30/12/09
The next couple of weeks will see many New Year resolutions made and most broken! So, what will you do differently this year to change that pattern?
And no, don’t make any is not the right answer!
I don’t really like Smart Goals (S - significant, M - meaningful, A - achievable, R - realistic, T - timely), but most New Year resolutions are broken because they are unrealistic and to you, at any rate, are not meaningful.
In business, and therefore in BNI, as BNI is very much a part of our business, it is exactly the same. What business plans will you make for the New Year that will have gone astray by the beginning of February?
We all want to be more successful in 2010, and the best way to start is by reviewing this year and then making plans for next. Plans that mean something to us, we can see their value, and, most importantly, plans that are possible to achieve.
So, what does this mean in terms of our BNI membership?
Well, for example, it doesn’t mean planning to go to a training workshop every month, if you only managed to attend one workshop in the whole of this year. Sorry, but it’s not going to happen – it’s just not realistic.
What I believe would make the most difference is a small improvement in each of four areas: attendance (including subs), training, visitors and referrals. Have a think about how you have done in each of these areas this year. If you really have no idea, ask your Membership Co-ordinator for the information. Then aim to improve each just a little. When asked what do I think the minimum requirement of an average chapter member is, I say the following: no absences, an average of one referral per week, a visitor every two months, and attending a workshop twice in six months. Would this be a realistic plan for you, or are you already way ahead of this?
If you are great at bringing referrals, maybe you need to improve your visitor bringing - or, vice versa. You might be pretty good in three of the areas, so increase these a little, and poor in the fourth, so concentrate your efforts there.
The main thing is to review your past year and then plan improvements for next year that you see value in and want, and can, accomplish.
The bottom line is more business in 2010 and what you will do with the extra money!
Wednesday, 30 December 2009
Wednesday, 23 December 2009
YouTweet
23/12/09
Well by now the BNI YouTweet challenge is well underway and a variety of chapter videos have been posted on You Tube. Chapters have interpreted the challenge in a number of ways from the fairly straight forward chapter meeting, to songs, events, Christmas parties, the use of humour, and the just plain stylish!
The competition runs until the end of January 2010 and I for one can’t wait to see the winning entries.
Some videos on You Tube
BNI - Business Class
http://www.youtube.com/watch?v=Pg5PZtIf6AY&fmt=22
BNI - Business Class
http://www.youtube.com/watch?v=sWuFaqB5VaY
BNI - Tudor
http://www.youtube.com/watch?v=pmHHqqL1z9k
BNI - Hogarth
http://www.youtube.com/watch?v=Be0S2JyCQaY
Merry Christmas
Well by now the BNI YouTweet challenge is well underway and a variety of chapter videos have been posted on You Tube. Chapters have interpreted the challenge in a number of ways from the fairly straight forward chapter meeting, to songs, events, Christmas parties, the use of humour, and the just plain stylish!
The competition runs until the end of January 2010 and I for one can’t wait to see the winning entries.
Some videos on You Tube
BNI - Business Class
http://www.youtube.com/watch?v=Pg5PZtIf6AY&fmt=22
BNI - Business Class
http://www.youtube.com/watch?v=sWuFaqB5VaY
BNI - Tudor
http://www.youtube.com/watch?v=pmHHqqL1z9k
BNI - Hogarth
http://www.youtube.com/watch?v=Be0S2JyCQaY
Merry Christmas
Monday, 21 December 2009
Can’t get a sub!
21/12/09
I have to say that it always worries me when a member says this, especially if it’s said by a long term member. I know there are, on occasion, events that none of us can do anything about. But in reality these occasions are rare.
So, why do these words worry me?
Well, because not being able to get a sub can only really be for one of three reasons, and these are:
1) the member can’t be bothered to find a sub,
2) the member has no contacts,
3) the member has contacts but none will sub for them.
And, each of these reasons is damaging to the member.
'Can’t be bothered'! I’m sure I don’t have to spell out what this does to a member’s credibility. But the bottom line is fewer referrals.
Then there is 'has no contacts'. Again the member’s credibility is put into question. Why are they in a networking group in the first place? But, far more important, without a good network of people they know, how is the member going to find referrals for their fellow members? A member needs to Give in order to Gain (Givers Gain), so if they can’t give, why are other members going to give to them?
And, then we have 'have contacts but none will act as a sub'. What does that signal to the other members of the chapter? That the member has contacts but those contacts are not strong enough to be considered friends, or even people that like the member enough to do them a favour? BNI is based on know, like and trust. If a member’s own contacts don’t really like them, why should the chapter members?
