Are you credible? Are you sure? Building your Credibility takes work. Everything you do builds or destroys your credibility. It's those little things that you don't even think about that are the most important.
Consider your appearance - What does your appearance say about you?
There was a lady in my network who wanted to meet with attorney's but every time I had the opportunity to see her she was dressed extremely casual,her hair unkempt and no make up. Out of frustration she told me that she could not understand why she could not get an introduction from the members of her network. She ask for my help, so I told her that based on her appearance neither I nor anyone else was going to introduce her to our attorney.
She was shocked. She told me that if she were going to see an attorney that she would get dressed up. How would I know that? How would anyone know that? We had never seen it and we were the people whom she was asking to refer her. She had no credibility with any of us, no matter how good she was at what she did. Now, don't get me wrong, I would have hired her to do work for me personally, because I knew her and liked her, but I was not going to put my reputation at risk!
A few weeks later she came to the meeting dressed in a very professional suit, hair done, and make up on. After a few weeks she got her first referral to a members attorney. From that day forward, she was always dressed credibly. Today she is very successful and well known in her industry.
You see my perception is my reality, right or wrong. What perception are you leaving behind? When people see you do you look like someone they would be willing to stake their reputation on?
Hazel M Walker
Certified Referral Trainer
Showing posts with label referrals. Show all posts
Showing posts with label referrals. Show all posts
Wednesday, February 27, 2008
Monday, February 18, 2008
What is the Secret
Everyday I talk to members about BNI, and networking. Many have wonderful success stories to tell me, like Deb and Erin in Greenwood and Tim and Erica in Columbus. Members tell me how they have increased their business by 25%, 35%, and 60%. Then I speak to another member who tells me how they have been a member for an entire year and it is just not working for them. They have gotten NO business from their chapters.
I find myself asking why? What makes the real difference between those whom are doing well, and those who are not, here are some of the things I have found.
Education – Those people in life and business, who are extremely successful, never stop learning. They are always trying to find new ways of doing things. They understand that even when they think they know it all, there is always something new to learn and try. They not only learn it, they implement it. They also understand that they are responsible for educating their fellow members as well as being educated during one on one’s.
Time – the highly successful members have a very clear understanding that it takes time and commitment to build trust and understanding with fellow members that will lead to the high level of referrals that Tim and Erica are passing. They understand that Trust cannot be rushed, and that dollar for dollar the longer they are a member of their chapter, the higher the return on their membership. Most members don’t put in the time that it takes to build those relationships.
Gratitude – Deb and Erin don’t forget to thank one another, no matter how many referrals that Erin gets from Deb, her referral partner, she never forgets to show her gratitude and appreciation for the work that Deb has done on her behalf. This makes Erin FUN to refer to. When was the last time that you got a referral from a fellow member, closed the deal, and the very most you did was drop a “Thank You” slip into your chapter basket? Did you send a little gift? Did you write a note? Remembering to say thank you will inspire members to refer you again. I have a referral partner who always gives me a Starbucks Card when I refer her, even when the deal does not close. I love referring her and always have my ear open for her. Are you fun to refer?
The next time that you think, “My BNI chapter is not working for me” ask yourself,
“Is there any other educational opportunities that I can take advantage of? Have I spent enough time developing my relationships? Have I said “Thank You” ?
Best of Networking
Hazel M. Walker
I find myself asking why? What makes the real difference between those whom are doing well, and those who are not, here are some of the things I have found.
Education – Those people in life and business, who are extremely successful, never stop learning. They are always trying to find new ways of doing things. They understand that even when they think they know it all, there is always something new to learn and try. They not only learn it, they implement it. They also understand that they are responsible for educating their fellow members as well as being educated during one on one’s.
Time – the highly successful members have a very clear understanding that it takes time and commitment to build trust and understanding with fellow members that will lead to the high level of referrals that Tim and Erica are passing. They understand that Trust cannot be rushed, and that dollar for dollar the longer they are a member of their chapter, the higher the return on their membership. Most members don’t put in the time that it takes to build those relationships.
