BNI Elevate is a million dollar a month, networking community organized to help our members make more money through structured collaboration and referrals.
Last week at our Elevator Accelerator, we revisited a topic that’s on many members’ minds.
Why am I always pissed at Amy?
OK, seriously, the topic was ‘how come I’m not getting more referrals?’
And the short answer is that you are over-complicating your networking and your commercial.
Let’s take a look at our former member, Amy Joelle.
Amy was a top physicist and sold the best nuclear reactors in the world.
And her sales pitch, which will not be a surprise to any of you, was: ‘I have the best nuclear reactors in the world.’
The issue is that none of her clients thought in terms of nuclear reactors.
And that means that Amy never received any referrals and she never sold any nuclear reactors.
What Amy didn’t understand was that her clients didn’t care about owning the best nuclear reactor.
They were interested in cheap, sustainable energy with a low carbon footprint.
You might ask but what about the radiation?
Her clients didn’t care about that, which was awesome for Jeff Anderson, who would get future environment remediation referrals to clean up the nuclear waste.
That’s a win-win in my book!
Anyway, if Amy Joelle pitched cheap, sustainable energy with a low carbon footprint, her message would have actually resonated with her referral partners here in Elevate.
All of our clients were asking us about cheap energy, and yet they never asked us about nuclear reactors.
That means we were never able to give Amy Joelle referrals even though our clients actually needed her nuclear reactors which could produce cheap energy.
So, if you feel like you’re not getting the amount of referrals you want, I would suggest that you simplify your pitch away from what you do or what you sell, and focus on the problems you solve.
But the key to success here is that your pitch should be in the words that your clients use when they think about the problems you can solve.
If you do that, I guarantee that your referrals will be energized and you will definitely make more money.