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Referral Challenge - Graham Southwell - BNI New Zealand |
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We all know that the way that BNI works is by everybody being prepared to give business to others when they come across referral opportunities. This focus on what you are able to give, rather than what you are getting is what makes BNI a truly unique organisation. The philosophy is of course, based on the fact that if everybody is thinking the same way, you will inevitably be the recipient of referral business.
The fact is however, that some people are harder than others to find referrals for. It may be that they are in a truly unusual business, or simply that they are in a business that is very different and removed from your own. It matters not why, the fact remains that it is harder to find a referral for them. The best thing to do with these people is to "make a mission" of them. Tell them that despite the perceived difficulty, you are going to find them a good referral over the next say 6 months. It is then about delivering that promise. Listen hard to their 60 seconds, ask questions, communicate via e-mail or fax and above all, spend some "Dance time" with them. You will begin to understand more and more about this unusual business and how you may be able to help. A referral opportunity will develop if you work at it. This is what "walking the talk" of givers gain is all about. Its about being part of a network where every member is really making an effort to help the other member's businesses.
It's not just as simple as turning up for breakfast once a week!
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