We always want to grow the number of referrals within our chapter. It is not rocket science to understand how we can grow the number of referrals for ourselves or our chapter. We always want to have more referrals so that our members can get the benefit out of their membership in BNI. The more referrals we have, the higher chance of closing business, the greater opportunity to generate higher revenue for our business.
Attending weekly meeting itself is not enough. It is about the participation level in the meeting. I do encourage members to take notes, and being alert with the "callings of referral" made by the members. By aware of what are the referrals that our members would like to have. Do also share about the conversation starters of our preferred referrals so that our members will know how to pass us the referrals that we want to have.
Next, bringing visitors will always create different business opportunities for your members. This will allow our chapter member to sell THROUGH the room. Never forget to give the "world class value" to our visitors. Let the visitors love our meeting. Creating a WOW experience for our visitors. The meeting experience starts when you are inviting the visitors, until we have done the follow up call with the visitors. If visitors love our meeting, they will love us. They may join us or get connected with us.
Never forget to attend trainings. Attending trainings together with our members (i.e. our referral partners) will allow our members to speak the same language, having the same mindset of growth, as we will learn the same skills together. If you want your members to give you more referrals, encourage your members to attend trainings together with you!
Lastly, growing our Power Team is essential to increase our referrals. Do more 121 sessions with the members of your Power Team. Majority of the referrals come from our power team. Identify the right power team and have a structured planning with our Power Team to have strategy to generate more referrals. We do not need to grow the chapter, as we will only have to grow our Power Team. This will allow us to grow the number of referrals that we will be able to generate, and the chapter will grow accordingly.
If we follow the agenda and the fundamentals of BNI, the possibilities of generation more and more referrals are always there.
Always do 6 things a 1000 times, and not doing 1000 things 6 times.
Setting a goal for the ideal number of referral is insufficient, a goal setting must come with a system!
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JJ Phang is currently the Executive Director of Melaka Region.
JJ Phang formally served as President (02), Network Education Coordinator (01), Mentor Coordinator (01), Membership Committee (02) and Event Coordinator (04) of BNI Smart Biz, Hall of Fame Chapter. JJ Phang was also the Director Consultant of BNI Extreme Chapter, Melaka Region.
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