How often do we look at the short term price of something and decide against choosing it. We have no idea what this decision is really costing us.

Just today I used some of my skywards miles from Emirates to buy a ticket to Australia I managed to get a ticket for under 900aed a flight that is normally about 6,000aed.

In the past I had always chosen my airlines based on a small price difference.

A year or so ago, on the advice of a good friend Bijay Shah (the National Director for BNI Middle East ) I started sticking to one airline. I chose Emirates because lets face it they are good and also local to me.

I chose to pay more.

The reason I have to pay anything at all, is because I recently upgraded to business class for a USA trip and this used many of my skywards miles.

When we look at training how many people are making the short term decision not to pay a small amount to learn new skills from which they will be able to reap the benefits of in the future.

When I hear a business person say “I cannot afford XXXX” to do a course I think “how can you afford not to ?”

How much is it costing you in lost future revenue because you do not have these extra skills?

I regularly meet Referral Institute clients, BNI members and business people who completely believe in “Givers Gain” or the Law of Reciprocity, ie: if I help you, then you will want to help me.

Yet they are stuck in relationships with some companies who expect cash for referrals. I see them repeatedly try to educate their “referrers” on the benefits of working in the ‘Givers Gain’ manner and repeatedly it fails.

So what can you do?

Firstly… start looking for new partners (I am not saying immediately disengage with the old ones – yet. This is your choice). It will be hard to move someone from a financial agreement to other forms of reward (although not impossible, maybe they don’t like it either).

I say ‘reward’ and not ‘motivation’, because some studies actually show that non-financial motivation can be more effective than financial motivation. Particularly for some nationalities and industries, it is very much the norm to pay cash for referrals. We see this repeatedly in the Middle East, particularly with its diversity of nationalities.

When I have suggested finding new partners to my clients, they immediately start looking back in their own industry or similar industries for partners. One problem with this is that, in certain circles, the majority of the companies work in this manner – paying cash for referrals. So they are “stepping back into the fire” so to speak.

One solution we are having success with, is getting the client to be laser specific about their Target Market. If we can bring that Target Market down to an individual type (description of a person), then we can start to find that person in completely different industries. These industries, although completely different, do have connections to each other’s ideal clients (Target Market). These people, because they are so far removed, are less likely to be expecting cash for referrals and hence it’s an easier conversation.

There is the added advantage that your competitors, who are not trained in Referral Marketing, will undoubtedly not be so definitive in their search and, hence, you will have no competition for their referrals.

Even less reason for them to ask for referral fees!

What do we tell our kids when they are learning a new skill like riding a bike, doing maths or a language? “Practice makes perfect. You need to keep at until you become skilled, comfortable can do it with out thinking”

Yet as adults we do a training course once and expect to know it all! Chances are a few months later we have forgotten the majority of all that life changing information.

In our certified networker program some of my attendees come back a second time to re-sit the program. Why you ask? well Pam Wilson from Silla explains:

“Doing The Certified Networker Program for the second time has been incredibly beneficial for me.

There is a lot of information to take in and although I thought that I had absorbed a lot of the concepts in Round 1, I do feel that doing it a second time is helping me to really absorb the information at much deeper level. My approach is completely different this time because I have realized the huge benefit of taking each module after the meeting and applying it to my business.

It is hugely beneficial to meet each week with my Certified Networker colleagues and although we cover each module in detail in the meeting, there is obviously no time for each of us to individually brainstorm relative issues in our own businesses. I have found that by setting aside time in my diary to work the module just learned, that not only do I gain so much more benefit from each module but it helps me to keep immersed and actively involved in the networking process.

This process helps me to work ON my business instead of losing myself in the busyness of working IN it.

Thank you Phil.

Pam Wilson

Silla, the gateway to your health

Feel free to use this formula. It is a brief version of the Referral Pipeline calculator from the Referral Institute Referral Pipeline course. I use this for new BNI members to get their Mindset of giving, training and contribution from the start.

Use this when the Chapter President ( Chapter Director ) sits with the new members for their induction after being accepted into the chapter.

1 Imagine in 1 years time when your renewal is up . What is the amount you will have earned that will make you hand over the renewal fee immediately no hesitation?. Have they even thought about it? Get them to consider , membership fees, their weekly payment, their hourly rate for time invested. The profit to make it worth it. I normally want them to be about 170,000aed ( $46,500 ) +

2 Ask,How much is the value of 1 referral to your business average ( people will tell you they can’t do it because they have low and high fees. Reiterate AVERAGE )
a. Calculate number 1 divided by number 2 =number of closed referrals needed each year

3 What is your closing % . i.e from each 10 referrals how many will you close 1in 10 = 10% hence they take the value of 0.10 and x 2a above = number of referrals needed to hit their target.

4 How many weeks will they be at BNI 50 ? or 48?

a. Divide number 3 by 50 or 48 = how many referrals they need to receive each week

5 Here is the kicker- based on Givers Gain if they want to get 2 referrals a week guess how many they have to GIVE = 2 ?
( this may fluctuate depending on average business value and industry but the idea is the same )
For anyone who is concerned at this point remind them that BNI has training and support to help them achieve this as part of the membership.

If you want to see a more accurate calculator here is a link feel free to use or share it.
Good luck

One of the ways I promote my Referral Partners is on my email signature. I have a small section mentioning who they are and the benefits of their product or service.

I tend to reserve this tactic for people who also go above and beyond in helping me. I have also experienced their product or service myself and am confident to refer them.

The individuals will also be experienced in Referral Marketing so they understand the process.

