How to really say thank you for a referral!

Something I’ve written about before is how little thanks some members give for the referrals they receive. It’s almost as if they think it’s their right, that’s what BNI and being part of a chapter is all about, so why would they have to put any effort into thanking another member for a referral they are given.

Well, if for no other reason than it’s just polite; a smile and a warm hand-shake is the least that anyone can expect, surely? But how about an email after the meeting, or a phone call, or even a card in the post, thanking the person concerned and letting them know how much you appreciate their efforts?

After all, isn’t it about building great relationships with your referral partners and even maybe giving them the incentive to find you another referral? Certainly, if I have worked hard to find someone a referral and all I get in return is a muffled thank you, I’m not inclined to put myself out again for that person.

And that’s what made what happened at the Isis Chapter in Ealing last week. So great! During the 60 Second round, Yaro Kowalczyk of Compcontrol IT, asked another member to stand, Raj Sohal of Archer Bond Property Investment. It seems that Raj was rather surprised to be asked to stand but not as shocked as he was when Yaro presented him with a free iPad.

Yaro Kowalczyk of Compcontrol presenting iPad to Raj Sohal

The reason? Raj had given Yaro his dream referral and he wanted to let Raj know just how much he appreciated his efforts.

Now I don’t know about you, but with a thank you like that I would be looking for another similar referral for Compcontrol and not just in the hope that I might be lucky enough get another iPad, but because I knew just how much it had meant to the person.

Now I not suggesting that you rush out and add to Apple’s profits, but I am suggesting that you think about the amount of thanks you give to the members that find you referrals. Because you just never know what it might do to your relationships with the people concerned.

Simply Brilliant!

My last blog, Super Trouper, got me thinking. Were there many 10 Minutes over the past 12 years that I remembered? Sadly, I have to say that the answer is no.

I can call to mind some that went badly wrong and a few that were pretty good, but I can’t remember who did them; so not particularly useful for any of the people concerned.

But I do remember one 10 Minute from a few years ago; pretty much in every detail.

I was at the Hogarth chapter in Chiswick. The 10 Minute Speaker was introduced and given the room and with that asked us all to stand and to please follow him as fast as we could. And with that promptly left the restaurant.

We all rushed after him. Left out of the door and left into a side road, where he had stopped and stood in front of three cars. This was a 10 Minute by Ashley Winston of Palmdale Motors – Car Finders.

Ashley said a few words of introduction and then presented the owner of each car in turn. They then told us how Palmdale had found them their dream car and at a price that they couldn’t have got it for themselves. And with a lot less hassle.

Ashley ended by adding a few words before asking us to follow him back to Carluccio’s. By the time I sat down again we had been exactly 10 minutes.

It had been the perfect 10 Minutes. Memorable, it had visuals, stories, client testimonials (in person), told us what Palmdale did and how they helped people, and exactly what sort of business they were looking for. And it took 10 minutes.

Of course I now had to email Ashley and ask him about it. In no time at all I received a reply telling me that people still talked about the morning and he also included his notes about his presentation. I think the notes are even more impressive than his 10 Minutes!

Everything is detailed, with photos, maps, and exact timings. His clients needed to get their parking slots by 6.00am (doesn’t that say something about their relationship with Ashley?), and each was asked to stand ‘…on the street-side of the car leaning against the front wing.’ What amazing attention to detail.

But I guess I should have expected nothing less knowing how Ashley runs his business.

I have to say that this is a great example of how a brilliant 10 Minute presentation can work for you for years. Just out of interest Ashley did his 10 Minute on the 27th May 2010. My favourite car? The Mustang of course!

Not the actual Mustang but one I would love

So, as I said in my last blog, what can you do in your next 10 Minutes that will get you remembered (for the right reasons) for years to come?