And, two last things on choosing a sub.
Please don’t go for the easy option – the Super Sub, or BNI member you know will always sub. Why? Because, it is easy, no effort, and therefore what is that saying about you?
Lastly, 'my sub let me down; you can’t surely mark me as absent!' Well yes, your Membership Co-ordinator will. Do you know the reason that a member is most often let down by their sub? Answer : because, the member took the easy option. As a member, you need to think carefully about who you ask to sub for you. It needs to be someone you have a great relationship with, someone who matters to you, and to whom you matter. Will your best friend let you down? I doubt it. Will some person you don’t know, whose name you got from another member at the last moment? I’m not saying that they will, but there is a much greater chance.
So, next time you need a sub, think very carefully about the amount of effort you put into choosing them. As the right sub with enhance your credibility and in turn your referral rate.
I have to say that it always worries me when a member says this, especially if it’s said by a long term member. I know there are, on occasion, events that none of us can do anything about. But in reality these occasions are rare.
So, why do these words worry me?
Well, because not being able to get a sub can only really be for one of three reasons, and these are:
1) the member can’t be bothered to find a sub,
2) the member has no contacts,
3) the member has contacts but none will sub for them.
And, each of these reasons is damaging to the member.
'Can’t be bothered'! I’m sure I don’t have to spell out what this does to a member’s credibility. But the bottom line is fewer referrals.
Then there is 'has no contacts'. Again the member’s credibility is put into question. Why are they in a networking group in the first place? But, far more important, without a good network of people they know, how is the member going to find referrals for their fellow members? A member needs to Give in order to Gain (Givers Gain), so if they can’t give, why are other members going to give to them?
And, then we have 'have contacts but none will act as a sub'. What does that signal to the other members of the chapter? That the member has contacts but those contacts are not strong enough to be considered friends, or even people that like the member enough to do them a favour? BNI is based on know, like and trust. If a member’s own contacts don’t really like them, why should the chapter members?
And, two last things on choosing a sub.
Please don’t go for the easy option – the Super Sub, or BNI member you know will always sub. Why? Because, it is easy, no effort, and therefore what is that saying about you?
Lastly, 'my sub let me down; you can’t surely mark me as absent!' Well yes, your Membership Co-ordinator will. Do you know the reason that a member is most often let down by their sub? Answer : because, the member took the easy option. As a member, you need to think carefully about who you ask to sub for you. It needs to be someone you have a great relationship with, someone who matters to you, and to whom you matter. Will your best friend let you down? I doubt it. Will some person you don’t know, whose name you got from another member at the last moment? I’m not saying that they will, but there is a much greater chance.
So, next time you need a sub, think very carefully about the amount of effort you put into choosing them. As the right sub with enhance your credibility and in turn your referral rate.
Sunday, 29 November 2009
The book you don’t read won’t help you!
29/11/09
I was asked recently why I was always reading a business book and my answer was very simple: development. After all, you can always learn. Plus, the more you know the easier things becomes.
One of the benefits I find is that by reading more than one book on any given subject, I learn more. The reason is that one author will explain a subject slightly differently to another and this difference, plus the repetition, help me to fix things in my head. Even then, I can always learn more about the subject.
This reminds me of a deal I made with a member some time ago when he couldn’t see the point of going to Visitor Host training for a third time! He was a Visitor Host at the time and just couldn’t see the need of being trained yet again. So, I made him a deal. If he carried out the visitor host role perfectly at the next meeting he need not do the training. He knew that whatever he did, it could always be improved, so he attended the training without any more fuss.
While on the subject of repeat training, even if he could carry out the visit host role perfectly, why would he not want to go to the workshop and network with the other BNI members and gain possible new business?
So, every book you don’t read won’t help you, and it is the same with training; every workshop you don’t attend can’t help you or your business.
Two books that I can really recommend are The Jelly Effect by Andy Bounds and Truth or Delusion by Ivan Misner.
I was asked recently why I was always reading a business book and my answer was very simple: development. After all, you can always learn. Plus, the more you know the easier things becomes.
One of the benefits I find is that by reading more than one book on any given subject, I learn more. The reason is that one author will explain a subject slightly differently to another and this difference, plus the repetition, help me to fix things in my head. Even then, I can always learn more about the subject.
