The 5 levels of referral - BNI Matrix Network Education

1. The 5 Levels
of Referrals

2. What Does
it Mean to
Refer?
Starts with.. The Referrer
Know, Like & Trust You.
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You are Highly Skilled thru
member’s encounter with U.
That’s why.. You come in
Strongly Recommended.
Trust is now Gained from
the new person.

3. 1.
The Referral Equation
Is there an equation for Referrals?

4. Relationships + Referrals =
Revenue
Every Good Referral starts with a Good
Relationship!!
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5. Relationship is the key to Referrals
– Build Lasting Relationships!
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1 3 5
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4
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ATTEND WEEKLY
BNI MEETINGS &
30 Secs Intro – Is
this enough?
Do a PROPER 121 MEETING with each
member. We better understand what
each do & how we can refer our
network to them!
EXPAND THE NETWORK!!
INVITE VISITORS that you
think Members can work or
collab with!
Come Early for
OPEN NETWORKING
to get to know each
other more deeply.
SEND YOUR 121
DOCUMENTS
Gains, Contact Sphere, Top
Customers, 121 Worksheet
GIVE FULLY WITHOUT EXPECTING!!
GO DEEP TO UNDERSTAND EACH
MEMBER on what they do, industry
they serve, support they need or
who they serve so that we can
refer quality people to them.

6. The 5
Levels of
Referral
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7. The 5 Levels of Referral
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LEVEL 5: IN PERSON INTRO
LEVEL 1: NAME & CONTACT INFO
LEVEL 3: SHARE EXPERIENCE
OR TESTIMONY
LEVEL 2: SUPPLIMENTARY
MATERIAL
LEVEL 4: INTRODUCTORY CALL OR MEET
Basic Contact
Information
Everything
Level 1 + 2
Everything
Level 2 + 3
Everything
Level 3 + 4
Everything
Level 4 + 5

8. The 5 Levels of Referral
LEVEL 1: NAME & CONTACT
Recommended you to someone
and given them your contact
information.
Provide you with a phone
number, address, email, or some
other way of contacting the
prospect.
The prospect knows you might
contact them.
If the prospect is expecting your
call, this is a legitimate referral,
it’s just not a high-level referral.
LEVEL 2: SUPP. MATERIAL
In addition to LEVEL 1
information the following are
included. This makes the
referral a Level 2 one.
The referral source provided
either your marketing
literature, website
information, or other content
to the prospect for their
review but nothing
substantially more.
This additional information
can positively influence the
prospect by providing more
material for them to review in
addition to their verbal
reference.
LEVEL 3: SHARE EXP / TESTIMONY
In addition to LEVEL 2
information the following are
included. This makes the referral
a Level 3 one.
The referral source gave a
personal written testimonial or a
strong verbal recommendation
about you to the prospect.
They spent time talking to the
prospect about their experience
working with you or their
understanding of other people’s
experience in working with you.
It usually includes background
information and a description of
your product or service as
filtered through the lens of the
referral source.
Its an UP VOTE to you!
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9. The 5 Levels of Referral
LEVEL 4: INTO CALL OR ARRANGE MEET
In addition to LEVEL 3 information the following are
included. This makes the referral a Level 4 one.
Introductory call and/or arrange a meeting. This is
another level up in terms of effort from the referral
source who makes a personal phone call on your
behalf and/or arranges a phone or in-person meeting
between you and the prospect.
When your referral source arranges a call or a meeting
between the two of you, they move beyond the role of
a promoter and move into the role of a connector or
facilitator.
This takes effort and is the sign of a committed
referral partner who you should definitely support in
return.
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10. The 5 Levels of Referral
LEVEL 5: IN PERSON INTRO
In addition to LEVEL 4 information the following are included. This makes the referral a Level
5 one.
In-person introduction and promotion. At this level, your referral source is making a serious
commitment of time and energy in support of your business.
They haven’t just arranged a meeting, they participate in the meeting. At this level, your
referral source has done the work of assessing the need a prospect may have for your
product or service and has gauged the prospect’s interest in learning more about it.
They share this information with you which enables you to tailor your products or services to
emphasize the specific benefits that the prospect is looking for.
This level is practically a “closed deal.” Generally, a level 5 referral means, the business is
nearly closed before you even contact the prospect, solely on the strength of your referral
source’s efforts.
Not much is required from you except to answer some questions and deliver the product or
service and collect the payment. People who give you Level 5 referrals are prized referral
partners.
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Thanks!
Any questions?
Eugene The SEO King
Youtube: ImSEOKing.com
References:
• Podcast Episode 714: RRR... Relationships + Referrals = Revenue
• BNI Blog: https://www.bni.com/the-latest/blog-news/five-levels-of-a-referral