This worksheet is designed to help you get the most out of your one-on-one sessions by carefully taking notes and actively listening, ensuring you generate higher quality referrals for your fellow BNI members. Remember, Giver’s Gain!
Member Name: _______________________
Date: _______________________
- What are your key goals for your company?
Understanding their long-term vision will help you align potential referrals with their business objectives. - What achievements have you accomplished with your business?
Learn about their past successes to better identify prospects that fit their proven areas of expertise. - What are your strengths within the company?
Discover their core competencies, so you can refer clients that need their unique skills and services. - Describe three of your best clients.
This helps you get a clearer picture of their ideal client profile and the type of businesses they successfully serve. - Who are your ideal contact sphere professionals not yet in the chapter?
Identifying strategic partners outside the chapter allows you to look for those who could enhance their network. - Are you confident in your infomercial/memory hook? (Yes/No). If “No,” would you like help or ideas to improve it?
A strong, memorable pitch is crucial for leaving a lasting impression, so offering assistance can sharpen their message. - What key phrases should I listen for to recognize a potential referral for you?
These phrases act as verbal cues that will help you know when to introduce their services during conversations. - How can I qualify a referral to ensure they’re serious about working with you?
Understanding their criteria for qualified leads will help you filter out non-serious prospects, ensuring better conversions. - What does NOT make a good referral for you?
Clarifying what doesn’t work for them prevents misalignment and wasted effort on poor-quality referrals. - In what other ways can I support you?
This opens the door for additional collaboration, offering help in areas beyond referrals to strengthen the partnership.
Tips for Success:
- Respect each other’s time by staying focused and prepared for the conversation.
- Be a good listener to gain valuable insights about your partner’s needs and preferences.
- Stay positive and provide encouragement, fostering a productive and uplifting dialogue.
- Focus on the discussion by avoiding distractions and keeping the conversation on track.
- Actively work on finding quality referrals based on the information you gather to fulfill the “Giver’s Gain” philosophy.
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