Sometimes its the urge to ‘repay’ people for referrals they’ve given you, and other times its the need to get more business by giving business to good referral partners… whatever it is, the pressure to give referrals can be pretty full on.
Sometimes it’s the urge to ‘repay’ people for referrals they’ve given you, and other times it’s the need to get more business by giving business to good referral partners… whatever it is, the pressure to give referrals can be pretty full on.
In fact, I know from experience a few people who quit BNI because they felt guilty about (in their words) not being able to reciprocate their fellow BNI members for all the business they were receiving.
Here’s a simple trick to help you increase the number of referrals you give:
1. Write down a list of your top ten clients whom you have a good relationship with.
2. Think about their needs, their challenges, their business and how they can make it better.
2. Next, go through a list of people in your BNI chapter (or your network) and then match those names with with clients who have needs in that area.
3. Call your client and explain to him or her why you think they should meet this person.
4. Issue your referral.
Let me give you an example. A client of mine runs a franchising company in Christchurch. He frequently travels to Auckland to meet with his franchisees and sales people because he has to keep them focussed on achieving their targets.
I know a business coach who is good at keeping people focussed on achieving their sales and business growth targets – and he has heaps of experience, skills and knowledge to draw on. I phoned my client and suggested he use this very good business coach to keep his franchisees focussed and accountable in his stead – probably for less than he’s spending on airfares.
They’ve both agreed to meet to see what can be done.
So, who of your existing clients have a need they might not even be aware of yet, and who do you know that can help them?
About
Colin Kennedy is a Keynote Speaker and dedicated storyteller. He is the Marketing Director for BNI New Zealand and assistant director for the South Central region of BNI. When not working with BNI, Colin is a copywriter and influencer marketing consultant in his business, Iron Road Ltd.
