Synopsis

If you want a referral, your description of your business should be detailed and focused on a specific aspect of your business. When you say “I do everything,” it doesn’t mean anything to your fellow BNI members. People don’t need general jobs done, they need specific jobs done.

People fear missing out on possible referrals by being too specific, but remember, you have 50 meetings a year. You can mention a different specialty every week. Your referral partners build up the big picture of what you do from the details.

Remember that your goal at BNI is to train a sales force for yourself, not to make an immediate sale. Design a curriculum for the entire year with topics you think your BNI chapter should know about.

Brought to you by Networking Now.

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 BNI 080 Specialists Get More Referrals [8:58m]: Play Now | Play in Popup | Download

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.

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 BNI 072 Generating More Referrals [9:32m]: 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.

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

Synopsis

Dr. Misner reports from BNI’s executive retreat in Big Bear.

Today’s podcast is based on an article Dr. Misner published on Entrepreneur.com.

When you get a referral, sit down with the person who gave you the referral and ask a few questions. The more you can find about your prospect before you call them, the better your chances. The best referral you can get includes a testimonial or introduction from the referrer. Ask for that introduction. It will bring you a lot closer to that closed sale.

Follow up with the referral, but follow up with the referral source first.

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 BNI 067 Referral Doesn't Mean Closed Sale [10:46m]: Play Now | Play in Popup | Download