Follow up on Referrals

From May 2017

The Theme for the 2017 International Networking Week, was FOLLOW UP! This month our focus is on following up on Referrals. Following up on referrals is part of BNI's Code of Ethics. This is a Networking Education presentation given by Sima Awad of ActionCOACH. Each week we are all looking for referrals for each other and as you know a lot of the time it's not easy. In fact, the referrals I have given over the last few weeks have just dropped into my lap and have not been a result of the efforts I have made. We are all busy and are focusing on our jobs and day to day tasks but if you give or are given a referral I'd like to talk to you about the importance of follow up. 1. If you GIVE a referral, make sure that you follow up with the recipient to make sure you gave a GOOD referral. Don't just assume that NO NEWS IS GOOD NEWS. It isn't 2. If you GET a referral, immediately make it your highest priority. You have to show that you're good at what you do, that you can provide the expected products or services, and that your customers are happy with the result and with you 3. Understand that a referral in BNI is NOT a guaranteed sale - it's the OPPORTUNITY to do business with someone who is in the market for your product or service. The referral is only HALF THE BATTLE - the other half is TURNING THE REFERRAL INTO A CLIENT. 4. SALES SKILLS are essential here. 34% of BNI referrals turn into sales. That's a huge number but it doesn't happen automatically. You really have to BECOME GOOD AT SALES. 5. BNI's philosophy is GIVERS GAIN. This works in sales too. Remember that selling isn't something you do TO someone, but rather something you do FOR someone. If you believe in your product or service and can show your referrals how it can solve their problems, your result will be good. 6. What do you do if a problem comes up? FIX IT. Whatever it takes FIX IT! You won't have a more important client than the one your BNI chapter referred to you. This is not someone who replied to your Advertisement or your Direct Mail or your Website or a Telemarketing campaign. This person came from a fellow member who trusts you and their own reputation is also at stake. So take really good care of your referral, deal with them with integrity, and do everything possible to make them a happy, successful client. Keep everything above board and communicate clearly. No hidden charges and no unexpected exceptions. Walk your talk or your BNI members will never refer you again. 7. Finally, let the person who GAVE you the referral know how things are going...and how EFFECTIVE the referral was. Be honest, be positive and be clear. Remember that each of us has to train the rest how to make the referral that works for us - this is why it is so important to have your 121s with EVERY MEMBER in the chapter. We can't do any better for each other without feedback. Please keep it positive and if it wasn't a good referral say so in a CONSTRUCTIVE way. Best to have this chat in private and say something along the lines of "a better fit for me would be....." So, just to summarize: * If you give a referral, follow up to make sure it was a good referral * If you get a referral, immediately make it your highest priority * Sales is a necessary part of your business - get good at it! * If problems arise, handle them quickly and honorably * Give feedback on the effectiveness of the referral If you get good at all of this you will get a higher quantity and quality referrals! What if you give a referral and the member does not contact your referral?  Refer to podcast #298 for information and suggestions on how to handle.  Click Here to read the entire transcript from Podcast of #298