One of the most important parts of our meeting is the when we go around the room and say, “I have a referral,” or, “I have a testimonial for our fellow members of the chapter.” Our goal is to bring a referral for a member of our chapter each week. These are 5 tips from Dr Ivan Misner for passing good referrals:
- Listen to other people’s needs. Keep the testimonials you’ve heard in mind.
- Ask them if it’s okay for your BNI colleague to call them. If the prospect isn’t interested in receiving a call, that person may not be a good referral.
- Be entirely honest about what you know about both people. If your fellow BNI member charges high rates, say so. If you don’t know much about the prospect, say that, too.
- If the referral is hot, pass it right away. Don’t wait for the BNI meeting. Your colleague could miss an opportunity.
- Don’t give marginal referrals. Bad referrals hurt your reputation in the chapter. High-quality referrals are more likely to turn into sales.