A BNI member named Gary asked Dr. Misner the following question:
I have passed a referral to someone on two occasions and they have not followed up on either. This happens to be someone in my own chapter. I am now wondering whether they actually want me to pass them more referrals or don’t want the work.
Following up on referrals is part of BNI’s Code of Ethics.
The first thing to do is talk to the member you gave the referral to. Clear, open, honest, communication is generally the best way to address a problem like this. It doesn’t have to be a confrontation.
Some of the possiblities are:
- It wasn’t a good referral, even though you thought it was.
- They lost the contact information or dialed the wrong number.
- They’re disorganized and haven’t followed through.
If it’s not a good referral, find out why. If the person hasn’t gotten around to following through, explain that when you give a referral, you give away part of your reputation. If the member still doesn’t follow up, you can contact the membership committee.
Don’t complain about this member to anyone BUT the membership committee, and don’t talk to the membership committee UNTIL you talk to the other member. Gossip will destroy the morale of a BNI chapter. Remember: clear, open, honest communication.
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Podcast intro recorded by Tony Wolfe.