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HOW TO GIVE GOOD REFERRALS by Caren Parnes
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The definition of a referral:
The opportunity to do business with someone who is in the market
to buy your product or service. It is NOT a guaranteed sale, but
an open door to discuss your business.
To give a good referral you need to do six things:
- Listen for a need from
someone you have met.
- Tell the individual you
know someone who can provide that service.
- If you have done business
with a member, tell about your experience.
- Give out the business card
of the person you are referring and ask for the prospect's
card.
- Ask if it's okay to have
the member call.
- If the answer is yes, fill
out a referral slip, including the phone number of the
prospective client, and give it to the chapter member at the
next meeting.
Here are some examples of a
good referral:
HOT Referral
Someone needs a phone system for a new office. A member of BNI
gave him your business card and he is expecting your call.
Warm Referral
Someone is new to the area and needs a good chiropractor. A
member of BNI gave her your business card, and she will call you
next week.
Tepid Referral
Someone is shopping for auto insurance and is interested in a
quote from your company. A member of BNI gave him your business
card, and you should call him soon.
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