This reminds me of a deal I made with a member some time ago when he couldn’t see the point of going to Visitor Host training for a third time! He was a Visitor Host at the time and just couldn’t see the need of being trained yet again. So, I made him a deal. If he carried out the visitor host role perfectly at the next meeting he need not do the training. He knew that whatever he did, it could always be improved, so he attended the training without any more fuss.
While on the subject of repeat training, even if he could carry out the visit host role perfectly, why would he not want to go to the workshop and network with the other BNI members and gain possible new business?
So, every book you don’t read won’t help you, and it is the same with training; every workshop you don’t attend can’t help you or your business.
Two books that I can really recommend are The Jelly Effect by Andy Bounds and Truth or Delusion by Ivan Misner.
Saturday, 21 November 2009
Are you sitting comfortably?
21/11/09
Recently I was on a conference call, given by Area Director Phil Berg. Its subject was ‘getting more visitors to your chapter’, and I have to say that as a Gold Badge member (pretty good at bringing visitors) of BNI, the content was just outstanding.
In fact, however good you are at bringing visitors to your chapter, you could not have hung up at the end of the call and not be better still.
Members often say that it is difficult to think of who to invite to their chapters and Phil had at least twenty ideas on the subject; one of which was a visual interpretation of ‘Follow your money’. And, it’s so simple!
So, are you sitting comfortably?
It doesn’t matter if you are reading this at home or in the office, it will work. It will even work in your garden, in fact just about anywhere.
All you have to do is look around you and start taking notes. Where did you get the carpet? The picture frames? Who made the bookshelves? Who decorated the room? Who put in the central heating? Where did you buy the curtains? Who decided on the colour scheme? Who made the cushions?
Get the idea?
And, what’s great, each room of your house will give you a slightly different list, your garden another and your office yet another.
But, the best thing of all is that you know all of these people. Each one has supplied you, you know how good they are, and each would be more than happy to talk to you. After all, you are a customer of theirs.
So, make your list and start inviting all of those great suppliers you know.
Recently I was on a conference call, given by Area Director Phil Berg. Its subject was ‘getting more visitors to your chapter’, and I have to say that as a Gold Badge member (pretty good at bringing visitors) of BNI, the content was just outstanding.
In fact, however good you are at bringing visitors to your chapter, you could not have hung up at the end of the call and not be better still.
Members often say that it is difficult to think of who to invite to their chapters and Phil had at least twenty ideas on the subject; one of which was a visual interpretation of ‘Follow your money’. And, it’s so simple!
So, are you sitting comfortably?
It doesn’t matter if you are reading this at home or in the office, it will work. It will even work in your garden, in fact just about anywhere.
All you have to do is look around you and start taking notes. Where did you get the carpet? The picture frames? Who made the bookshelves? Who decorated the room? Who put in the central heating? Where did you buy the curtains? Who decided on the colour scheme? Who made the cushions?
Get the idea?
And, what’s great, each room of your house will give you a slightly different list, your garden another and your office yet another.
But, the best thing of all is that you know all of these people. Each one has supplied you, you know how good they are, and each would be more than happy to talk to you. After all, you are a customer of theirs.
So, make your list and start inviting all of those great suppliers you know.
Sunday, 1 November 2009
Phone a friend!
1/11/09
I don’t know about you but I don’t always find role-play easy. Role-play is not that hard in itself, but in a training room full of people, all pretending that they are meeting someone for the first time face-to-face, or sitting next to someone using your little finger and thumb as a phone, well it just doesn’t feel real. And, let’s face it - it’s not!
But role-play and practice are actually very important if we are to be successful in finding both referrals and visitors for our chapters. They are also just as important in our everyday business life, as a great telephone manner and confidence when meeting people for the first time will win us more business.
So, how do we practise more real and effective role-play?
Well, the answer is very simple – phone a friend. Not just on the spur of the moment, but arrange a time when it would be convenient. Maybe agree on a time between 10.00am and lunchtime one morning, or just after lunch one afternoon. It doesn’t matter when, as long as your friend has time to take the call and is happy to play their part.
As a BNI member you already have scripts as to what to say, so that part is done for you. But I bet some of you are saying, ‘I can’t say that!’ Well, guess what? You don’t have to. What I would suggest is that you type the script as suggested into Word, then say it out loud. Any words that don’t sound correct for you, or you stumble over, change to words that you would use. Once you are happy with the new script, you will have your version, a version that you are comfortable saying.
Then all you do is ring your friend, try it out, and ask for some feedback. Then try again another day, and so on, until you are happy with how you sound and your friend has not said that they are leaving the country.
