An effective way to build the habit of asking for referrals begins by giving them to others first!
If you are now or have ever been a member of BNI, you know the philosophy well. “Givers Gain.”
Joanne Black, author of “No More Cold Calling” says that this behavior stimulates reciprocity in others. She herself has benefited from this habit. Repeat business doesn’t just happen. Staying in touch reminds clients about us and when they have a need for our services, we are top of mind.
Being generous with contacts, resources and help that is asked for and needed builds strong relationships.
Judy’s Ten Eleven Commandments of Referrals
- Listen to the needs of others with an open mind, heart and ears.
- Ask for permission before giving information or advice.
- Confirm your understanding of what people say they need.
- Respect others as you would like to be respected.
- Follow-up when you have shared with others, get their feedback on what worked well or what you could do better next time.
- Give credit where it is due.
- Ask for what you need.
- Be specific.
- Give often.
- Let others know how they can help you.
- Express gratitude.
Here is a short movie clip of an exercise based on these principles.
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“Creating Connections at BACN”
It was filmed at the BACN meeting on June 25, 2010.
“Creating Connections” is a regular part of our meetings, yet each month this segment is presented in a different way.
The purpose of this segment is to bridge the gap between meeting someone at an event and building a connection that is of benefit beyond the moment.
If you would like a one page handout on referrals, send your request to me at info at creative1 dot com
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