Article contributed by Geoff Kirkwood.
Start by saying…
This week we are focussing on getting good referrals.
Let me ask you, what do you need to do for your members to get GOOD QUALITY referrals?
Wait for responses and repeat 2 or 3. Then say….
From a BNI perspective, the following are three mandatory things you need to do:
Explain your business well and in detail
If you want members to refer you to high quality referrals, then they need to understand very clearly what you do. They also need to understand what you don’t do. How can they do this?
Wait for responses and repeat 2 or 3. Then say….
Take time – this does not happen overnight
Be very clear about what it is that you do
Be prepared – both for your 60-second infomercial AND your 10 minute presentation
Do a Dance Card EVERY WEEK
Earn the respect of the other members
You will only get referred to other members’ clients and contacts if they respect you.
How can you ensure that they do?
Wait for responses and repeat 2 or 3. Then say….
Demonstrate your professionalism by ALWAYS being on time for meetings
Stay for the full 90 minutes AND show that you are involved
Offer to assist rather than waiting to be asked
GIVE high quality qualified referrals
Get to be liked by the members
People do business with people they like.
How can you ensure that they like you?
Wait for responses and repeat 2 or 3. Then say….
Be natural and be yourself
Take a genuine interest in other people
Be positive and optimistic
Getting Good Referrals is all about the BNI philosophy – Givers Gain.
You will GET good referrals if you GIVE good referrals.
It takes time and it does happen.
If people know your business, like you and respect you, you will receive referrals!
