What is a referral?

R U Marketing is a member of BNI New Zealand, which is a referral based organisation. Being part of BNI is a great way for small to medium sized organisations to establish a strong referral network.

So what is a referral?

"A referral is the name and contact details of a prospective customer which have been passed on to you by an existing contact with the intention of the new contact becoming a customer."

Within BNI we take this further, we don't just pass a contact on, as we consider this a lead rather than a referral, we also "warm up the contact" by speaking to them about the upcoming contact and give some background on the existing relationship.

Many BNI members are reactive in their referrals. By this I mean they get to know all their BNI chapter members well, then when out in day to day business listen for potential opportunities to pass on the details of their BNI colleagues. This creates stronger referrals, and adds value to the referrers credibility within the chapter.

This is one of the biggest benefits of being part of a referral network were you are able to build long term trusting relationships with a like minded group of business people looking to develop their business through relationships.

SO when was the last warmed up referral you received?