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

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