The Official BNI Podcast

Podcast: Play in new window | Download | Embed

Synopsis

Make sure you listen to Part 1 of this topic.

This week Dr. Misner addresses the next five levels of referrals, starting with number six. Each level is more desirable than the last.

1. Your referral source makes a personal phone call on your behalf.
2. Your referral source arranges a meeting between you and the prospect.
3. Your referral source introduces you to the prospect in person.
4. Your referral source assesses the need and interest of the prospect.
5. A closed deal: your referral source makes the sale for you.

Your best source of referrals is your power partner, because that person comes into contact with prospective clients and customers all the time.

Brought to you by Ask Ivan Misner.

View the entire transcript of this episode

Podcast: Play in new window | Download | Embed

Synopsis

All referrals are not created equal. They very in quality depending on how much effort your referral source has invested in preparing them. This week we’ll talk about the first  5 levels, starting with the lowest levels first.

1. Name and contact info only.
2. Source gives prospect your literature and company information.
3. Prospect is expecting your call.
4. Source has given prospect a testimonial or letter of recommendation.
5. Source writes a letter (or e-mail) of introduction and promotion.

Brought to you by Networking Now.

View the entire transcript of this episode

Podcast: Play in new window | Download | Embed

Synopsis

Dr. Misner posted his story about premature solicitation on some of his favorite social networks. Most people expressed their horror and sympathy, but one person actually wrote,

“I don’t happen to believe that you need a relationship with the person you are asking first. What you must have is a compelling story or product or service that would genuinely benefit the referral. The fact that you had not cultivated a relationship with the person has become irrelevant, because more importantly, you’d been in a position to help your contact benefit from the introduction. If it’s of genuine benefit to the person being referred, I don’t see the problem. It’s about the benefit of what’s being referred rather than the relationship with the person that’s asking for the referral. Who am I to deny my contacts something good?”

Everybody thinks they have a good product. How do you know whether you’re denying your contacts something good if you don’t know anything about this person or their product?

Some people don’t get it even when you explain it to them.

Brought to you by Ask Ivan Misner.

View the entire transcript of this episode