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"Hot" Referral Slips
What does the 1 to 5 scale on a referral slip signify? This is what Cheryl Luscombe wrote to a BNI member...
The 1 to 5 scale simply measures how ‘hot’ it is: this could be in terms of the likelihood of it going ahead, e.g. If it’s for a new conservatory that someone definitely wants to get done and the BNI member has been highly recommended, but they don’t mind waiting for the work to be started over the next weeks/months, then it’s a ‘5’; or in terms of urgency, e.g. Someone needs a new van for the business now – they have various options, so you should call them before the competition gets in.
Importantly referrals should always be followed up that day or by the next day at the latest – Even if the referral is a 1.
This is because a BNI member has worked hard to get that referral, talked to the potential client to let them know someone would be calling – The quicker that call is made, the better the BNI network/your business credibility looks. The more that initial call is delayed, the ‘colder’ the referral gets.
Here is what happened to Cheryl in her own words...
"A conservatory salesman received a referral from me (for my house). It was a definite 5 as my husband and I want it done over the next couple of months. It took him 2 weeks to call me (business credibility plummeted). He then scheduled an appointment for noon on Monday. By 12:30, no one was here, so I called the office who said they would get back to me. They got back to me the next day and asked to schedule a new appointment. Business credibility out the window!
Keep an eye out for the new advanced skills workshops coming out in August and running every month. Attend the workshops and avoid simple mistakes that might cost you business...
"I've missed over 9,000 shots in my career. I've lost almost 300 games. 26 times I've been trusted to take the game-winning shot... and missed. I've failed over and over and over again in my life. And that is why I succeed."
Why not call someone who has repeatedly said "no" and ask them again.