Sometimes new visitors to BNI or those you mention BNI to, might ask – why join BNI?
There are many reasons as we know but they all culminate to getting qualified referrals. Internal referrals (when we refer ourselves to a fellow colleague) are important for business and external referrals are ultimately what we are looking for at BNI.
An external referral is when a person you know has a need for a service. You then tell that person about one of your trusted BNI colleagues who can provide that service and suggest that they should connect with them. When your fellow member calls that person, they are awaiting the call and know who they are. Providing referrals is what builds your network and develops your business relationships.
The thing to remember about providing referrals is that there are huge opportunities and benefits (for all parties) that are often unexpected or unknown when the referral is first passed.
This is the magic of networking and why we remind people that building business relationships takes time and can often lead to even greater rewards for everybody participating in the exchange. As Rachel Hunter said in the classic shampoo ad, “it won’t happen overnight but it will happen”.
Referrals form a chain
A great referral story out of BNI Platinum reminds us of the incredible opportunities that can come out of external referrals. David Smith of Tiger Transport, a specialist furniture mover, is also a BNI Director Consultant for the Auckland Region. Part of his work involves delivering spa pools for a business called Alpine Spas. All spa pools need to be wired and the wiring can cost anything between $300 – $1500. To do this job a qualified electrician is required.
One day a spa that David was delivering couldn’t be installed because the electrician didn’t turn up. David immediately thought about a member in his chapter Andy Hartwho after completing the job, became the regular installer for Alpine Spas.
Creating business relationships at BNI through referrals is a win-win for members. Not only does the member get work – which is reflected in your Thank You For Closed Business – but your credibility is enhanced. The relationships in the chapter are strengthened which leads to more business opportunities for everyone.
Taking referrals to the next level does take some time and effort but the payoff is more than worth the time you spend passing referrals. The value can be difficult to see at first but over time the energy you expend at BNI will be reflected in a better bottom line for your business and you have the added bonus of the wonderful relationships formed with your fellow chapter members.