They are free to get in touch directly or I will introduce them. Ideally, I like to introduce them because it also gives me that chance to ask the potential client pre qualifying questions on behalf of my referral source. This will save my Referral Partner time and make their business more efficient. If the product or service is not right for the prospect then we establish this in the questioning and I can refer to another supplier if I know one. Either way I am providing a better quality referral and not wasting anyone’s time.

Finally, keep it brief.

Only this week I have generated 2 fantastic referrals from my signature promotion.

One of the simple techniques we use with our clients to hep generate social capital is the “how are you”? call . Simply call your network once in a while to see how they are. There is one caveat it is not to sell to them or ask for anything . It is a simple how are you phone call.

It is interesting however that this simple technique can also produce results.

This week two of my Certified Networker students reported that as a result of these calls they generated Business.

Vanita Kapoor from Envogue events found out that the person she had called had lost her details and was actually trying to get hold of her and was about to give up. She ended up getting two events as a result.

Ramez Helou of the Sales Academy called a friend he hadn’t seen for a while to say “HI”. Two days later his friend called him back and asked if he would consider working in Oman. He said he would love to go there to teach sales skills and off he went. By all accounts it was a peach of a contract.

Who have you not spoken to lately?

Networking is a muscle

I was speaking to one of my network this morning. Warsha Joshi from Platinum VA. She was explaining how suddenly she was seeing opportunities to refer and help people all over the place. She is also receiving an increase in high level quality referrals. And importantly an increase in closed business with ideal clients.

Does this have anything to do with the fact that she now finds herself surrounded by a group of highly motivated people who are helping her to succeed with referrals and advice? People she also helps and advises in return because she believes in them and their business.

What doesn’t always appear obvious is that most business people actually have all these opportunities and networks all around them to start with. They just don’t see it; because they have not opened their eyes to the opportunities nor have they been trained what to look for- they have never worked their networking/referral marketing muscle.

Developing these opportunities requires an investment in time, education and resources with the catalyst of “mindset” to bind it together.

Many people think of networking as meeting as many people as possible getting their business card and selling them a product or service. This could also be called cold calling face to face.

This is very much like digging up a fruit tree to carry away the fruit, a one time hit. Rather than watering and caring for the tree to reap regular fresh fruit that could last for years and while there suddenly finding there are other trees which bare fruit and often even better fruit.

Warsha has learnt that by thinking of others and especially being strategic about the people in her closest network she is using her time and resources more efficiently. She is working less and getting more ROI “return on relationships”

Networking and referral marketing are muscles that need to be worked.

As with any muscle the correct technique needs to be employed in the exercise to prevent damage (bad word of mouth or inappropriate referrals). It also needs to be worked regularly to ensure it gets stronger (immersion –a way of life).

Practice does not make perfect. “Perfect” practice makes perfect.

When we are kids we are told to try an try again to get good at something. As adults we attend a training session once and think we know it all.

Doing any course twice, just like watching the same film twice will revile many new learnings and things we missed.

I suggest what ever course you attend whether Referral Marketing, networking, cookery or dance. Do it again.

Now back to my “Peter and Jane ” book:)

Ever thought of a referral request as a readymade sandwich?

Have you ever been hungry and someone has offered you readymade sandwich? It’s great, you just pick it up and eat.

Imagine, someone saying “are you hungry” and then “well if you are, go and make it yourself “I know I have often said “oh what the heck I can’t be bothered I will wait”.

Referrals can be a bit like this.

You may be asking for referrals from your network and they may want to be giving them to you.
Yet they often never come. One reason maybe that they simply do not know: Who to say it to; what to say; how to start the conversation and even move onto an introduction to you.

This is asking them to make the sandwich themselves. We need to provide them with a readymade sandwich, if we want their help.

Tell them who you want to speak to, give them a script from first contact, to developing a need and introducing you as the solution. While we are at it, they can also handle objections for you.

Even worse your contact may decide themselves what to put in the sandwich, and get it completely wrong. You get the wrong clients, poorly briefed referrals and a number of annoyed people at having their time wasted

We must make it easy for them to help us.

Referrals should be a readymade sandwich

I often hear people saying they are not on Facebook because it’s not serious. Business should be done on Linked IN. They even say Facebook and social media as a whole, is a waste of time.

I would argue they are very different, both applicable, and both can generate business. While I do not want to go down the route of training people which to use and when. I would leave this to social media experts in your network.

What I am willing to comment on is my own experiences.

I am active on Facebook, I spend about 20 minutes a Day Maximum ( my wife won’t let me spend more:) )
I mix my posts between what is going on in my life, some bits social; some bits business; some bits just fun. After all when we do business don’t “people buy people?”

If I were to go on Facebook and only sell I would soon have everyone deleting my contact. If all I did was make comments like” off shopping” or “shampooing the dog” people will soon get bored.

It is variety that is key. I also have a number of pages for each of my networks and I blog regularly

Anyway, this week I have 2 connections from Facebook attend my chapter both have applied to join. Both will be great additions to the chapter.

James Hartnell was introduced by his wife Priya, after I commented on her post for assistance. I referred her to a colleague. She checked out what my profile and the result was her husband attending our BNI chapter.

The other Tayyeb Sharaz, is an old work colleague who has been a connection for over a year and now his business is in a position to free him up to network He contacted me and asked to attend.

A third contact Vanita Kapoor attended and she has joined “The Referrals for Life Community “ and will join BNI soon as part of her strategy.
Facebook gives you touches, it helps your visibility marketing and lets people now what’s happening. It’s up to you to build credibility and then progress them to Profitable Referral Relationships.

Social media is not a total solution, is part of your referral marketing plan or at least it should be.

Ladies and Gents, it works if you work it. Good luck