At this point it is time to try it for real. I can promise you that you will be surprised at how good a result you get.
Just a couple of things to finish: enjoy yourself and if your friend is a fellow BNI member, return the favour.
I don’t know about you but I don’t always find role-play easy. Role-play is not that hard in itself, but in a training room full of people, all pretending that they are meeting someone for the first time face-to-face, or sitting next to someone using your little finger and thumb as a phone, well it just doesn’t feel real. And, let’s face it - it’s not!
But role-play and practice are actually very important if we are to be successful in finding both referrals and visitors for our chapters. They are also just as important in our everyday business life, as a great telephone manner and confidence when meeting people for the first time will win us more business.
So, how do we practise more real and effective role-play?
Well, the answer is very simple – phone a friend. Not just on the spur of the moment, but arrange a time when it would be convenient. Maybe agree on a time between 10.00am and lunchtime one morning, or just after lunch one afternoon. It doesn’t matter when, as long as your friend has time to take the call and is happy to play their part.
As a BNI member you already have scripts as to what to say, so that part is done for you. But I bet some of you are saying, ‘I can’t say that!’ Well, guess what? You don’t have to. What I would suggest is that you type the script as suggested into Word, then say it out loud. Any words that don’t sound correct for you, or you stumble over, change to words that you would use. Once you are happy with the new script, you will have your version, a version that you are comfortable saying.
Then all you do is ring your friend, try it out, and ask for some feedback. Then try again another day, and so on, until you are happy with how you sound and your friend has not said that they are leaving the country.
At this point it is time to try it for real. I can promise you that you will be surprised at how good a result you get.
Just a couple of things to finish: enjoy yourself and if your friend is a fellow BNI member, return the favour.
Monday, 26 October 2009
A clear message!
26/10/09
We are always advised to keep our 60 Seconds and 10 Minute presentations simple, to have a clear message, and not fill them full of jargon and buzz words. This advice is just as important with our chapter education slots.
I saw a brilliant example of just how simple, clear, and yet powerful, an education slot can be at a recent visit to a chapter in the London North West area. (I have given the area as the figures used are actual figures from the PALMS data in the region.)
The education slot was given by Nikki Keeler the chapter’s estate agent after she had attended a recent Momentum workshop.
On a flip chart she wrote ‘VISITORS’, an arrow down to ‘MEMBERS’, another arrow to ‘REFERRALS’, and last an arrow down to ‘BUSINESS’.
As members we all joined our chapters to get more business and the way that this works best is in large groups where everyone gives. We have all heard this before, but what made this education slot so powerful were the figures that she then gave. Real figures from local chapters; chapters that we knew!
A chapter with 20, in the past year passed 454 referrals, with £55,000 worth of business being thanked for. Another group, this time with 29 members, passed 1107 referrals, with business thanked for of £212,000. Next was a chapter of 37 members, referrals 2022, and business done £598,000. And, finally a chapter of 46 members, passing 3108 referrals, with almost £1.6 million worth of business thanked for in the group.
The message was clear, if you wanted to grow your business, helping to grow your chapter was a straightforward way of doing just that.
The average return per member in a chapter of 20 was £2,750. By doubling the size of the group that average went up to over £34,000 per member.
As I say – the message is clear!
We are always advised to keep our 60 Seconds and 10 Minute presentations simple, to have a clear message, and not fill them full of jargon and buzz words. This advice is just as important with our chapter education slots.
I saw a brilliant example of just how simple, clear, and yet powerful, an education slot can be at a recent visit to a chapter in the London North West area. (I have given the area as the figures used are actual figures from the PALMS data in the region.)
The education slot was given by Nikki Keeler the chapter’s estate agent after she had attended a recent Momentum workshop.
On a flip chart she wrote ‘VISITORS’, an arrow down to ‘MEMBERS’, another arrow to ‘REFERRALS’, and last an arrow down to ‘BUSINESS’.
As members we all joined our chapters to get more business and the way that this works best is in large groups where everyone gives. We have all heard this before, but what made this education slot so powerful were the figures that she then gave. Real figures from local chapters; chapters that we knew!
A chapter with 20, in the past year passed 454 referrals, with £55,000 worth of business being thanked for. Another group, this time with 29 members, passed 1107 referrals, with business thanked for of £212,000. Next was a chapter of 37 members, referrals 2022, and business done £598,000. And, finally a chapter of 46 members, passing 3108 referrals, with almost £1.6 million worth of business thanked for in the group.
The message was clear, if you wanted to grow your business, helping to grow your chapter was a straightforward way of doing just that.