Gratitude – Deb and Erin don’t forget to thank one another, no matter how many referrals that Erin gets from Deb, her referral partner, she never forgets to show her gratitude and appreciation for the work that Deb has done on her behalf. This makes Erin FUN to refer to. When was the last time that you got a referral from a fellow member, closed the deal, and the very most you did was drop a “Thank You” slip into your chapter basket? Did you send a little gift? Did you write a note? Remembering to say thank you will inspire members to refer you again. I have a referral partner who always gives me a Starbucks Card when I refer her, even when the deal does not close. I love referring her and always have my ear open for her. Are you fun to refer?
The next time that you think, “My BNI chapter is not working for me” ask yourself,
“Is there any other educational opportunities that I can take advantage of? Have I spent enough time developing my relationships? Have I said “Thank You” ?
Best of Networking
Hazel M. Walker
Thursday, February 14, 2008
Did you say thank you?
You get referrals from the people in your business network, social network, or family network. That referral turns in to closed business. Did you thank remember to thank them? I don't mean the quick email or voice mail that says hey, that referral closed, thanks for thinking of me. I mean a way of showing your gratitude that goes beyond that.
In BNI members think if they turn in the little Green Thank You with the GROSS sales amount on it that is Thank You enough. Really, all that amounts to is the ability for the chapter to track how much money the chapter has generated in Gross Sales and who is bring quality referrals.
I recently gave a very nice referral to an insurance agent. This referral has turned out to be very lucrative and may turn into more referrals down the road. That Agent took the time to find out what I liked and where I liked to shop. He then went out and bought me a Gift Card to my favorite Dress Shop. I was thrilled, excited that he really took the time to thank ME not the same way has he thanks EVERYONE. Do you think that I am on the look out for more great busness for him?
Even if he never gives me another gift, the very fact that he took the time to learn about me makes me want to help him.
On the other hand, I gave referrals to two other people that closed and both were equally lucrative deals, one sent me an email saying thank you and one sent me a coupon for a free sunday at an ice cream place.
Which of the three do you think will ever get my referrals again?
Here are some tips on thanking your referral sources that will leave them inspired to help you..........
1. Find out what your referral sources like, their hobbies, their collections, music, travel, family, what are those things that they enjoy not related to work.
2. Thank the person appropriate to the referral. If I send you a referral for a $100 deal then I would be happy with a note card saying thank you so much and a request of how you might be able to help me. On the other hand if I send you a referral that is a $200,000 deal then I would expect you to send a more appropriate thank you.
3. Do it promptly, when the deal is done say thank you right away.
4. Make it a habit, if you want your best referral sources to continue to send you business make it a habit to thank them.
Are you inspiring others to want to help you?
Hazel M. Walker
Referral Strategist
In BNI members think if they turn in the little Green Thank You with the GROSS sales amount on it that is Thank You enough. Really, all that amounts to is the ability for the chapter to track how much money the chapter has generated in Gross Sales and who is bring quality referrals.
I recently gave a very nice referral to an insurance agent. This referral has turned out to be very lucrative and may turn into more referrals down the road. That Agent took the time to find out what I liked and where I liked to shop. He then went out and bought me a Gift Card to my favorite Dress Shop. I was thrilled, excited that he really took the time to thank ME not the same way has he thanks EVERYONE. Do you think that I am on the look out for more great busness for him?
Even if he never gives me another gift, the very fact that he took the time to learn about me makes me want to help him.
On the other hand, I gave referrals to two other people that closed and both were equally lucrative deals, one sent me an email saying thank you and one sent me a coupon for a free sunday at an ice cream place.
Which of the three do you think will ever get my referrals again?
Here are some tips on thanking your referral sources that will leave them inspired to help you..........
1. Find out what your referral sources like, their hobbies, their collections, music, travel, family, what are those things that they enjoy not related to work.
2. Thank the person appropriate to the referral. If I send you a referral for a $100 deal then I would be happy with a note card saying thank you so much and a request of how you might be able to help me. On the other hand if I send you a referral that is a $200,000 deal then I would expect you to send a more appropriate thank you.
3. Do it promptly, when the deal is done say thank you right away.
4. Make it a habit, if you want your best referral sources to continue to send you business make it a habit to thank them.
Are you inspiring others to want to help you?
