Everybody knows we do business with the people we “like, know and trust”. Therefore we can conclude that getting to this position within your broad network of acquaintances, potential referrals sources and colleagues would be valuable for your business. So how do you do it?
Begin by being showing your face more.
Here’s a tip:
Social scientists have shown that the more often we see somebody – even an image of them – the more we grow to like them. It’s one reason why celebrities are so popular and why there is such an outpouring of grief when one of them dies – even if their fans never got to within a thousands kilometres of them in their life!
It’s because we see so much of them, we feel like we know them.
Does this mean you can send a life-size cut-out of yourself to your BNI meetings?
Well, your leadership teams wouldn’t like it and there’s always the real risk is that your fellow members might end up liking the cut-out more than they do you…
Jokes aside, if you want to be relevant to somebody, you need to be present. We all know that ‘absence does not make the heart grow fonder’. It just makes it colder.
If you want to increase your referral business, make sure you’re getting regular face time with your network. And that’s how your face can make you money.
Colin Kennedy is a keynote speaker, writer and content marketing consultant. As BNI New Zealand’s marketing director he is responsible for the organisation’s communications strategy, and also serves as an assistant director for North Central region of BNI.
