Passing Referrals to Visitors

Passing Referrals to Visitors

One way that we are not recording all of the business being done within the chapter is by not passing referrals to visitors. The philosophy of BNI is Givers Gain, and the spirit of BNI is that we should give first and unconditionally. I think that the best way to handle this is that if you have a genuine referral for a visitor, write out a referral slip, and hand it over in the contributions section so the visitors can see the value of BNI to them.

We are inviting visitors to the chapter every week, to meet the group and do business with the group. When we invite them we are not inviting them to join, so we do not want to look like we “bait and switch”. Once we have met them, and found out more about their businesses, we may then want to invite them to join.

If the visitor was brought along by someone you trust, and you feel that the visitor would be a good member of the chapter, and you would like to encourage them to join, then write on the bottom of the slip, something along the lines of “come back next week and I will give you all the details”.

If you feel that the visitor may just a farmer, visiting lots of chapters to get leads, and may not be a good member, then write on the bottom of the slip, something along the lines of “come back next week and bring me more information about your business” as this will show them that we are just giving referrals to people we can trust.

Remember, every referral slip has a scale on it from 1 to 5 so use the scale to show the quality of the referral.