxing chat after a busy workday, with good food and good company.

2. Opportunities for real talk

Meaningful networking events go beyond exchanging business cards. They give you a chance to have real, no-pressure conversations with local business owners and community members. 

3. A reason to reconnect and follow up

Attending one event is a good start, but relationships grow through follow-up conversations. That’s why it’s important to be part of a regular business networking group for you to grow your business and professional relationships.

4. Learning and professional development

Participating in local business workshops and educational events gives you direct access to expert insights, practical tools, and proven growth strategies for every stage of your business journey. It’s a great way to network with fellow local owners while discovering essential advisory programs, grants, and resources designed to help your business thrive. As a West Ryde Chamber of Commerce member, you also gain access to a wealth of additional resources provided by Business NSW through My Business.

If you’re thinking about joining one, start by finding your local chamber, for example the West Ryde Chamber of Commerce. Members also get access to the Business Networking Group, a friendly and supportive space for you to meet other business owners and exchange valuable referrals.  

What if you’re not a ‘natural networker’?

If you’re someone who feels awkward walking into a room full of strangers, that’s okay.

Here are some habits that can make business networking easier:

• Come with a goal: Like learning one new thing or having two meaningful conversations
• Ask questions and listen: People often remember who was interested in them
• Prepare a short intro: Have a simple way to introduce what you do
• Look for ways to help first: Networking is a two-way street, and offering quick advice from your expertise helps build trust
• Don’t feel pressured to close a deal: Remember you’re there to learn, grow, and plant seeds, and not close a sale

Looking for a supportive group to grow your business?

Be part of the West Ryde Chamber of Commerce and let us give you the advice and local visibility you need. See our upcoming events and contact us today.