Referrals & Referral Slips

The definition of a referral:

1. The opportunity to do business with someone who is already in the market to purchase your product or service.
2. Only the recipient of a referral may further redefine a referral.

• (It's not a guaranteed sale, but an open door to discuss your business.)
• They may say that in addition to the BNI definition of a referral I will accept (i.e. A speaking engagement.) as a referral.

Points to follow in giving a "Good Referral"

1. Listen for a need from someone you've met. A good Networker has two ears and one mouth and uses them proportionally.
2. Tell them you know a reliable person who can provide that service.
3. If your've done business with them, tell them about your experience.
4. Give them the business card of the person you are referring and ask for theirs.
5. Tell them, you will have the member call them.
6. If they do not object to the above statement they are giving you silent approval to being called. Fill out a referral slop and give it to the chapter member at the next meeting.

Examples of "Good Referrals"

1. Hot - Someone needs a phone system for a new office. A member of BNI gave him your business card, and he is expecting your call.
2. Warm - Someone is new to the area and needs a good chiropractor. A member of BNI gave her your business card, and she wants you to call her next week.
3. Tepid - 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.

• Fill out all information!
• Fill out the thermometer!
• If you pass a referral and don't have all the information, don't ask the person to call you, you should take the responsibility of calling them.
• Don't pass unqualified referrals.
• Yellow copy is for your records.
• During open networking have the yellow copies with you.
• Follow up with the quality of your referral.