Giving Referrals When You Do Not Have a Customer to Send Yet

One of the most common worries for new BNI members goes something like this: "I want to help, but I do not have anyone who needs a plumber right now." You sit through the meeting, hear everyone's asks and feel like you have nothing to offer.

The truth is that a referral does not always have to be a customer with a checkbook. There are plenty of ways to help other members grow, even in a week when nobody you know is shopping for what they sell.

Change how you think about a referral

A referral is any opportunity you pass along that helps someone's business. Sometimes that is a hot lead. But it can also be:

An introduction to someone who serves the same customers
A connection to a group, association or organization
A recommendation to a vendor who could save them time or money
A speaking or exposure opportunity
Useful information about a project, opening or new development

In Givers Gain®, the spirit matters more than the size. Small, thoughtful referrals build the relationships that lead to big ones.

Introduce members to referral partners

This may be the most valuable thing you can do. Instead of sending one customer, connect a member with someone who could send them customers again and again.

A few examples:

Introduce a real estate agent to a property manager you know
Connect an HVAC company with a home warranty rep or a remodeler
Introduce a bookkeeper to a business coach or attorney
Connect a photographer with an event planner or wedding venue

Each of these can lead to a steady stream of business long after your introduction.

Use your own business as a referral

Sometimes you are the customer. If you need a service that a fellow member provides, hire them. Need new business cards, a tune-up on your AC before the summer is over, or a bookkeeper? Start with the room.

When you use a member's services, you also get firsthand experience. That makes your future referrals for them more confident and more specific.

Open doors in your community

Think about the places you already spend time:

Your HOA or neighborhood group
Your church or community organizations
Your kids' school and sports teams
Industry associations and chambers of commerce

Many of these have needs that members can fill, such as a speaker for a meeting, a vendor for an event or a sponsor for a fundraiser. Late August is a good time to look, since school is back in session and a lot of fall events are being planned right now.

Listen for trigger phrases

You often have referrals in your week without realizing it. Train yourself to notice when people say things like:

"We just bought a house."
"Our AC has been making a weird noise."
"I am thinking about selling."
"We are finally starting that remodel."
"I need to get my business finances in order."

When you hear one, ask a follow-up question and offer to connect them with a member. That is a referral.

Give testimonials and recommendations

If you have worked with a member and had a good experience, say so. Share it in the meeting, write an online review or post a recommendation on LinkedIn. Public praise from a real client carries a lot of weight and costs you nothing but a few minutes.

Do one-to-ones with purpose

The better you understand a member's business, the more referrals you will spot. During a one-to-one, ask:

Who is your ideal customer?
What does a typical client say right before they call you?
Who else do your clients usually hire around the same time?

Write the answers down. They become your list of things to listen for.

A simple weekly goal

If you are not sure where to start, aim for one meaningful action each week:

Make one introduction between a member and a potential partner.
Hire or recommend one member's service.
Share one testimonial or review.

Over a few months, that adds up to dozens of chances to help.

Want to see how a referral-focused chapter works? Visit BNI A1 Networkers on a Thursday at 7:00 AM at Brothers Family Restaurant in Peoria. Plan your visit.