When we started McAvey Moving in 1987, our marketing philosophy was “if we do a good job, every job could be worth 3 referrals within a year.” We started with 1 truck and 2 guys. Money was limited – so, we focused on giving our customers our absolute best; and they did indeed reward us with referrals and repeat business. I have long been a member of BNI. One of the seven tenets of BNI is “Givers Gain.”
What that means in practice is you must actively look to give your chapter members referrals before you can expect them to reciprocate. My fellow chapter members are committed professionals and I recommend them with confidence as a service to my network. I get the added benefit of being considered as “more helpful” when one of my recommendations comes through with stellar service.
When I have received referrals to prospects who become customers, oftentimes the individual who introduced us will cycle back to me and comment “Brian, [blankety blank] will not stop raving about the service you provided. Thank you for making me look good.”
I know this type of referral cycle may sound transactional, but it is more than that. We cannot all be islands of self-sufficiency. Somewhere, we are going to need help in some way. Having a circle of trusted providers minimizes the time to filter good providers and reduces the possibility of having a terrible experience from a bad one. But there are so many other ways to give in to all your relationships – be it professional, familial, or communal.
As a manager of workers:
- Give guidance to individuals starting out
- Give praise for a job well done
- Give discretion when workers have earned your trust
In your family:
- Give thought to your words
- Give priority to your actions
- Give energy to your endeavors
In your community:
- Give your time when you can
- Give resources if you can afford to
- Give support to things that uplift others
The parable “it is more blessed to give than to receive” is a clear truism for a parent-child relationship. But sometimes, to continue giving, you must take care of yourself first. Remember the instructions given concerning oxygen masks:
“Should the cabin lose pressure, oxygen masks will drop from the overhead area. Please place the mask over your own mouth and nose before assisting others.”
In other words, you cannot help anyone else if you yourself are incapacitated.
If you are going someplace, give yourself time to reduce stress; avoid the need to rush, thereby reducing the odds of accidents. Give yourself credit when it is due. Commit to continual self-improvement. Indulge (occasionally) in your “guilty pleasures” if it harms no one.
Somewhere in your life, someone gave you a hand up and it helped you along your journey. Return the favor and you will rediscover that giving is its own reward. If we all do our part to make our world just a little bit better, the ripple effects could spread out wide.