Can You be a Little More Specific?
Start the Applause Chapter Four
This past week in our BNI Chapter, we began a “Pass It On” recognition that will run each week. Basically, I paid very close attention to everyone’s Sales Manager Minutes, noted the people who followed the criteria for an effective message, and then chose someone. There were really just a handful of people who asked for specific referrals. I chose someone who has been in the chapter a long time, keeps a low profile, but is committed to the success of the chapter. His job next week is to do the same, and so on.
While preparing my own Sales Manager Minute, I decided to get as specific as possible. I asked for the name of the business and named the owner. As it turns out, two of our chapter members not only know her, but she is a client of theirs. They both let me know ASAP that they would introduce me.
If you are having trouble thinking of specific referrals to ask for, it may be because you are not clear on who your target market is. If you were, you would probably know of at least three people or companies you would like to do business with. Or maybe you don’t spend much time thinking about who you would like to do business with. If you know the types of businesses, then do some research and then begin asking for specific referrals. I can all but guarantee you will get better results from your chapter.
So what are you waiting for?