To be a good referral partner, you need to learn something about the person that you’re referring. If you know some of the following points about a person’s business, you can make a much better referral. It often takes at least a year to build up the kind of relationship that leads to really high-quality referrals. A deep referral relationship requires a surprising level of personal knowledge and connection. It takes time and effort to build this kind of relationship.
- What is the person’s background and experience?
- What is their philosophy of customer service?
- Do you understand at least 3 major products or services from that person’s business?
- Do you know the names of their family members?
- Have you asked them how you can help them grow their business?
- Have you asked them for ideas about how to grow your business?
- Do you know at least a handful of their goals for the next year and beyond?
- Could you call them at 10:00 PM if you really needed something?
- Would you feel awkward asking them for help with either a personal or business challenge?
- Do you enjoy spending time with the person? See Dr. Misner’s article “Who’s in Your Room.”
- Do you have regular appointments with the person outside of BNI meetings?
- Is this person top of mind for you?
- Can you have open, honest talks about how you can help each other further?
How deep are your current referral relationships? What will you do to deepen your relationships with your fellow BNI members? Let us know in the comments.
Brought to you by Networking Now.
Podcast intro recorded by Tony Wolfe.