Get a GRIP on Inviting to your Referral Network

It strikes me that the best way to encourage inviting to your chapter meeting is to make it as easy, and simple, as possible. And the best way to accomplish ease and simplicity is to know what you’re going to say when you invite.

Here’s a simple, easy script (I know, I know, you don’t like scripts…trust me this one is goodJ)

It’s based GRIP; which stands for Grow, Referrals, Introduce,  and Place. And the script goes something like this:

Scene: Networking Event. Enter Christel and event attendee.

Christel: So how’s business going for you?

Attendee: Pretty well.

Christel: Are you looking to grow your business this year?

Attendee: Yes!

Christel: Would more referrals help?

Attendee: Yes!

Christel: May I introduce you to a group of business associates who, over time, would like to give you referrals?

Attendee: Yes!

Christel: Terrific, we meet every Friday morning at Gerta’s Pancake House (place) at 7:00 am. Would this Friday work for you…….?

G = Grow

R = Referrals

I = Introduction

P = Place.

It couldn’t be simpler. To see Eric, the inventor of GRIP, share the script, click here. It’s worth a watch.

Why BNI?

Some very interesting stats from an article Dr. Misner wrote for SuccessNet a few months ago. BNI Merseyside in the UK hired an independent firm (Murray Consulting) to conduct a survey on the value of BNI membership.

Here are the results of the 2012 survey.

• The average amount of business gained from BNI referrals in the last 12 months was £23,700 (or $37,055).
• When asked about further orders they had received as the multiplier effect of BNI referrals, BNI members were able to think of, on average, an additional £11,300 (or $17,668) per year of membership.
• Combining closed business in the last 12 months with the average value of 2^nd/ 3^rd generation referrals in a year gives a true value of a BNI seat of £35,000 (or $54,720) per year.
• On average, members who were involved in BNI for 7 years generated £245,000 (or $383,038) since they joined, thereby underpinning the lifetime value of BNI.
• Value to the total membership in the region equaled £16 million or $25 million per year with over £300,000 or $469,000 per week for a single region of 500 members.
• BNI Merseyside created six millionaires.
• Members who attended training saw their business increase 58% compared to those who did not attend training programs.

The dollar values are shown in US dollars, but currently the Canadian and US dollars are virtually par.

Keep Your Referral Partners Top of Mind

Participation in a referral network means that you agree to do your best to recognize referral opportunities for your referral partners. And they will do the same for you. To work most effectively, this approach is best defined as Givers Gain. And more than just the slogan for your referral organization – it’s actually a business style.

Not everyone does business on the premise of “what goes around comes around”. It’s an unique attitude and those business people who have it are those who enjoy connecting two people who can offer mutual benefit to each others’ businesses. It’s kind of like being a matchmaker.

In order to be a successful matchmaker we must have our referral partners in mind all the time. Because you never know when an opportunity will arise.

So how do we do that? We all have hundreds of things going on in our lives all the time. How do we add “remember referral partners” to the list?

Here are a few techniques that might help.

Every Monday morning check your weekly schedule

Take just a couple of minutes to see who you’ll be meeting with this week. Can you connect any of those people to a referral partner? If you can, make a note to do so. This technique alone may provide 2 or 3 opportunities to promote a referral partner.

Take notes at your referral meeting this week.

At www.bnigh.com you can print a list of all your members with a space allocated to each for note taking. Print it and take notes. Not necessarily copious notes about every single member, but jot down a couple of things that you can do for a member based on what they’ve asked for in their infomercial. Then refer back to those notes when you get to your office and do what you jotted down.

Book BNI time.

Every successful marketing program takes implementation. Your BNI referral network is no different. Schedule 30 minutes every week (actually block the time on your calendar), look through your BNI card caddy and think about who you can help. Decide what you can do for that person – and then do it. A last tip is to transfer your weekly speaker’s business card to the first, top sleeve in your card caddy to help you think about that person in particular.

Referral opportunities don’t happen magically. (Boy, I wish they did!) They take planning and doing. But when you find them – they sure can create magic.

Share your best “how I think about my members” tip with us.