Effective Strategies for Building Referral Confidence Among Chapter Members
Learn how to build confidence among chapter members to obtain valuable Tier 2 referrals by demonstrating professionalism, a Giver's Gain attitude, and empowering Tier 2 customers to provide Tier 3 referrals. Take action with a homework assignment to request referrals from existing clients. Understand the importance of focusing on visibility and credibility for profitability.
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Presentation Transcript
Education Spot Tier 1 2 3 Referrals
Tier 1/2/3 Referrals A Tier 1 referral is an inside referral. That is, a BNI member is paying for a product or service. A Tier 2 is an outside referral. That is, someone outside BNI who is paying for the product or service. A Tier 3 is when one of your Tier 2 referrals refers you to someone else.
Tier 1/2/3 Referrals How do you build enough confidence among chapter members to get Tier 2 referrals? ( And these are the referrals that we really want.) By demonstrating your professionalism and showing a Giver sGain attitude in your chapter activities, at weekly meetings and in all dealings with other chapter members.
Tier 1/2/3 Referrals How do you get Tier 3 referrals? You teach your Tier 2 customers how to refer to you. How do you do that? Make sure your customers know what a great referral is for you.
Tier 1/2/3 Referrals Homework this week: Request a referral from at least one customer this week to see if you can gain Tier 2 or Tier 3 referrals from you own clientele. Don t think small. Giver s Gain is a bigger game than most of us realize.
V + C ISIBILITY Where should we focus our energy? REDIBILITY = P ROFITABILITY