The average return per member in a chapter of 20 was £2,750. By doubling the size of the group that average went up to over £34,000 per member.
As I say – the message is clear!
Monday, 12 October 2009
Do your bad members run your chapter?
12/10/09
Over the past few months I’ve noticed that a number of chapters have had trouble introducing a chapter development idea, or some kind of accountability, into their groups and, in some cases, given up on the idea altogether.
The reason for this has always been the same: a few members who don’t want to take part, or think it’s a bad idea, and make the most objections. And so as to not upset the group, because now these members have influenced other members, the idea is dropped and the chapter doesn’t put in place what it needs to in order to grow and gain more business for all.
Having studied this type of member, I have discovered that they are always the same – the ones that don’t fully contribute. They don’t give, take part, and would be shown for exactly that, if real accountability was introduced.
So, my message to you is Leadership Team, Membership Committee, or chapter member, don’t let bad members run your chapter and stop you gaining all that is possible from your BNI chapter.
Over the past few months I’ve noticed that a number of chapters have had trouble introducing a chapter development idea, or some kind of accountability, into their groups and, in some cases, given up on the idea altogether.
The reason for this has always been the same: a few members who don’t want to take part, or think it’s a bad idea, and make the most objections. And so as to not upset the group, because now these members have influenced other members, the idea is dropped and the chapter doesn’t put in place what it needs to in order to grow and gain more business for all.
Having studied this type of member, I have discovered that they are always the same – the ones that don’t fully contribute. They don’t give, take part, and would be shown for exactly that, if real accountability was introduced.
So, my message to you is Leadership Team, Membership Committee, or chapter member, don’t let bad members run your chapter and stop you gaining all that is possible from your BNI chapter.
Monday, 5 October 2009
180 words!
5/10/09
Do you find it hard to finish your 60 Seconds in just a minute, and always end up having your punch-line cut?
Well, you are not alone as many members do. Some members try and get the all important message in by talking really fast as they sit down, others try and get extra time but are drowned out by a bell, or similar deterrent, while others just throw their hands in the air and give up. But all fail to make the best use of their 60 Seconds, and it is so easy with a little planning.
And, that really is the key – planning!
Hopefully you would never go to see a client without having your sales pitch ready, so why would you turn up at your chapter meeting and think you can ‘wing’ it? Even the most gifted speakers can’t really ad lib a 60 Seconds, unless they also have a stop-watch in their head. Maybe they can get close, but unless you are one of those lucky people, you have to plan and practise.
So, first write your 60 Seconds and hone it until your message is clear and concise. Then practise speaking it, not reading it, but saying it out loud. Most of us read faster than we speak, so it’s really important to speak it out loud. And then learn it, so that you don’t need your copy when you present your 60 Seconds.
With just a little planning you will never have to rush your 60 Seconds again, but more importantly you will never lose another punch-line!
One last thing, 180 words is about the most you can say in a minute.
Do you find it hard to finish your 60 Seconds in just a minute, and always end up having your punch-line cut?
Well, you are not alone as many members do. Some members try and get the all important message in by talking really fast as they sit down, others try and get extra time but are drowned out by a bell, or similar deterrent, while others just throw their hands in the air and give up. But all fail to make the best use of their 60 Seconds, and it is so easy with a little planning.
And, that really is the key – planning!
Hopefully you would never go to see a client without having your sales pitch ready, so why would you turn up at your chapter meeting and think you can ‘wing’ it? Even the most gifted speakers can’t really ad lib a 60 Seconds, unless they also have a stop-watch in their head. Maybe they can get close, but unless you are one of those lucky people, you have to plan and practise.
So, first write your 60 Seconds and hone it until your message is clear and concise. Then practise speaking it, not reading it, but saying it out loud. Most of us read faster than we speak, so it’s really important to speak it out loud. And then learn it, so that you don’t need your copy when you present your 60 Seconds.
With just a little planning you will never have to rush your 60 Seconds again, but more importantly you will never lose another punch-line!
One last thing, 180 words is about the most you can say in a minute.
Tuesday, 29 September 2009
I’m not buying from Amazon!
29/9/09
In fact I’m not buying from Tesco, Shell, Virgin, Interflora, Sony, Rymans, P&O, Dell, Cadbury’s, Disney, Ford, Barclays, my local newsagent, and certainly not Imperial Printers.
Why not? Because by doing so I will be helping these companies stay in business and, what’s more, make a profit.
