BNI members are always looking for ways to get a higher return on the time they invest developing their business relationships. Successful members will tell you that one very effective strategy is testimonials. Webster's dictionary defines testimonial as a "statement testifying to benefits received." It's amazing that something so simple can have a huge impact on the referral business you can generate for your referral sources and on the business your referral sources can generate for you.
There are a few key questions that you can ask when you are trying to determine the best ways to use testimonials as part of your referral strategy:
- Why should I give testimonials?
- How can I create testimonials to give about others?
- What's the best way to deliver a testimonial?
Why should I give testimonials?
Sure, when you give testimonials about others, it makes them feel good. But what are the real benefits to using testimonials in your strategy to generate more business for others?
Testimonials are used to create credibility for the person in the spotlight. When you give a powerful testimonial about someone, the credibility and trust you create for him or her far outweighs anything that he or she can possibly say about him or herself. In fact, sometimes a strong testimonial, properly placed and effectively delivered, can create more value for an individual or business than a new client. One good testimonial can generate several new clients, and effective testimonials truly keep on giving.
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"Masters of Success" Released
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HUDDLE TIME
How to Be a Fearless Networker
You can beat anxiety and gain confidence in your people skills
By Ken Marsh
"The task we must set for ourselves is not to feel secure, but to be able to tolerate
insecurity."
—Erich Fromm
Even if you are shy or timid, if you avoid reaching out to people or if you are reluctant to greet new people, you can learn to engage others in conversation and develop win-win relationships. I should know. I wrote the book on this: "Fearless Networking: A step by step guide to mastering networking for beginners or professionals, even the shy & timid."
The central focus of the "fearless networker" rests solely on being a problem solver. Shy and timid networkers do not need the added pressure and anxiety inherent in their thoughts when the focus is on them. When we ask, "What's in it for me?" and "What can I get for my time?" we are under pressure to perform. Instead, the appropriate questions are "How might I help the business owners in attendance?" and "How might I contribute to the professionals attending the event?" This approach is a sure-fire way to ease anxiety and stress when business networking.
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Be a Referral Leader
What you can learn from Rudy Giuliani's 6 rules of leadership
By Jerry Schwartz, BNI Executive Director, Maryland and Washington D.C.
In a recent seminar, Rudolf Giuliani, former Mayor of New York, talked about the six principals of being an effective leader. These same six principals certainly apply to BNI members in getting quality referrals.
1.) "Develop strong beliefs. Figure out what you believe in." In BNI you need to believe in the referral process and the true meaning of "Givers Gain."
2.) "Be an optimist. People follow hopes, dreams and solutions. Be a problem solver." People also follow referral givers. Those who pass the most referrals will usually receive the most. Becoming a problem solver for your friends, relatives and business contacts allows you to find referrals for your fellow members.
3.) "Have courage. Courage is understanding your fears and dealing with them." The biggest fear in BNI is finding those tough referrals for your chapter. But if you have the courage to get out of your comfort zone, you will make that extra phone call, develop new contacts for your referral partners and make sure your referrals are strong.
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