A BNI Director once told me about a member who called him and said he was quitting his group because he wasn’t getting enough business. That very same day, the Director received a call from the Membership Committee of that same chapter. He asked if they could remove that member. He wasn’t following up on the referrals he was being given by other members. Don’t be this guy!
When I hear stories like this I just shake my head in disbelief. Referrals don’t equal more business. Following up on referrals leads to more business. And yes, doing a good job and providing good customer service are important in order to keep getting referrals.
If you get referrals and don’t follow up on them – you’re not going to get more business.
When you give a referral, you give a little bit of your reputation away. If you give a referral with a strong recommendation and then the service provider doesn’t actually follow up with the contact – the service provider not only looks bad – you look bad for giving the referral!
By the way, the group removed the member who wasn’t following up. I heard he now has a job at the Department of Motor Vehicles. Repeat after me, “If you don’t follow up on referrals, you’re not going to get more business.” And then, you might have to take a job at the Department of Motor Vehicles.
Following up on the referrals you get – – – is it me, or does that seem incredibly obvious? Please tell me – that’s incredibly obvious right?