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The goal of this presentation is to help you increase your BNI Return-On-Investment by teaching you how to following up on referrals In a nutshell: “Can you get your customers to refer you to their contacts?” This presentation is part of the materials I use in my role as Networking Education Coordinator at BNI United Bangkok. For all my BNI related materials visit: http://kpis.co/tag/bni A lot of people have been asking me whether they can use these presentations in their own chapter. My answer is YES! By all means please use this presentation as you see fit, that's why I've set the licensing for it to "CC Attribution". My only request is that you give the due credit and link back to my http://KPIs.co website. Enjoy! Mike : )
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Following up on Referrals
Mike Darnell
Goal:Improving our referral follow-up in order to improve the quality and quantity of the referrals we receive
1. How did you follow up on referrals you gave?2. How did you follow up on referrals you got?
How should we follow up after giving a referral?
Be sure to ask the recipient how the referral worked out and whether this is the type of referrals he/she is looking for
Never assume “No new is good news”In this case It usually isn’t…
How should we follow up after getting a referral?
Handling referrals we receive should be our top priority:
1.It’s good businessA BNI referral is a qualified lead with a high chance of generating business we asked for (34% according to BNI stats)
2.It’s common decency A referral represents trust invested in us. How we treat that trust reflects on our character…
Gratitude
GIVERS…“…Feeling gratitude & not expressing it is like wrapping a present and not giving it…”
William Arthur Ward
…GAIN“…When we are grateful fear disappears and abundance appears …”
Anthony Robbins
A word about sales
A good referral is an
OPPORTUNITY The outcome is up to
US…
Selling isn’t something we do TO people. It’s something we do FOR them.
Handling problems?
Whatever it is - FIX IT!•Quickly •Ethically •Honestly
Failing to do so will inevitably lead to a situation where we simply won’t get an referrals,
at best…
Giving Feedback
Be proactive about giving feedback on referrals you got. This is a critical part of educating your fellow members•Be positive•Be honest and clear•Be positive again
THANK YOU!
See you next week…: )Mike DarnellBNI United Bangkok
The Key Performance Indicator Blog
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