Feeling connected in BNI
Connecting people in a network involves more than just making an introduction. It’s the first step toward building trust in each other’s intentions.
Trust is the conduit for the sharing of information, ideas, and ultimately leads to working together. Without this trust people can feel disconnected and left out.
There could be a member (especially a new one) in your chapter that feels a bit left out of a chapter, perhaps because their business has a unique offering that makes it more difficult to provide referrals.
One of the myths of business by referral is that you have to know a lot of people, and they all must refer business to you. That’s simply not the case.
Quality over quantity
The reality is it’s not how many people you know – it’s who you know and how well you know them. Successful referral generation is based on quality—not quantity.
Mapping and visualising your professional networks can help you see if your professional network is too much of a silo. That is, if you are connecting too much with people who are similar to you in where you work, how you think, etc. It can help you make connections across disciplines and think outside your network box so to speak.
Outside the box
Thinking outside the box is something Tyrone Galloway, member of BNI Means Business, did when he first joined his chapter and was struggling to give referrals.
Tyrone owns Property Maintenance Company TJ’s Property Services and found that some of his clients weren’t going to be in a position to be that receptive to a referral especially while he was on a job for them. To get around this, he looked beyond his business contacts and thought about friends and family outside his immediate work environment.
Tyrone’s chapter also has developed several hubs within the chapter.
A hub is an effective centre of an activity, region, or network. An example would be a renovation contractor who is connected to interior designers and decorators, painters, plumber etc in the chapter. Over time, hubs help substantially increase the amount of business gained and received.
Unique businesses
If you are a businessperson with a unique offering in your chapter and finding it difficult to give referrals, discuss your situation with your leadership team. It may be an opportunity to brainstorm what businesses align with yours and need to be added to your chapter. Your chapter could target these complementary businesses to invite them in as visitors.
Developing and nurturing effective, mutually beneficial connections with other business professionals is one of the cornerstones of building a strong referral-based business. Stay positive and don’t get disillusioned, over time your connections will develop and referrals improve.
