Business Solutions by b$olutions

As we all know, you have to give referrals to receive referrals.  We have three ways to learn how to give a referral for our BNI associates:  First, we have the Key Note address.  We can learn in 10 minutes quite a bit about our associates business.  Also, we can do one-on-ones and learn.  And then there’s the marketing moment. 

To give a good referral, we must know a few things.  First, we need to know what products and services our associate offers.  We need to know the features and benefits, where the products and services are used, and under what circumstances.  We also need to know which product and services the associate is focusing on out of all those that he or she may offer.  Next, we need to know what to listen for when we’re talking with people.  For instance, for life insurance, we know that she should listen for life changing events.  These are times when life insurance needs should be reviewed.   

We also need to know what we should say when we hear the trigger words.  For instance, when we hear that someone put a new addition or new siding on their house, we might say, “You know, you really should look at your house insurance policy because it may not be enough to cover the added value of your house.  I know a person who can probably give you that extra coverage and you may not even have to pay more!  May I have Jackie call you?”   

Next, we want to know who the specific targets are for our associate.  For instance, for Don, we know that an ideal customer is a dentist or doctor who takes credit cards for payment.   

Each week, as you listen to the marketing moment, write down each of these four pieces of information for each person.  Then, each morning, as you plan your day, review the sheet.  If you are going to visit or run into any of your associates’ targets, you can listen and plan what to say to obtain a referral for them.