The idea is simple. People like sports, video games, poker, Monopoly, and just about anything else they can win—so why not attribute a win/lose dynamic to non-games too. It’s an emerging business concept called “gamification” and it applies game play mechanics to everyday experiences. It’s becoming a common technique among online colleges and consumer-oriented websites. You can apply this to business development too.
The rules are simple:
- The objective of the game is to score at least 20 points per month.
- An introduction is worth 1 point. A referral to a small client is worth 2 points. A referral to a large client is worth 3.
- Track your incoming and outgoing referrals using a spreadsheet.
Okay, you’re ready to play. Let’s say Jim refers you a small potential client. He just scored 2 points. You return the favor by introducing Jim to a potential referral source. Now you’ve got 1 point, but Jim is still in the lead. Then you send Susan a referral to a large client. That’s worth 3 points. Now you’re in the lead. Keep giving referrals and you’ll win the game before the month’s end.
Assuming you win the game, make sure you give a prize to the runner-up. Why? Because they’re probably your top referral source.
If you score 20 points well before the end of the game, it’s time to advance to a more challenging level. Raise the bar to 40 points per month and see if you’re still the champion.
You’ll find that if you take the game seriously, your business development will become more fun and engaging. So play hard and score often. Even if you don’t win the game, you’ll improve your performance, and as any athlete will tell you, that’s the key to becoming a pro.
