J25 BNI Derby Business Networking

What are you doing while your fellow chapter members are asking for referrals?
•Are you talking to other members?
•Are you filling out referral slips?
•Are you thinking what you are going to say when it is your turn?
•ARE YOU DOING WHAT YOU WOULD LIKE THEM TO BE DOING ?

WHEN YOU ARE ASKING FOR REFERRALS? ARE THEY PAYING CLOSE ATTENTION?

Here are some things you can do to focus your attention on what your fellow members are saying:

•Take notes.
•Arrive at the meeting with your weeks referral slips already complete.
•Prepare for your infomercial before you get to the meeting.
•Look at the person who is speaking.

Listening to Specific Requests

Let’s say someone asks for a referral to Allen Riggs, the chief operations officer at Ace Pest Control.
If you don’t know Allen, what are some other ways you can help? Here are some possible ways you can MEET OR EXCEED this specific referral request:
•If you know someone else in the same company.
•If you have a relationship with someone in the same role with one of their competitors.

Obviously, meeting the specific referral request is ideal. But the real power of the specific referral request comes from making it easy for you to refer to others because of the mental picture the specific referral request created.

The idea behind specific referral requests is not to generate just one referral, but to start a process that leads to many.

Taken from an Ed Slot by