29/12/08
I failed!
For a recent Regional Director training event we were asked to bring along the business cards of our top twenty business contacts. But, as I didn’t know who was going to attend the workshop I decided that I wouldn’t. After all, you have to know, like, and trust people before you share your most important contacts with them.
But it was a test: a request to prove a point. And, I failed.
I was attending a workshop, held by my Area Director, and attended by other Regional Directors. Whilst I may have not known them all, they were all my equal - all good BNI members. And yet, I would not even risk taking a pocket full of my contacts' business cards with me to the training.
Now, what did this prove?
Well, as members we expect new members, in fact all members, to share their contacts with us. But, why should they if we have made no effort to get to know them? If, we have given them no reason to like us or trust us.
As members we spend a great deal of time telling our fellow members what we do and how they can best find us referrals. But, how much time do we spend giving our fellow members good reasons as to why they should share their best contacts with us?
It is often said that people buy from people. Well, members refer to people. Are you giving your fellow chapter members a good reason to find you referrals?
Monday 29 December 2008
Wednesday 24 December 2008
Secret Santa
24/12/08
At one of the chapters I visited this week, instead of the normal 10 Minute speaker, they had a chapter Secret Santa.
The Events Co-ordinator had arranged it: members pulling a name of another member out of a hat of who they would buy a present for. All the presents were beautifully wrapped and given out by each member going to the pile of presents, one at a time, and randomly picking one to give. Everyone then waited until all the presents were distributed before opening. Once unwrapped each member informed the group of what they had received.
This was the fascinating part, as some members had looked upon the idea as a bit of fun, while others has taken it more seriously. The presents ranged from chocolates and bottles of wine, to joke books and books that were well-suited to the member, to things that matched personality: one member received a beard trimmer, he has a bushy beard; another a recorder, he is a musician; part of another member's present was a money box for a millionaire: the member talks about how to become a millionaire. Some presents were very interesting: one member received a fire-extinguisher; another a posing-pouch!
It was a brilliant event and with every member taking part wonderful for the chapter - a great way to start Christmas.
But, what was very fascinating was that you could tell which members really knew the member that they had bought a present for and those who did not. And, I couldn’t help thinking that some more One2Ones would help those particular members to get to know each other better and, by doing so, increase their chances of a referral from one another.
At one of the chapters I visited this week, instead of the normal 10 Minute speaker, they had a chapter Secret Santa.
The Events Co-ordinator had arranged it: members pulling a name of another member out of a hat of who they would buy a present for. All the presents were beautifully wrapped and given out by each member going to the pile of presents, one at a time, and randomly picking one to give. Everyone then waited until all the presents were distributed before opening. Once unwrapped each member informed the group of what they had received.
This was the fascinating part, as some members had looked upon the idea as a bit of fun, while others has taken it more seriously. The presents ranged from chocolates and bottles of wine, to joke books and books that were well-suited to the member, to things that matched personality: one member received a beard trimmer, he has a bushy beard; another a recorder, he is a musician; part of another member's present was a money box for a millionaire: the member talks about how to become a millionaire. Some presents were very interesting: one member received a fire-extinguisher; another a posing-pouch!
It was a brilliant event and with every member taking part wonderful for the chapter - a great way to start Christmas.
But, what was very fascinating was that you could tell which members really knew the member that they had bought a present for and those who did not. And, I couldn’t help thinking that some more One2Ones would help those particular members to get to know each other better and, by doing so, increase their chances of a referral from one another.
Sunday 14 December 2008
Have you taken your partner to your meeting?
14/12/08
Does your partner, wife, husband, girl friend, boy friend, wonder just what you see in your weekly chapter meetings? Do they look at you with pity? Just can't see what all the fuss is about? And, can't believe, that come rain or shine, every week you are out of bed at 5.30 am to go to some strange business meeting where people just help each other?!
Well, I know a great many members whose partners don't get BNI and, if you are in the same position, why not take them to your next meeting?
Why? Because it's amazing how a meeting can completely change their point of view of what you get up to each week. I've seen it happen a number of times. Suddenly they understand what BNI is all about. Seeing it with their own eyes, meeting the other members, shows them what you were never really able to explain.
It's the same as when you are inviting any visitor - you just can't do justice to a great meeting in simple words.
I was at a chapter recently where a member's wife was subbing for her husband. She opened with, 'I don't think much of these meetings', and basicly told us that she thought BNI was pretty much a waste of time, but her husband needed her to be there so here she was. Not a great start to the morning I can tell you and I hoped that the visitors in the room didn't meet her! After the meeting she came up to me, a smile all over her face. She said that she had been wrong and had completely changed her mind. Everyone had made her feel so welcome and she just hadn't reliaised what a great group of people the members were.
But, do you want to know the other thing that happens? They pass referrals! I heard one lady whisper to her husband, ' ...you didn't tell me about that lovely lady who does head massage, with candles and music ...'.
And, if you are really lucky, having met the members and listened to what they do, your partner will start to find referrals.
So, your fellow members will be more than happy and with luck you will have an extra referral source for good!
Does your partner, wife, husband, girl friend, boy friend, wonder just what you see in your weekly chapter meetings? Do they look at you with pity? Just can't see what all the fuss is about? And, can't believe, that come rain or shine, every week you are out of bed at 5.30 am to go to some strange business meeting where people just help each other?!
Well, I know a great many members whose partners don't get BNI and, if you are in the same position, why not take them to your next meeting?
