You want to know why building social capital is one of the best investments you can make to ensure your future success and that of others you network with ?
To succeed in creating networks, you need to build deep referral relationships. Many people rely on recommendations from others as their primary source of business. However, not everyone who relies on recommendations succeeds. Many people have superficial referral relationships. They know just enough about a referral source's business to get by. They probably couldn't tell you anything more about the company than what you can read on their business card. They have not built enough social capital with their referral relationships to be able to rely on them when they need something.
Social capital is like financial capital
Building deep referral relationships depends almost entirely on the social capital you've built with someone. To accumulate financial capital, you need to invest and grow your assets. You must have money in the bank before you can make a withdrawal. Building social capital is the basis for future success. You want to understand how to get the most out of networking by building real referral relationships ? Before asking for a recommendation, first make sure you have established a deep referral relationship by knowing as many of the following things about this person :
• You think she is an expert at what she does.
• You trust him to do an excellent job and you take great care of the people you refer to him.
• You have known each other for at least a year.
• You understand at least three important products or services of their company and feel comfortable explaining them to others.
• You know the names of their family members and have met them personally.
• You both wondered how you could contribute to the growth of your respective businesses.
• You know at least five of their goals for the year, including personal and business goals.
• You can call him at 9 p.m. if you need anything.
• You would not feel embarrassed to ask for help with a personal or professional challenge.
• You enjoy the time you spend together.
• You have regular appointments, both professional and personal.
• You enjoy seeing her succeed more.
• She is regularly “at the top of the list”.
• You have open and honest discussions about how you can help each other.
Give a recommendation, it’s giving one’s reputation
SO, what are your conclusions about the depth of your current referral relationships ? What areas can you improve to deepen your relationships? ? Recommendations are personal. It takes time and commitment to develop this type of relationship. When you give a recommendation, you give away a little of your reputation. You need to know the person who will affect your reputation.
You want to know more ? SO, why not come and take part in one of our business meetings ? The entire BNI Réunion and BNI Maurice team is dedicated to the success and economic development of local businesses : this is the heart of our mission !
Contact us, we will be delighted to welcome you as a visitor.
For over twenty years, during their professional careers, Sylvie & Annick Miquel supports entrepreneurs, teams, heads of private or public bodies. As BNI Executive Directors in Reunion, BNI National Directors in Mauritius, and as a certified John Maxwell Coach, they want to help entrepreneurs, their families and communities. One of the primordial notions which is at the center of their mission : “help as many entrepreneurs and liberal professions as possible develop their sales, thanks to our structured approach, positive and incentive marketing by recommendations ».
Annick and Sylvie Miquel
BNI Executive Directors Meeting
& National Directors BNI Mauritius
m +262 692 45 84 00
k bnireunion@bnifrance.fr
k contact@bnimauritius.mu
