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A few tips suggested by BNI for better referral
giving.
A big part of referring is REMEMBERING that you need to be on the lookout for
referrals.
1. BNI recommends keeping the BNI card carrier with you in the car.
Ideally, if you have one in your office and one you travel with, you will have
cards whenever you run into a referral source.
2. Have a reminder of BNI on your desk in your office--a BNI mug or note cube
(both available for sale from BNI) are a great way to remember to start a
conversation with clients about your referral sources. Even just a post-it on
your computer if it will remind you to be on the lookout.
3. Wear your name badge once a week while you are out and about. It will
generate comments/questions and can lead to referrals!
4. If you have an office where you meet with clients frequently, get in the
habit of mentioning your trusted referral sources and give them your BNI book to
review before they leave your office.
5. If you give/send invoices at the completion of project work with your client,
print out and include the BNI brochure and write on the front that these are
folks you trust and work with--this is a great way to get the membership's name
in the hands of clients. (remember our membership brochure is on the website and
updated regularly. It is available for download and just requires printing out).
6. Even if you do not hear a lead-in line that suggests someone needs a specific
referral from one of our members, get in the habit of talking about BNI in
general. You may not only end up finding referrals this way, but also potential
guests.
7. If you go to mixers for the Chamber or other organizations you are a member
of, in addition to promoting your own business, keep in mind you may be able to
introduce BNI or one of our member's services in conversations with other
professionals.
8. LISTEN. The most important thing you can do to generate more referrals is to
listen with your "referral ears." If you are thinking about giving referrals,
and listening for key phrases that show a need someone may have, they will
magically appear! (This is a repeatable phenomenon, I swear!)
Try two or more of these tips in the next week and see what happens!
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