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What is a Referral?   Using the BNI Referral Slip   David Smith SuddenlyInSite.com Internet Marketing

The BNI Referral Slip is one of the key tools for accomplishing our primary goal as a BNI chapter: Passing qualified referrals and building our businesses.

It was carefully designed to:

• Support the BNI referral philosophy of passing qualified referrals
• Guide you in the process of growing a referral to the point it is ready to pass
• Communicate the key information you need to communicate in order to make a referral successful
• Help you keep a record of the business profitability of this chapter (Remember those members who occasionally wave a stack of referral slips in the air as they thank our chapter?)
• Help our chapter (VP) record our referral progress as a chapter:
  • Suggest tune-ups
  • Follow-ups
  • Report to BNI Oregon and BNI International

The Referral Slip has only three purposes:

1. Pass a qualified referral.
2. Record a one-to-one meeting. (Only one slip counts, but if you both turn one in, that’s not a problem.)
3. Record attendance at an official BNI or Kruse Way event.

What a Referral Slip is not:

• A thank you note for services/products
• A form to note repeat orders (every time I visit the chiropractor or hair stylist)
• A prediction: “I’m working on this referral and it will be ready soon.”

What is a qualified referral? Notice the thermometer on the right side of the card with levels 1-5.

1 = Cold call. (I think this person could use your products or services)

2 = Qualified cold call. (This person has mentioned the need for products or services like the ones you provide)

3 = Meeting desired. I’ve specifically mentioned your products or services to this person and they’re interested in meeting you.

4 = Urgent to meet ASAP. This person wants to meet you immediately and is waiting for your call now.

5 = Ready to order. This person is ready to place an order with you now.

Kruse Way considers level 3 and above to be qualified referrals.

• Please wait and grow the referral to level 3 before passing a referral slip. Level 3: Meeting desired.
  • Exception: A member specifically requests level 1 or 2. (Show of hands of those who want levels 1 and 2)

Finally, fill out the form completely. Complete information is vital to the success of our referral process.

• Contact information
• Check boxes:
  • “Given your card”
  • “Told you would call.”
• Comments.
• Thermometer.
• Get white, pink and yellow slips where they belong.