Article contributed by Geoff Kirkwood.
This is a workshop. It involves the members. What you say is in bold, the rest are instructions.
Start by saying….
I want to start this morning by asking you all a question to which I want an immediate response – don’t think about the answer, just respond please.
How many of you actively worked last week at finding referrals for one or more members of the chapter?
Wait for responses or show of hands.
More to the point, how many of you worked really hard at getting just one referral?
Wait for responses or show of hands.
Can anyone see something wrong with this approach?
Seek agreement from at least some of the members. Then say…
The real secret of referral finding is that you don’t! I will say that again. The real secret of referral finding is that you don’t.
They find you.
If you are planning to “work hard” at finding referrals, that is just what it will be – hard work. Show of hands please from those members who just can’t wait to do more “hard work” this week.
So lets examine what we really should be doing? Any ideas anyone?
Wait for responses and repeat 1 or 2.
The secret is that if you know your other members well, and you know what to look for or listen for, referrals will find you.
There is a great article by BNI Director, Alice Ostrower called “Standing in the middle of a referral”. The best suggestion is that every time you hear a complaint you are standing in the middle of a referral.
How many of you have heard someone complaining about something – anything – this last 7 days.
The really successful “referral finders in BNI are those people who listen carefully to what other people say and who look very carefully at what other people do.
Then when they hear an “off hand comment” about poor service or dissatisfaction, they are ready to offer assistance.
One of the nicest things you can say to someone who has a problem is…
“I know someone who could help you with that. And better still it is someone I would recommend!”
Repeat that with me…
“I know someone who could help you with that. And better still it is someone I would recommend!”
Initially offering to help is so much more effective than initially asking for something.
Try it for the next 2 weeks and see the difference it makes.
1 comment
Thank you for this article. I was called on to suddenly give a 10 minute presentation at a chapter. I used this for a guide. Hopefully we’ll all stop working so hard to find referrals.
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