Synopsis

The number of referrals you should expect to receive from your BNI group is dependent on two things: the type of business you’re in, and your expertise—not just at your business, but at asking for referrals. (Length of membership also plays a part.)

A florist will get more referrals than a real estate agent, but a successful close of business is worth more to the real estate agent.

So how do you increase your referrals relative to the profession that you’re in?

1. Participate in your contact sphere (businesses that have symbiotic relationships with yours).
2. Diversify your networks: join more than one kind of group.
3. Educate the people in your networks about your business and how to refer you.

Brought to you by Networking Now.

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 BNI 073 Anticipating Referrals [11:26m]: Play Now | Play in Popup | Download

Synopsis

Larger networking groups can generate exponentially more referrals than small ones. A chapter of 15 members will typically pass 50 referrals per month, while a group of 30 members typically passes 150 referrals. Critical mass for a BNI group is about 20 members. So size matters, but it’s not the only factor in the number of referrals generated.

The other major factor in the number of referrals generated by a group is whether it’s a “strong contact” or a “casual contact” network. A “strong contact” network, like BNI, not only focuses on passing business between members, but allows them to establish credibility and develop profitability as well as the visibility that a “casual contact” network like a chamber of commerce can provide.

Brought to you by Networking Now.

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 BNI 072 Generating More Referrals [9:32m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner has been communicating with BNI regions around the world via webcam. Contact bni[at]bni[dot]com if you want him to participate in one of your events.

This week’s podcast focuses on one of the golden rules of networking: staying in touch with your clients. Here are the six steps to success.

1. Spread out your contacts, but keep them consistent.
2. Schedule predictably: train your clients to expect to hear from you at certain times.
3. Make each contact lead to the next. Schedule the date for your next contact before you conclude the meeting.
4. Assume responsibility for making contact. Take the initiative.
5. Invite clients to networking events.
6. Create a plan and stick to it. Follow the system even if your client contacts you in between scheduled contacts.

Remember, the goal is not to sell something every time you call, but to check in and find out what’s working and how you can help.

Brought to you by Networking Now.

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 BNI 071 Staying in Touch with Your Clients [12:15m]: Play Now | Play in Popup | Download

Synopsis

This week Dr. Misner shares his surefire technique for difficult-to-refer businesses, like psychotherapists, recording studios, and management consultants.

• Educate people on how to refer you.
• Accept speaking engagements as referrals for BNI purposes.
• Write a letter to program chairs and distribute it to your chapter members so they can help you get speaking engagements.
• Give great presentations that compel your audience to contact you.

This technique made Dr. Misner’s company one of the easiest to refer, instead of one of the hardest. Read the blog post for more details.

Brought to you by Networking Now.

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 BNI 070 Difficult to Refer Businesses [12:14m]: Play Now | Play in Popup | Download