Getting external referrals

Article contributed by Mariska Mannes.

During these winter months it’s a great time for reflection and that’s just what we did at the Takapuna chapter recently. The Takapuna chapter was the first BNI chapter in New Zealand and we still have members who joined on that very first day – so you can imagine all the wisdom in the chapter. We reflected on how to get external referrals, most important especially in this economic climate. This is what we came up with:
• When talking with clients and members LISTEN for changes in their jobs – remember business is dynamic and we often diversify.

• Work your own networks – we all have networks outside of BNI, remember them.

• Design a presentation folder with all chapter members’ cards in – imagine a Real Estate Agent giving them to their client as a “welcome to this area” here are some of the people you might need.

• Work the chapter hubs / clusters -hubs are formed naturally within chapters – why not meet out of BNI.

• Change your LISTENING habits – listen for any grumblings your clients / networks have. Do you have anyone in your chapter that might be able to help them.

• Instigate small talk – I’m curious how do manage your security? (for you security person). What colour paint is that? Lightens up the office. (for your interior designer).

• Dance, dance, dance – remember you can’t find a referral for a member who you are not quite sure what they do or whom you have not built a relationship with!

• Be SPECIFIC – who are you looking for? What do you do? – be specific.

• Add a preferred suppliers page on your website – list your trusted colleagues.

• Get your client list, write their names down one side of a page and see if you can match them up on the other side of the page with any of your fellow members.

• Keep your BNI folder with you – if your handbag or pocket is not big enough make sure you have all members’ details in your phone.

And yes, most of this is logical but great to remind ourselves once in a while. Givers gain!