Have I gone mad? No, I don’t think so, but I’m pretty sure some BNI members have!
Visitor Days are a great way of growing a BNI chapter and if run correctly can easily add anywhere between five and fifteen, or more, members to a group. These extra members make finding referrals far easier, but this is nothing compared to the extra business that is passed within the group. Every member will benefit from the extra referrals given, some of which will be worth thousands of pounds.
So, why do I think some members are mad?
Well, it’s very simple. These members see nothing wrong in buying from Amazon and the rest, they gladly part with their cash, sometimes for little in return, all the time adding to these companies' profits.
But, recently when it was suggested that a chapter might have a Visitor Day, one of the objections against running the day was that some members did not want to grow their chapter just so that BNI made money.
I have to say that words fail me!
Okay, so that’s not strictly true – I’ve written a fair few. But that thinking is just so negative and short sighted that I find it beyond belief.
I just can’t believe that any member would not want more referrals, more business, maybe thousands of pounds worth of extra business, if not for them but their fellow members, just because BNI will make a few hundred pounds.
I might go as far as suggesting that these members are not really best suited to BNI and the philosophy of Givers Gain.
In fact I’m not buying from Tesco, Shell, Virgin, Interflora, Sony, Rymans, P&O, Dell, Cadbury’s, Disney, Ford, Barclays, my local newsagent, and certainly not Imperial Printers.
Why not? Because by doing so I will be helping these companies stay in business and, what’s more, make a profit.
Have I gone mad? No, I don’t think so, but I’m pretty sure some BNI members have!
Visitor Days are a great way of growing a BNI chapter and if run correctly can easily add anywhere between five and fifteen, or more, members to a group. These extra members make finding referrals far easier, but this is nothing compared to the extra business that is passed within the group. Every member will benefit from the extra referrals given, some of which will be worth thousands of pounds.
So, why do I think some members are mad?
Well, it’s very simple. These members see nothing wrong in buying from Amazon and the rest, they gladly part with their cash, sometimes for little in return, all the time adding to these companies' profits.
But, recently when it was suggested that a chapter might have a Visitor Day, one of the objections against running the day was that some members did not want to grow their chapter just so that BNI made money.
I have to say that words fail me!
Okay, so that’s not strictly true – I’ve written a fair few. But that thinking is just so negative and short sighted that I find it beyond belief.
I just can’t believe that any member would not want more referrals, more business, maybe thousands of pounds worth of extra business, if not for them but their fellow members, just because BNI will make a few hundred pounds.
I might go as far as suggesting that these members are not really best suited to BNI and the philosophy of Givers Gain.
Saturday, 26 September 2009
What a pit lane!
26/9/09
Thursday morning dawned bright and sunny over the Daytona Kart track at Sandown Park, Surrey. As the clock ticked past 9.00am the sound of the twin engines of the Pro-Karts could be heard firing up, ready for the Business Class Grand Prix.
Twenty-one drivers were going to compete over the 900 metre track for the honour of fastest chapter member. John James, last seen at Dancing Queen in Richmond, arranged the forty minute competition as a great team-building exercise for the chapter, but also as an opportunity to show that he could transfer his opportunist road driving skills to the race track.
The pre-race breakfast of bacon butties was supplied by chapter member Sarah Burley (Hampton Hampers), as was the mouth watering lunch time spread and a photographic record of the event was captured by fellow chapter member Daniela Justus (Babitonga Photography).
Qualifying soon sorted out the men from the boys - well the fast from the not so fast - and the grid was set for the race. When the flag dropped to start the race Mr. John James was left on the line. He says his kart wouldn’t go. Personally, I think his eyes were firmly fixed on the pit lane. But more of that later!
The event was split into two twenty minute races, with the results being combined to find the finishing positions. After a change of kart our soon to be Chapter Director, one John James, managed to secure second place in the first race, with the fastest chapter lady being Katy Letman.
It was the second twenty minute race that was more interesting. This was due to the starting grid better reflecting the true speeds and abilities of the drivers, and also because the confidence of the drivers and their circuit knowledge was better. However, over confidence was taking hold, as were tired bodies!
One notably confident driver was Lee Morris, who not only had a number of ‘incidents’ and spins, but also posted the fastest lap of the day.
The final result? In first place overall was Colin Kent (staff member at XGeneration), in second place John James (he proved his point!), with Lee Morris taking third. Our fastest lady was Katy Letman.
It was a brilliant day, great for the chapter, with networking continuing long after the chequered flag had dropped over lunch in the sunshine.
