Why Your Reputation is on the line

We have passed 4,947 referrals since we have started our BNI Point to Success Chapter in the fall of 2008. That is incredible!



But how much of that actually turns into closed business?



It all depends on the quality of the referral.



I would rather receive one quality referral than a dozen that simply state that they gave out my card. So when is a good time to give a referral?



I would suggest that a good time to give a referral is when you have a person with a specific problem who needs a solution.



We all know that the philosophy of Givers Gain really does work....if you give referrals then you will get them in return. It is just that simple.



Referrals v. Leads



Referrals involve three people and a bit of work.

Leads involve only two people and little work.



Referrals involve the Donor (giver of the referral), Recipient (receiver of the referral) and Client.

Leads involve the Recipient and the Client only.



Referrals happen when the Donor has mutual respect and friendship with the Recipient, believes in the credibility of the service offered and has absolute trust in the outcome of the referral.

Leads are blind faith that a sale will be made. Throwing a dart and hoping it will stick.



When you give quality referrals you refer more than just the business. Your reputation with the Client is too important to risk on someone who won't deliver on their promises. That is why you need to get to know the members as well as you can. How can you know whom to refer if you don't know what they do?



How to give a Qualified Referral



First, know who the potential Client is. It is not enough to simply hand a business card to someone. You need to take the time to find out from that person what their problem is in order to offer a solution and to direct your referral to the right member.


Second, know that when you make a referral you refer more than just the business. You are not only representing the skills and experience of your BNI referral partners but your own reputation. The Client will hold the you the Donor responsible for the outcome of the referral as much as the Recipient.



Third, referrals demand a lot of effort to be successful. But the benefits outweigh the costs. As a Donor you need to not only identify the potential Client, but you have a duty to properly qualify them and then selling the Recipient so well that they seem like the only show in town. That effort, if done well, will make the whole process a no brainer.



When you give a properly qualified referral it is a win-win-win situation. You will win a reputation as someone who can be trusted to help find solutions....your Client will win by having a great service or product that will serve to make their life easier....your Recipient wins by building their business and building trust in you.



Working Words of Wisdom

"It takes 20 years to build a reputation and 5 minutes to ruin it. If you think about that you will do things differently." ~ Warren Buffet