Giving referrals is a state of mind

If you give, you will receive. The logic is simple. If we all focussed on giving, we would all be receiving. The challenge is in the giving. How do you get better at it?

Being a good referral giver is simply a state of mind. It’s a habit.

Here are four tips to becoming a more effective giver of referrals…

1. Identify someone you want to give a referral to – perhaps someone you want to help but have found it difficult to find referrals for.

Take three of their business cards. Put one on your dashboard, one on your bathroom mirror and one on the side of your computer screen. Leave them there until you give that person a referral.

I guarantee you will find them a referral. The relief of taking those business cards down will be enormous, and a reward in itself. This technique simply keeps that person top of mind every time you turn around.

2. Ask every single person you meet: “Are you a member of BNI?” As Mark Trafford, an Auckland member of BNI, says: “If they are a member, we will have instant rapport. If they’re not, we can have a conversation about it”.

3. Dance with your target – remember to dance regularly; make a BNI dance a reoccurring appointment in your diary (a dance is 45 minutes spent at the workplace of a network partner, finding out about them and their business).

4. Finally, always be closing (ABC)… For example, say: “It might be useful to have a chat to Tom, here’s his card – but I will get him to call you.” Do not ask if the person if they want to call, or if you can get Tom to call them. TELL them: “Tom will call you”.

For something to become a mindset, it must become a way of life. It’s not a huge leap – your business is a way of life and BNI is part of your business.