Following up on referrals - BNI
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Following up on Referrals
Mike Darnell
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Goal:Improving our referral follow-up in order to improve the quality and quantity of the referrals we receive
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1. How did you follow up on referrals you gave?2. How did you follow up on referrals you got?
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How should we follow up after giving a referral?
Be sure to ask the recipient how the referral worked out and whether this is the type of referrals he/she is looking for
Never assume “No new is good news”In this case It usually isn’t…
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How should we follow up after getting a referral?
Handling referrals we receive should be our top priority:
1.It’s good businessA BNI referral is a qualified lead with a high chance of generating business we asked for (34% according to BNI stats)
2.It’s common decency A referral represents trust invested in us. How we treat that trust reflects on our character…
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Gratitude
GIVERS…“…Feeling gratitude & not expressing it is like wrapping a present and not giving it…”
William Arthur Ward
…GAIN“…When we are grateful fear disappears and abundance appears …”
Anthony Robbins
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A word about sales
A good referral is an
OPPORTUNITY The outcome is up to
US…
Selling isn’t something we do TO people. It’s something we do FOR them.
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Handling problems?
Whatever it is - FIX IT!•Quickly •Ethically •Honestly
Failing to do so will inevitably lead to a situation where we simply won’t get an referrals,
at best…
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Giving Feedback
Be proactive about giving feedback on referrals you got. This is a critical part of educating your fellow members•Be positive•Be honest and clear•Be positive again
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THANK YOU!
See you next week…: )Mike DarnellBNI United Bangkok
The Key Performance Indicator Blog