What constitutes a Referral?

I have often heard during a BNI meeting, members and leadership teams say they want better referrals. First let's understand what does constitute a referral?

The definition of a referral in BNI means a member of your Chapter has provided you with the opportunity to present your business to someone who is in the market to buy your product or service, where your presentation will be looked forward to with anticipation. It's not a guaranteed sale, but an open door to discuss your business. There are six points to follow in generating a Referral.

1. Listen for a need or complaint from someone.
2. Tell the individual you know someone who can provide that service or product
3. Tell them your experience or give a testimonial about your BNI member
4. Ask permission to give their details to your BNI member and give them the BNI members business card. A must have in the referral process
5. Ask permission if it's okay for the BNI member to call them. A must have in the referral process
6. If the answer is "Yes" to either Q4 or Q5, preferably both, then fill out a referral slip and give the details to the BNI member at your next meeting or call the BNI member if the need is urgent.

If you want better referrals then as a member you need to listen for what your fellow members are really after. You need to hear the need or complaint and then act, and you need to have a valid experience or testimonial to say to the person about who you are referring. Build the relationship and you will build your trust and confidence about your BNI members.

"Instant success takes many years." - Ted Rixon BNI Phoenix