Good morning, everyone! Today, let’s focus on how we can better serve our fellow BNI members and increase referrals within our chapter.
The key is asking the right questions!
Here are three essential questions you should ask each member to understand their business and find more targeted referral opportunities:
1. Who would you love an introduction to?
This question helps members define their ideal client or contact. Encourage them to be specific: “Is it a particular job title? A certain type of company? What industries are you trying to target?” The more details, the easier it is for us to keep an eye out.
2. What’s the benefit to that business in speaking to you?
Understanding the value proposition is critical. What unique problem does your fellow member solve, and how does their service improve a client’s business? This will help you articulate the benefits when recommending them. Think of it as their elevator pitch, but for referrals!
3. How would I introduce you into the conversation?
The goal here is to make it easy for you to open doors for them. A simple sentence or two that you can use as an introduction can work wonders. If you have that at your fingertips you are far more likely to make the referral. Why These Questions Matter:
By asking these three questions and truly understanding the answers, you become a more effective referral partner. It’s not enough to know what someone does; you need to know who they want to reach and why that connection would be valuable.
So, make it a point this week to connect with a few members, ask these questions, and really listen to the answers. You’ll be surprised at the referral opportunities that emerge when you have this information at your fingertips!
Thank you!
P.S. You need to have your answers for when you are asked these three questions too. In BNI We should be asking each other these questions in one to one meetings.
