|
|
Like this article? PLEASE +1 it! |
|
Generating More Referrals
Written by: Ivan R. MisnerArticle Overview: There are plenty of opportunities to develop quality referrals--you just have to look for them.
![]() |
Free Download - Sorting Out Who's Who By Ivan R. Misner |
Generating More Referrals
It is certainly true that larger networking groups can generate more referrals exponentially. True, that is, within each type of referral group. Among strong-contact referral groups, such as BNI, studies consistently show that a group with 40 members will typically generate more referrals per member than one with 25 members. It stands to reason: The more people in your group, the more Rolodexes you have access to. But the same thing happens among casual-contact networks like chambers of commerce; a 200-member group will probably generate more referrals than a 100-member group.
However this doesn't imply that a 100-member chamber of commerce will pass more referrals than a 40-member referral-networking organization. The strong-contact group focuses primarily on generating referrals for its members and is structured so that there's time for passing information and referrals in each meeting, and members are personally accountable for generating referrals for other members of the group. A chamber of commerce offers plenty of opportunities to pass referrals, including forming some special committees that can serve as a strong-contact referral group. This type of organization is really made up of three parts: It is part information network, part service organization, and part referral group.
Bear in mind that a master networker does not need solely a high-structured organization to generate and receive referrals. She can do this in almost any setting because she has highly developed relationship skills. She constantly looks for ways to help or benefit her networking partners, and she has a reputation as someone who can get things done, no matter what the organization or situation. For her, a casual-contact group can serve her just as well as a strong-contact group--perhaps better, because there are more possible connections in a larger group, whether structured to make those connections automatically or not.
A master networker carries her entire network with her at all times and can make connections that benefit people in different industries, interest groups and geographic areas who probably would never have heard of each other without her help. This requires a strong desire to help others succeed. Constantly be on the lookout for people who need the services a member of your network provides.
Despite the built-in structure and focus on referrals, a strong-contact group member can fail to generate referrals for other members or to receive referrals for himself. Networking skills are the No. 1 requirement; the setting only makes it easier to use these skills. Simply being a member of a strong-contact group does not entitle you to expect or receive referrals. Nor does being a member of a casual-contact group limit the number of referrals you can generate or receive, if you have the skills and use them.
One savvy--and extremely successful--networker loads the names and cell phone numbers of every member of her networking group, and when new members join, she adds them to her "tele-rolodex" immediately. She has found that she has a better chance of seeing closed business between her contact and the person to whom she makes the referral when she can introduce them immediately--right when she learns her contact's needs.
For example, you are at meeting with a client, who mentions that his wife is expecting twins, and he is consumed with trying to figure out the best life insurance options for his family. You have an extremely knowledgeable life insurance professional in your network, you tell your client, and that you would be happy to provide his contact information--better yet, you say, "Let me just get him on his cell." You give off an organized and well-connected impression, and, if you and this agent are close enough to be on a "cell-phone basis," you seem to know him pretty well, so your client's comfort level with your referral rises.
Whatever you pay to join a referral-networking group is only an admission price--it gets you into the room where opportunities may come your way, but it doesn't entitle you to referrals. It's not enough to simply show up and participate. You must perform to make the most of these opportunities and new contacts.
Article Tags: bear in mind, chamber of commerce, chambers of commerce, committees, contact group, entire network, information network, master networker, member chamber, member group, member referral, networking groups, networking organization, networking partners, referral group, referral groups, referrals, relationship skills, reputation, service organization
|
About the Author: Ivan R. Misner RSS for Ivan's articles - Visit Ivan's website Dr. Ivan Misner is the Founder & Chairman of BNI, the world's largest business networking organization. BNI was founded in 1985. The organization has over 5,800 chapters throughout every populated continent of the world. Last year alone, BNI generated 6.5 million referrals resulting in $2.8 billion dollars worth of business for its members. Called the "Father of Modern Networking" by CNN and the "Networking Guru" by Entrepreneur magazine, Dr. Misner is considered one of the world's leading experts on business networking and has been a keynote speaker for major corporations and associations throughout the world. He has been featured in the L.A. Times, Wall Street Journal, and New York Times, as well as numerous TV and radio shows including CNN, CNBC, and the BBC in London. Dr. Misner is on the Board of Trustees for the University of La Verne. He is also the Founder of the BNI-Misner Foundation and was recently named "Humanitarian of the Year" by a Southern California newspaper. He is married and lives with his wife Elisabeth and their three children in Claremont, CA. In his spare time!!! he is also an amateur magician and a black belt in karate. Click here to visit Ivan's website Who Joins a Word of Mouth Marketing Group A Referral Doesnt Mean Closed Sales Networking Trends Education and Technology Are Key Network With Confidence What Is Business Networking Anyway |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



