Boost Sales With More Referrals

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3 Secrets to Help You Increase Lead Generation From Networking Opportunities

When businesspeople begin developing a referral-based business, they receive a vastly smaller percentage of referrals their first year. After the second year, the statistic is about twice as high as the first, and after the third year, it really jumps. Why is this the case? The reasons are the 3 R’s of networking – relationship, reliability, and referrals.

1. Relationships: Word-of-mouth is about "relationship marketing." If you approach the first year of your involvement in a networking group with the sole motivation of getting to know the other members well, you will be far ahead of the game.

2. Reliability: For the first year or so in a networking group, you are putting in your time. Your referral partners are testing you, checking you out and making sure that you deserve to have their valuable clients and contacts turned over to you.

3. Referrals: After cultivating relationships and proving yourself to be reliable, you get referrals as the end result. In order for someone to receive, someone else has to give. This holds so true with referrals. I would suggest you perform a reality check to see just how effectively you are referring the people in your networking group. You might be surprised to find how little you actually refer others, or that you consistently refer the same two or three people.

BNI ( is a referral networking organization, which at last count had over 3,600 individual chapters in 22 countries worldwide. BNI's Founder & CEO, Dr. Ivan Misner is the author of several book’s including the NY Times best-seller, Masters of Networking, ( and the recently released #1 best-seller, Masters of Success (


Michael Drew


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