Back in my day, it was how you used your BNI contacts, not how many referrals you got. For instance, I would ask for specific contacts of a _____________ (fill in the blank) manager,decision maker, a hospital, auto dealership, an introduction to a country club manager, dirty restaurant owners.............
Never just sit there and say I'm the best cleaner and you should refer me to all your friends and family. If you fail at BNI or another group it's your own fault. You can meet with members for lunch and drill them for information and they can give you ideas about helping them. And really try to help them. NEVER just hand out their card, make the phone call and introduction for them.