Oh. That Pit Lane. Unluckiest member of the day, me, I couldn’t drive due to a recent operation, but it had its compensations!
Thursday morning dawned bright and sunny over the Daytona Kart track at Sandown Park, Surrey. As the clock ticked past 9.00am the sound of the twin engines of the Pro-Karts could be heard firing up, ready for the Business Class Grand Prix.
Twenty-one drivers were going to compete over the 900 metre track for the honour of fastest chapter member. John James, last seen at Dancing Queen in Richmond, arranged the forty minute competition as a great team-building exercise for the chapter, but also as an opportunity to show that he could transfer his opportunist road driving skills to the race track.
The pre-race breakfast of bacon butties was supplied by chapter member Sarah Burley (Hampton Hampers), as was the mouth watering lunch time spread and a photographic record of the event was captured by fellow chapter member Daniela Justus (Babitonga Photography).
Qualifying soon sorted out the men from the boys - well the fast from the not so fast - and the grid was set for the race. When the flag dropped to start the race Mr. John James was left on the line. He says his kart wouldn’t go. Personally, I think his eyes were firmly fixed on the pit lane. But more of that later!
The event was split into two twenty minute races, with the results being combined to find the finishing positions. After a change of kart our soon to be Chapter Director, one John James, managed to secure second place in the first race, with the fastest chapter lady being Katy Letman.
It was the second twenty minute race that was more interesting. This was due to the starting grid better reflecting the true speeds and abilities of the drivers, and also because the confidence of the drivers and their circuit knowledge was better. However, over confidence was taking hold, as were tired bodies!One notably confident driver was Lee Morris, who not only had a number of ‘incidents’ and spins, but also posted the fastest lap of the day.
The final result? In first place overall was Colin Kent (staff member at XGeneration), in second place John James (he proved his point!), with Lee Morris taking third. Our fastest lady was Katy Letman.
It was a brilliant day, great for the chapter, with networking continuing long after the chequered flag had dropped over lunch in the sunshine.
Oh. That Pit Lane. Unluckiest member of the day, me, I couldn’t drive due to a recent operation, but it had its compensations!
Monday, 21 September 2009
Who shall I introduce the visitor to?
21/9/09
On the 1st of October all our Leadership Teams will change and over the past couple of weeks all the members taking new roles within our chapters have been trained.
One of these groups being trained have been the Visitor Hosts and they now all know what an important part they play in showing their chapter at its best.
Part of this training is to whom they should introduce a visitor; first call the Chapter Director, but if they are busy then another of the Leadership Team. It is then left to that person to introduce the visitor to another member. Possibly another member of the Leadership Team or may be a member of the visitor's Power Circle. Introducing a visitor to someone in their Power Circle - a related business - will not only help them to relax, as they will have things in common to talk about, but will also enable them to find out that BNI works for people in their own industry.
However, the most important people to introduce a visitor to are the members of the Membership Committee.
Why?
Well, if the visitor has liked what they have seen, hopefully they will put in an application to join the chapter. The committee will then meet to consider the application and references will be taken up. And, pretty much that will be that.
But, what about if, say half of the committee, have met the visitor and had a conversation with them. Discovered small things about them; what they like about their job, the sort of people they know, what their hobbies are, and maybe have an idea of what sort of person they are: their attitude, whether they mix well, are outgoing. Wouldn’t that make deciding if they would make a good member of the group far easier?
So, if you are a Visitor Host and stuck for someone to introduce a visitor to, seek out a committee member and you will be helping your chapter to accept better new members.
On the 1st of October all our Leadership Teams will change and over the past couple of weeks all the members taking new roles within our chapters have been trained.
One of these groups being trained have been the Visitor Hosts and they now all know what an important part they play in showing their chapter at its best.
Part of this training is to whom they should introduce a visitor; first call the Chapter Director, but if they are busy then another of the Leadership Team. It is then left to that person to introduce the visitor to another member. Possibly another member of the Leadership Team or may be a member of the visitor's Power Circle. Introducing a visitor to someone in their Power Circle - a related business - will not only help them to relax, as they will have things in common to talk about, but will also enable them to find out that BNI works for people in their own industry.
However, the most important people to introduce a visitor to are the members of the Membership Committee.
Why?
Well, if the visitor has liked what they have seen, hopefully they will put in an application to join the chapter. The committee will then meet to consider the application and references will be taken up. And, pretty much that will be that.
