BNI Elevate is a networking community organized to help our members make more money through structured collaboration and referrals.
In the past few weeks, we learned that we are sitting on a gold mine here at Elevate, and now that you’ve become the ‘go to’ person in your profession you’ve started receiving referrals.
And because you are grateful for those referrals, you want to express your gratitude to the person that gave you that business.
Let’s take Yotam for example. He’s the best therapeutic masseuse in Manhattan. I know because I’m a finely tuned machine and he’s worked on me.
Every week Yotam tells us that Sharon is awesome for giving him the referral that keeps on giving and that’s the end of the details.
And that’s the wrong way to do it. Sorry, Yotam.
The right way to do it will help you to get more referrals just like the one that Sharon gave you.
So how do you make more money by expressing gratitude the right way?
You can use the full 30 seconds of your commercial to thank Sharon for the referral, but you have to teach the rest of us why that was a perfect referral and how we can make more of those types of referrals.
So Yotam, why was the referral Sharon gave perfect? Tell me the details.
“Sharon referred me to “Tom Smith”. He is a celebrity personal trainer and health guru. He beats up his high net worth clients and then he sends them to me for massage and recovery. So this one referral by Sharon has gotten me a bunch of clients by way of Tom.”
Now tell me how we can more introductions like that.
“If you know any other personal trainers that work with high net worth people or celebrities, please email me and I’ll tell you how to make an easy introduction.
That’s any other personal trainers that work with high net worth people or celebrities.”
So to recap, a great thank you commercial has the following format:
- I want to thank someone for the perfect referral. Tell us who deserves your gratitude.
- It was a perfect referral because, why? Educate us on why that referral is so good.
- And wrap it up by telling us how we can make more introductions like that.
This format allows you to express gratitude towards the fellow member who gave you a referral and it trains the rest of us on how to make similar introductions.
So the next time, you want to thank someone for a referral, use your commercial to do it the right way, and I guarantee that you’ll get more referrals and … make more money.