Chase the deal!

Does the line: 'I will follow-up on all referrals I receive' ring any bells?

It is a line in the BNI Member Code-of-Ethics which all members have taken an oath when admitted in your respective Chapters.

This reminded me, of a program I was instructing a few months ago.

When I was explaining the importance of following up on referrals received, there was a member who raised his hand to stand to share his experience. He said that he referred his friends to his Chapter member for some services. He asserted that his friends were in fact, ready to make purchases, which meant that his referrals were qualified and were highly convertible into a sale.

To his dismay, the members (3 members!!) did not follow-up on his referrals, and he was so disappointed. In fact, he admitted that he will never refer them again, as he was so embarrassed!

So, here’s a lesson for all:

Firstly, if you are receiving a referral, no matter how big or small, please follow up and establish contact with the person referred. Make commitments to take the next step and keep the commitment. Nothing is worse that a commitment not honoured, as it displays a severely compromised integrity.

Secondly: when you are giving a referral, do also from time to time make the effort to follow-through with your member, if they need further assistance.

Hope this helps?

So, let's chase the deal