Why? Because it's amazing how a meeting can completely change their point of view of what you get up to each week. I've seen it happen a number of times. Suddenly they understand what BNI is all about. Seeing it with their own eyes, meeting the other members, shows them what you were never really able to explain.
It's the same as when you are inviting any visitor - you just can't do justice to a great meeting in simple words.
I was at a chapter recently where a member's wife was subbing for her husband. She opened with, 'I don't think much of these meetings', and basicly told us that she thought BNI was pretty much a waste of time, but her husband needed her to be there so here she was. Not a great start to the morning I can tell you and I hoped that the visitors in the room didn't meet her! After the meeting she came up to me, a smile all over her face. She said that she had been wrong and had completely changed her mind. Everyone had made her feel so welcome and she just hadn't reliaised what a great group of people the members were.
But, do you want to know the other thing that happens? They pass referrals! I heard one lady whisper to her husband, ' ...you didn't tell me about that lovely lady who does head massage, with candles and music ...'.
And, if you are really lucky, having met the members and listened to what they do, your partner will start to find referrals.
So, your fellow members will be more than happy and with luck you will have an extra referral source for good!
Monday 8 December 2008
No testimonial!
8/12/08
When you receive a testimonial it’s a great feeling, having someone else stand up and tell the whole group how good you and your company are just can’t be beaten. It will increase the trust that people have in you and will increase the odds of you receiving even more referrals.
But, a testimonial is not a right!
I say this because I have had a couple of members complain to me that they have done work and not been given a testimonial for it. Well, there are a number of reasons why this might be the case.
If the work was for a third party, a testimonial can sometimes be hard to obtain. If the work was for a fellow member, they may think, as I do, that a testimonial should only be given if the work or service was exceptional.
A testimonial should be viewed like feedback. Many business people spend a great deal of time and money on customer surveys. But in BNI we get this service for free, it’s just that we have to work a little harder for the results.
Say a testimonial scores a five (exceptional), then no testimonial could be either a three (good) or a one (poor). The question, is which?
So, if you are wondering why you have not received a testimonial, do a little research and you may just improve both your business and referral rate.
When you receive a testimonial it’s a great feeling, having someone else stand up and tell the whole group how good you and your company are just can’t be beaten. It will increase the trust that people have in you and will increase the odds of you receiving even more referrals.
But, a testimonial is not a right!
I say this because I have had a couple of members complain to me that they have done work and not been given a testimonial for it. Well, there are a number of reasons why this might be the case.
If the work was for a third party, a testimonial can sometimes be hard to obtain. If the work was for a fellow member, they may think, as I do, that a testimonial should only be given if the work or service was exceptional.
A testimonial should be viewed like feedback. Many business people spend a great deal of time and money on customer surveys. But in BNI we get this service for free, it’s just that we have to work a little harder for the results.
Say a testimonial scores a five (exceptional), then no testimonial could be either a three (good) or a one (poor). The question, is which?
So, if you are wondering why you have not received a testimonial, do a little research and you may just improve both your business and referral rate.
Saturday 6 December 2008
No cards in the chapter box!
6/12/08
I have been to a few chapters recently for the first time and as usual when the chapter business card box was passed to me I took one of each card from it. I then tried to put a face to each card I had and the interesting thing was that on each occasion there were at least four members who didn’t have a card in the box.
After the meeting I asked these people for their cards and received a mixture of replies. ‘Yes of course’ from those that hadn’t topped-up the box, to those that had left their cards in the office, and, most surprising, to those that didn’t even have a business card!
Upon checking I also discovered that these same members didn’t have their business cards represented in the other members' BNI card wallets.
That’s just amazing! How many referrals are these members missing out on?
Each week when the business card box is passed round, members flick through the cards taking out those they need, but at the same time they register all the other cards, reinforcing that member in their memory. But even more important, when a member's card wallet is being passed round possible contacts, these missing members' cards are never seen – possible referrals are lost for good.
So, next week when you get to your chapter check that you have a really good number of cards in the box and if you don’t have any cards, get some this week! But, please don’t be tempted to buy those cheap, odd sized 'cards' from the internet. Your business card says a great deal about your business. As soon as you hand out a cheap business card, it tells your prospect that you are a small company with very little money. It might just make them think twice about using your services!
And, how about this for an idea? If you are the printer in your group, why not see which of your members don’t have business cards and then offer them a group deal for a really smart set?
I have been to a few chapters recently for the first time and as usual when the chapter business card box was passed to me I took one of each card from it. I then tried to put a face to each card I had and the interesting thing was that on each occasion there were at least four members who didn’t have a card in the box.
After the meeting I asked these people for their cards and received a mixture of replies. ‘Yes of course’ from those that hadn’t topped-up the box, to those that had left their cards in the office, and, most surprising, to those that didn’t even have a business card!
Upon checking I also discovered that these same members didn’t have their business cards represented in the other members' BNI card wallets.
That’s just amazing! How many referrals are these members missing out on?
Each week when the business card box is passed round, members flick through the cards taking out those they need, but at the same time they register all the other cards, reinforcing that member in their memory. But even more important, when a member's card wallet is being passed round possible contacts, these missing members' cards are never seen – possible referrals are lost for good.
So, next week when you get to your chapter check that you have a really good number of cards in the box and if you don’t have any cards, get some this week! But, please don’t be tempted to buy those cheap, odd sized 'cards' from the internet. Your business card says a great deal about your business. As soon as you hand out a cheap business card, it tells your prospect that you are a small company with very little money. It might just make them think twice about using your services!
And, how about this for an idea? If you are the printer in your group, why not see which of your members don’t have business cards and then offer them a group deal for a really smart set?
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