Hazel M. Walker
Referral Strategist
Thursday, September 13, 2007
How long does it take?
How long does it take to build trust and get referrals? I am ask this question almost daily, and my answer is always the same. You get referrals when people trust you and you have spent the time it takes to teach them how to refer you.
So how long does it take to build trust? As long as it takes! But there are things that you can do to help the process. Schedule one to one meetings and get to know each other outside the meeting. Learn about the other persons family, their business, what kinds of referrals they are looking for, how they want to be introduced, their goals, and what an ideal referral for them would be.
Make sure that you do what you say you are going to do. It is better to under promise and over deliver.
It take time to build trust, but it only takes a second to destroy it.
Hazel M. Walker
So how long does it take to build trust? As long as it takes! But there are things that you can do to help the process. Schedule one to one meetings and get to know each other outside the meeting. Learn about the other persons family, their business, what kinds of referrals they are looking for, how they want to be introduced, their goals, and what an ideal referral for them would be.
Make sure that you do what you say you are going to do. It is better to under promise and over deliver.
It take time to build trust, but it only takes a second to destroy it.
Hazel M. Walker
Wednesday, September 12, 2007
Givers Gain........not just a slogan
Givers Gain is not just a slogan that BNI dreamed up, it is the fundamental value of BNI. Givers gain, it's what your mother taught you. Do unto others as you would have others do unto you. If you want a referral, give a referral.
Gandhi said,"Be the change that you want to see in the world." Again, if you want to get a referral you have to give a referral. I recently had this conversation with one of our BNI members. He was frustrated because another person in the chapter who should be a great source of referrals for him was not giving him any referrals at all. When I ask the inevitable question, "How many referrals that converted to business have you passed him this year." His response was surprisingly, none. Then whats the complaint, you give to get.
When you think BNI is not working for you, stop and take a look at your level of participation. Are you passing referrals? How many have you passed in the last year and to whom did you pass them? Did they convert to business or were they just paper?
Remember, you have to give to get, its called, GIVERS GAIN.
Good Networking,
Hazel M. Walker
Executive Director
Gandhi said,"Be the change that you want to see in the world." Again, if you want to get a referral you have to give a referral. I recently had this conversation with one of our BNI members. He was frustrated because another person in the chapter who should be a great source of referrals for him was not giving him any referrals at all. When I ask the inevitable question, "How many referrals that converted to business have you passed him this year." His response was surprisingly, none. Then whats the complaint, you give to get.
When you think BNI is not working for you, stop and take a look at your level of participation. Are you passing referrals? How many have you passed in the last year and to whom did you pass them? Did they convert to business or were they just paper?
Remember, you have to give to get, its called, GIVERS GAIN.
Good Networking,
Hazel M. Walker
Executive Director
Tuesday, September 11, 2007
Where are the rest of the Referrals?
I was recently asked by a local BNI member the following question:
The Real Estate Agent in my chapter is only giving me part of his closings as referrals, shouldn't he be required to give them all to me?
The short answer to this question is NO. No member of BNI is required to give all of or any of their referrals to fellow BNI members.
BNI is a Givers Gain Organization, so how many referrals have you given? If you want to get a referral you must first give a referral. Referral are built on trust and relationships. No one comes into BNI without some established relationships already in place. Since relationships take time to build we certainly do not expect members to give up all of their existing relationships.
When I was a member of a BNI chapter as an insurance agent, there was a CPA in my chapter. She was great and I really liked her. But, I had a long standing relationship with my CPA. Once morning Wendy gave me a referral that closed into a nice account, at that point I knew that if I was going to continue to get referrals from Wendy I would need to also pass her referrals.
So, whenever I had a referral that I felt was right for her they went to her, but if I had one that was a better fit for my CPA it went to him.
My recommendation, have a one to one and ask what will it take to gain more of your trust and referrals.
Hazel M. Walker
Executive Director
The Real Estate Agent in my chapter is only giving me part of his closings as referrals, shouldn't he be required to give them all to me?
The short answer to this question is NO. No member of BNI is required to give all of or any of their referrals to fellow BNI members.
