When you give referrals, they will come back to you—but not always from the person you gave the referral to. Making a plan for referral flow is the key to the success of your Power Team. Misner on the podcast this week to show you how. In their Power Team meetings and their One-to-Ones with each other, they work out who in the team is the logical person to send them referrals, who is the logical person to send them to, what to listen for, and what to say.
You need to teach each other how to sell your business. Home Referrals. Synopsis Becky Isbell joins Dr. There are three questions Adam asks his potential referral partners to start the process of building that relationship: What is your ideal client? What sort of referral do you want? What questions should I ask to identify if this is going to be a worthwhile referral for you?
Synopsis Jeremy Walsh joins Dr. Contacted but no response. Got the business. Keep confidential. Synopsis Note: this episode is a rebroadcast of Episode Share your own experiences with reciprocal referrals in the comments.
Synopsis Making a plan for referral flow is the key to the success of your Power Team. Each team member makes the introduction to the next while they are with the client and encourages them to set up an appointment then and there. Become a founding member today! The Latest from BNI. You will have the opportunity to make connections with businesspeople from over 70 countries and earn your certification as a BNI Master Connector.
Two people sitting in a room, at the same table, having the same meal at the same time, can actually be worlds apart. I narrowed that down in the first edition of Networking Like a Pro. But in the second edition, I had BFO. Have I ever told you what a BFO is? You know, instead of twelve or ten or whatever, why not match the five levels of referral of BNI?
Most referral slips around the world have five different levels. So in Networking Like a Pro, I laid out in detail the five levels of a referral. I am going to give a summary of them to you today on this podcast. It has already hit a best sellers list. I really recommend it for individuals or for chapters. There is a section on the five levels levels of a referral and I am going to give you a summary of that here.
The details are in the book. Understand that all five levels are mostly cumulative so that when you give a level two referral, it includes what is in level one plus what is in level two. Does that make sense? Three is cumulative of one and two, etc. This is my opinion. This is how I define and recommend you as chapters define the five levels.
Level one- level one is basically name, rank and serial number. You recommend someone. You are the referral source, you recommend someone and you share their contact information, and they know that you have shared it. Level one is not a lead. An example of that is an opportunity to speak at some organization. I used to accept those. Name, rank and serial number, it is contact information and the person knows that you have been given that information. That is a level one.
A level two is in addition to the fact that you referred them, the referral source provided may be some literature or a website, information, certainly your business card. That is so easy in BNI. You know, just a little bit of additional information that can positively influence the prospect- giving them a little bit more information on you, generally material. Level three referrals, in addition to some or all of the previous levels, level three referral is where someone gives a testimonial and gives a verbal recommendation to you about the prospect, takes time talking to the prospect.
You have spent some time talking to the prospect and you are giving information about the person that you are referring. This is the first level of a referral that truly involves a modicum of effort on your part. It usually includes giving some background information, a description of that you know about the person, and to me, I try to always give at least a level three referral, where I give the basic information, give a testimonial, and can personally recommend a product.
Now, here is a level four referral. By the way, a lot of people are giving fours and fives that are really threes. Here is what you have to do for a level four in my opinion: This is another level up from the person that is giving the referral. You are the referral source. You can make a personal phone call and arrange a phone or in person meeting between the two parties. You know this person well.
Are you interested? Say hi to them and maybe set up an appointment, or you do a telebridge call. You arrange a meeting between the two parties and you now have moved beyond just being a promoter and you are now in the role of a connector or facilitator. So level four is basic connector facilitator role.
Level five, I think this is a hot prospect. Maybe more than that, level five is about your effort. To me, level five is an in-person introduction. At this level, you are making a serious commitment of time and energy to support the person you are giving a referral to. At this level, you address the need. What are you looking for because I know this individual well.
I will see if he can do it. I will be in the neighborhood with him or her next week. I can introduce you. This enables you to sort of share with the BNI member the information so they can tailor the discussion with the person. Then by agreeing to serve as an intermediary in this face to face introduction, you become an active referral partner and one of the things that you want to do is edify your referral partner in this meeting, and this is really important.
Talk to your referral partner, the BNI member, about edifying you. You can also click the "I accept" button to the right to accept the policy. Read the Policy. I accept. Skip to main content Press Enter. Login to see members only content. Skip auxiliary navigation Press Enter. Contact Us My Profile. Skip main navigation Press Enter. Toggle navigation. Search Options. The Art of Giving Good Referrals.
Be a good listener. Listen for the needs of people you know with whom you meet and wish to develop a relationship with. Good referral givers mind other's people's business. Remember, when you speak, you learn what you know; when you listen, you learn what other know and have a need for.
Use the phrase, "I know someone who can get that done. If they don't know you, and sometimes even when they do, they may feel as if this would be an imposition. When you listen to the needs of others and then use the phrase "I know someone who can get that done," you are the one who takes control of the situation and creates action.
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