Monday, March 14, 2011

Referral Confidence Curve

BNI has this curve based on time in the group. It basically shows that the longer you are in a group the higher your confidence with members hence higher the number of referrals. I have been in my chapter Shore Money here at the Jersey Shore for over 9 years and I can say this is most definitely true. However most people go out of their way to sabotage their own creditability.

BNI also makes reference to treating your fellow chapter members as the Most Important Client. Yet today I have had everyone cancel meetings with me for today and tomorrow. Yes, the first thing I checked was my breath and BO! Some did not even bother to call they just sent an email. I guess my time is not worth as much as theirs. The time I set aside for these meetings is time that I can be doing billable work. So instead I did paperwork today and got on the phone to set up some more appointments for tomorrow.

The best part is that two of these that cancelled have been after me to get them into my clients. Now I ask you, can I honestly refer them in good faith to my clients? I mean honestly! Each time they cancel or reschedule a meeting don't they know they are losing creditability with me! Or don't they care?

Keep your appointments!
Richard M.J. Jarosz
Lone Keep Internet, Inc.


  1. The subject of "referrals" and "credibility" is an important one. In our industry, the refferal is probably thee most important advertising vehicle we utilize. There is nothing more effective than when a satisfied customer of ours talks us up amongst his/her family and friends. But then, when a person comes into our cafe through a referral, our credibility is on-the-line. If that person comes in and is pleased with us, then that is gravy because the refferal process will continue and spread. The reverse is also true. Refferal and credibility are linked and can do good for your business.

  2. We should all be asking "Where do we think we fall on the confidence curve" Not everyone does and they should. It's just like looking in the mirror or being able to lay your head down on the pillow at night with a clear conscience...

  3. I completely agree with the idea of the referral curve. I joined my BNI chapter, Rock Solid Referrals, Eatontown, NJ, in February 2010. It took time to build working relationships with the other members. I'm giving and getting much more referrals in my second year than I did in my first. Can't wait til next year!!!