BNI is a Givers Gain Organization, so how many referrals have you given? If you want to get a referral you must first give a referral. Referral are built on trust and relationships. No one comes into BNI without some established relationships already in place. Since relationships take time to build we certainly do not expect members to give up all of their existing relationships.
When I was a member of a BNI chapter as an insurance agent, there was a CPA in my chapter. She was great and I really liked her. But, I had a long standing relationship with my CPA. Once morning Wendy gave me a referral that closed into a nice account, at that point I knew that if I was going to continue to get referrals from Wendy I would need to also pass her referrals.
So, whenever I had a referral that I felt was right for her they went to her, but if I had one that was a better fit for my CPA it went to him.
My recommendation, have a one to one and ask what will it take to gain more of your trust and referrals.
Hazel M. Walker
Executive Director
Sunday, July 01, 2007
I Got a Referral Today Now What?
You get a referral from a fellow BNI members, what should you do?
1 Put in in your card fie and rush out of the meeting.
2 Say thank you and try to follow up.
3 Schedule time to speak to the person who referred you.
I hope you chose 3! Schedule time to meet with or speak to the person who just passed you the referral. Ask a few of the following questions;
Have you spoken to this person and are the expecting my call?
Are they expecting my call?
When would be the best time to call them?
Is there anything about the client that I should know about?
Is there anything else that you can tell me?
Now you are prepared to follow up on that referral.
Hazel M. Walker
BNI-Central Indiana
Executive Director
1 Put in in your card fie and rush out of the meeting.
2 Say thank you and try to follow up.
3 Schedule time to speak to the person who referred you.
I hope you chose 3! Schedule time to meet with or speak to the person who just passed you the referral. Ask a few of the following questions;
Have you spoken to this person and are the expecting my call?
Are they expecting my call?
When would be the best time to call them?
Is there anything about the client that I should know about?
Is there anything else that you can tell me?
Now you are prepared to follow up on that referral.
Hazel M. Walker
BNI-Central Indiana
Executive Director
Thursday, June 28, 2007
Help the Competition just walked in the room!
The competition just walked into your BNI Chapter meeting......what should you do?
a. Tell them they need to leave since you already have someone in that seat.
b. Slam the door and act like there is no one at home.
c. Welcome the guest, introduce them around the room and thank them for visiting.
I certainly hope that you chose C. When someone joins a chapter they have the exclusive right to that membership, their competition cannot join, but they are allowed to visit the chapter. After all, they may want to start a chapter of their own or just see what BNI is all about.
Competition is really just an opportunity to Collaborate. When I was an insurance agent I received a great many of my referrals from my competition. I wrote policies that they did not and they were able to take care of those clients that I could not. I turned out that what looked like a competitive relationship at the beginning was really a great referral relationship.
Besides, what are you afraid of? Do you really believe that your members are going to give referrals to a complete stranger while you are an active member in the chapter? If you are worried about that ask yourself why? Do you not believe that your members like you and trust you? Have you not been building strong relationships with your members? If a referral does get passed to your competitor, stop and ask yourself; Why? What do I need to do or what have I not done?
It all starts with you, build stong relationships and never worry about the competition.
Hazel M. Walker
Referral Marketing Strategist
a. Tell them they need to leave since you already have someone in that seat.
b. Slam the door and act like there is no one at home.
c. Welcome the guest, introduce them around the room and thank them for visiting.
I certainly hope that you chose C. When someone joins a chapter they have the exclusive right to that membership, their competition cannot join, but they are allowed to visit the chapter. After all, they may want to start a chapter of their own or just see what BNI is all about.
Competition is really just an opportunity to Collaborate. When I was an insurance agent I received a great many of my referrals from my competition. I wrote policies that they did not and they were able to take care of those clients that I could not. I turned out that what looked like a competitive relationship at the beginning was really a great referral relationship.
Besides, what are you afraid of? Do you really believe that your members are going to give referrals to a complete stranger while you are an active member in the chapter? If you are worried about that ask yourself why? Do you not believe that your members like you and trust you? Have you not been building strong relationships with your members? If a referral does get passed to your competitor, stop and ask yourself; Why? What do I need to do or what have I not done?
It all starts with you, build stong relationships and never worry about the competition.
Hazel M. Walker
Referral Marketing Strategist
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