For members of BNI (Business Network International), the ability to generate high-quality referrals not only strengthens relationships within the chapter but also leads to tangible business growth. Yet, while many BNI members understand the importance of referrals, not everyone knows how to proactively create them. This is where the expertise of Darren Jamieson from Engage Web comes in.

In a recent presentation shared on BNI Education Slots, Darren outlined three powerful strategies to create referrals from nothing. These strategies are designed to help BNI members go beyond simply reacting to referral opportunities and instead become proactive “Creators” of referrals. In this blog post, we will dive deep into Darren’s three strategies, exploring how you can implement them to enhance your effectiveness within BNI and boost your business success.

The Importance of Being a Referral Creator

Before we delve into the strategies, it’s crucial to understand the concept of a “Referral Creator.” In BNI, members are often categorized into three types based on their referral-giving behavior:

1. The Reactor: This person responds to direct requests for referrals but doesn’t go out of their way to create new opportunities.
2. The Promoter: This person actively listens for opportunities to promote others within the network when the situation arises.
3. The Creator: This is the most proactive type. A Referral Creator doesn’t wait for opportunities to come to them; they actively seek out or even create referral opportunities from scratch.

The goal for any BNI member should be to evolve into a Referral Creator. By doing so, you can provide more value to your chapter, build stronger business relationships, and ultimately, grow your own business. Darren’s strategies are specifically designed to help you achieve this.

Strategy 1: Leveraging LinkedIn to Create Referrals

LinkedIn, the world’s largest professional networking platform, is an incredibly powerful tool for creating referrals. Darren’s first strategy revolves around using LinkedIn to facilitate connections between BNI members and the contacts they need to meet.

How It Works:

Imagine a fellow BNI member asks for an introduction to a specific individual, let’s say Bob Smith from Bob’s Brewery. If you don’t know Bob Smith personally, you might initially think you can’t help. However, as a Referral Creator, you can use LinkedIn to find mutual connections who might be able to facilitate the introduction.

Steps to Implement:

1. Search for the Contact: Start by searching for Bob Smith on LinkedIn to see if you have any mutual connections.
2. Identify Mutual Connections: Once you identify a mutual connection, reach out to them—not Bob Smith directly. This is key because contacting the target person directly without a prior relationship can come across as cold and impersonal.
3. Make the Call: Contact the mutual connection via a phone call or a direct message. Explain that you are trying to help a fellow BNI member with an introduction. Most people are happy to help when they see you’re trying to do a good turn for someone else.

Why It Works:

This approach works because it builds on existing relationships. The mutual connection is more likely to facilitate the introduction because they trust you and want to help. Moreover, by positioning yourself as someone who helps others, you enhance your own reputation within your network.

Strategy 2: Asking the Right Questions to Uncover Referral Opportunities

Darren’s second strategy emphasizes the power of asking the right questions to uncover potential referral opportunities. This approach is particularly effective when dealing with fellow BNI members or even business owners outside of your chapter.

How It Works:

During conversations with other business professionals, whether they are BNI members or not, ask them where they typically get their referrals. This simple question can open the door to numerous opportunities to create referrals.

Steps to Implement:

1. Initiate a Conversation: When you’re talking to a fellow BNI member or another business owner, casually ask them where they get their business referrals.
2. Listen for Gaps: Pay close attention to their response. They might mention certain industries or types of professionals they regularly receive referrals from—or, conversely, those they struggle to get.
3. Create the Connection: If they express a need for a particular type of referral, think about your network. Do you know someone who could fill that gap? If so, make the connection.

Example in Action:

Darren shared an example where he asked a former BNI member, Phil Ller, where he gets most of his business referrals. Phil mentioned that he receives a lot of business from letting agents because they frequently need handyman services. Recognizing an opportunity, Darren reached out to one of his letting agent clients and suggested Phil’s handyman services, thereby creating a new referral.

Why It Works:

This strategy works because it’s based on understanding the needs of others. By asking the right questions, you can uncover gaps in their referral network that you can fill, thus positioning yourself as a valuable connector. This not only benefits the person receiving the referral but also strengthens your relationship with both parties involved.

Strategy 3: Using Social Media to Generate Referrals and Visitors

Social media platforms, particularly Facebook and LinkedIn, are excellent tools for generating referrals. Darren’s third strategy involves using these platforms to post recommendation requests that can lead to new business opportunities for BNI members.

How It Works:

By posting a recommendation request on your social media platform of choice, you can tap into your extended network to find professionals who meet the specific needs of your BNI chapter members.

Steps to Implement:

1. Craft a Recommendation Request: Post a simple message on Facebook, LinkedIn, or any other platform, asking for recommendations for a specific type of service provider. For example, “Can anyone recommend a reliable emergency plumber? Preferably someone you’ve used personally.”
2. Engage with Responses: Social media platforms often turn these types of posts into recommendation threads, encouraging your connections to comment with their suggestions.
3. Reach Out: Once you’ve received several recommendations, reach out to those who were recommended and see if they are interested in connecting with your BNI member. This can also serve as an opportunity to invite them to visit your BNI chapter.

Example in Action:

Darren shared that he has successfully used this method to generate multiple referrals and even bring visitors to his BNI chapter. By simply asking for a recommendation on social media, he was able to facilitate introductions that benefited both his fellow BNI members and the recommended professionals.

Why It Works:

This strategy works because it leverages the power of social proof. When people see that others are recommending a particular service provider, they are more likely to trust that recommendation. Additionally, it’s an easy way to reach a large audience with minimal effort, increasing the chances of generating multiple referrals.

Conclusion

Becoming a Referral Creator is a game-changer for any BNI member. It elevates you from simply participating in your chapter to actively driving its success. Darren Jamieson’s three strategies—leveraging LinkedIn, asking the right questions, and using social media—provide practical and effective ways to create referrals from scratch.

By implementing these strategies, you can significantly increase the number of referrals you pass to your fellow BNI members, which in turn will lead to more referrals coming your way. Remember, BNI operates on the principle of “Givers Gain,” and by being a proactive referral creator, you are living this principle to its fullest.

So, start today. Try out these strategies and watch as your ability to generate referrals—and your success within BNI—soars. And don’t forget to share your results with your chapter and encourage others to adopt these approaches. Together, you can create a thriving, referral-rich environment that benefits everyone involved.

Call to Action:

If you found these strategies helpful, be sure to share this blog post with your BNI chapter and fellow business professionals. For more tips and insights on business networking, visit bnieducationslots.com and subscribe to our newsletter. Let’s grow together by creating more referrals and building stronger business networks!