This week The Official BNI Podcast celebrates 500 episodes and almost 10 years of podcasting. The podcast allows Dr. Misner to talk directly to BNI members and enables BNI members to talk directly with Dr. Misner through the comments
This week’s Ask Ivan question comes from Alberto, a BNI member in Italy.
There are people I’ve provided with good referrals, and they got good business from those referrals. I’ve never received referrals back from them. I’m going to ask them for more of a commitment on giving me referrals. Do I have to provide them with additional referrals, or not?
If you’re giving someone a lot of referrals and you’re not getting any in return, sit down with the person and walk through all the business you’ve given them in a way that shows you care about their success. Ask them how each and every referral worked out. Make sure that the referrals you gave were as good as you think they were. If the referrals didn’t turn out as well as you thought they did, ask how you can improve in giving them quality referrals. (It’s a good question to ask even if the referrals did work out well.)
If (and only if) the referrals benefited the person, tell them how glad you are that you were able to help them, because that’s what BNI is about: supporting one another and giving each other referrals. Then remind them that sending business your way would be really helpful to you. Ask them if they have a few minutes now to talk about how they can reciprocate.
If there’s someone who just refuses to give you business, you might not want to refer them. But that’s rarely the case, and effective networking is relational, not transactional. When you give referrals, they will come back to you–but not always from the person you gave the referral to.
Share your own experiences with reciprocal referrals in the comments.
Brought to you by the Networking for Success YouTube Channel.