The following is a summary taken from a chapter in the book “Truth and Delusion”, one of many best-selling books by Dr Ivan Misner, founder of BNI
Ask those around you this question – It is not what you know, but who you know –Truth or Delusion?
My money is on the most popular result being Truth – the correct answer is actually Delusion.
There is a reason for this – it is how well you know them that really matters. We all know that people do business with those they know, like and trust – this is a matter of confidence. If you look at your database or address book, how many of those listed are just names, and how many do you really know?
In order to get referral business you need to build strong relationships with others so as to establish credibility with them. This will take time but the results are rewarding.
In BNI we encourage members to build strong relationships, and this is done chiefly by “dancing”. How well do you know the person next to you? Would they pass a business referral to you? There is an obvious answer to these questions – book a dance.
Dancing helps build relationships that lead to referrals that turn into business.
2 comments
Hi Alastair
In my past I was a police officer, serving in Northumbria in the north east of England. During my days in plain clothes, we used to have a somewhat tongue-in-cheek saying that went…
“It’s not who you know, it’s not what you know, it’s what you know about who you know that’s really important”
Which although meant in an entirely different way of course, sums up Ivan’s thinking on this rather well.
Warmest regards
Malcolm Kyle
Director Team – BNI Northumbria
Hi Malcolm,
Thanks for the comment. Trust and Delusions is a great reference book, full of great educational material for BNI members. I carry it with me when I visit my chapters and can always contribute something positive from it.
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