The goal of this presentation is to help you increase your BNI Return-On-Investment by teaching you how to following up on referrals In a nutshell: “Can you get your customers to refer you to their contacts?” This presentation is part of the materials I use in my role as Networking Education Coordinator at BNI United Bangkok. For all my BNI related materials visit: http://kpis.co/tag/bni A lot of people have been asking me whether they can use these presentations in their own chapter. My answer is YES! By all means please use this presentation as you see fit, that's why I've set the licensing for it to "CC Attribution". My only request is that you give the due credit and link back to my http://KPIs.co website. Enjoy! Mike : )

1. Following up
on Referrals
Mike Darnell

2. Goal:
Improving our
referral follow-up
in order to improve
the quality and
quantity of the
referrals we
receive

3. 1. How did you follow up on referrals you
gave?
2. How did you follow up on referrals you got?

4. 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…

5. How should we follow up
after getting a referral?
Handling referrals we receive should be our top priority:
1.It’s good business
A 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…

6. 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

7. 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.

8. 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…

9. 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

10. THANK YOU!
See you
next week…
: )
Mike Darnell
BNI United Bangkok
The Key Performance Indicator Blog