But, what about if, say half of the committee, have met the visitor and had a conversation with them. Discovered small things about them; what they like about their job, the sort of people they know, what their hobbies are, and maybe have an idea of what sort of person they are: their attitude, whether they mix well, are outgoing. Wouldn’t that make deciding if they would make a good member of the group far easier?
So, if you are a Visitor Host and stuck for someone to introduce a visitor to, seek out a committee member and you will be helping your chapter to accept better new members.
Tuesday, 15 September 2009
Write your own ten questions!
15/9/09
Have you ever had a 1-2-1 with a fellow member and afterwards wished that they had asked you different questions and that you had be able to tell them things about you and your business but the opportunity to do so just never came up?
Well, how about writing your own Top Ten questions that you would like to be asked?
Only you know the most important things about your business; best clients, best way to introduce you, what makes you special, the great story that illustrates just how good you are, the type of business you are looking for.
So, why not make it easy for your fellow member and give them a head start? By providing ten questions to get your meeting off on the right foot you have far more chance of both parties getting the very most from your 1-2-1.
Not only will coming up with ten questions benefit your 1-2-1s, but by doing so it will also help you to think in more detail about your business and maybe help you focus on something that you had not thought about before.
I would suggest contacting the member concerned before your meeting to propose the idea, giving them the opportunity to come up with ten questions that they would like to be asked.
Don’t forget, 1-2-1s are far more than a social, or even a great chance to get to know someone better, they are the best way of allowing a member to find you the perfect referral.
Please let me know how you get on.
Have you ever had a 1-2-1 with a fellow member and afterwards wished that they had asked you different questions and that you had be able to tell them things about you and your business but the opportunity to do so just never came up?
Well, how about writing your own Top Ten questions that you would like to be asked?
Only you know the most important things about your business; best clients, best way to introduce you, what makes you special, the great story that illustrates just how good you are, the type of business you are looking for.
So, why not make it easy for your fellow member and give them a head start? By providing ten questions to get your meeting off on the right foot you have far more chance of both parties getting the very most from your 1-2-1.
Not only will coming up with ten questions benefit your 1-2-1s, but by doing so it will also help you to think in more detail about your business and maybe help you focus on something that you had not thought about before.
I would suggest contacting the member concerned before your meeting to propose the idea, giving them the opportunity to come up with ten questions that they would like to be asked.
Don’t forget, 1-2-1s are far more than a social, or even a great chance to get to know someone better, they are the best way of allowing a member to find you the perfect referral.
Please let me know how you get on.
Wednesday, 9 September 2009
It’s all in the detail!
9/9/09
Some while ago I listened to a very clear and concise 10 Minute presentation. The member concerned broke their presentation down into easy to understand sections: a little bit of history, what made them special, the three main areas of business that they provided, what kind of business they were looking for and how they could be introduced. The fact that made them different was their attention to detail, real attention to detail, they did things that other people didn’t even think about, some things that you might not even notice. But afterwards, somehow, something, made you think that it was special. It’s just that you couldn’t put your finger on what it was.
It was a great 10 Minutes and certainly had me believing in the company and their products.
As normal toward the end of the meeting, the Door Prize was awarded and this is where the credibility of the 10 Minute Speaker, in my mind anyway, took a body-blow.
The Door Prize was wrapped up in an old plastic bag! All that special attention to detail that had been talked about just evaporated and it was replaced by a doubt in my mind. Did they really pay that extra special attention to detail?
So, to ensure the best possible referral opportunities, make sure that whatever you say you do and that whatever you say you can do is backed up in everything you do. Don’t let just one preventable lack of detail ruin your brand and everything it stands for.
Some while ago I listened to a very clear and concise 10 Minute presentation. The member concerned broke their presentation down into easy to understand sections: a little bit of history, what made them special, the three main areas of business that they provided, what kind of business they were looking for and how they could be introduced. The fact that made them different was their attention to detail, real attention to detail, they did things that other people didn’t even think about, some things that you might not even notice. But afterwards, somehow, something, made you think that it was special. It’s just that you couldn’t put your finger on what it was.
It was a great 10 Minutes and certainly had me believing in the company and their products.
As normal toward the end of the meeting, the Door Prize was awarded and this is where the credibility of the 10 Minute Speaker, in my mind anyway, took a body-blow.
The Door Prize was wrapped up in an old plastic bag! All that special attention to detail that had been talked about just evaporated and it was replaced by a doubt in my mind. Did they really pay that extra special attention to detail?
So, to ensure the best possible referral opportunities, make sure that whatever you say you do and that whatever you say you can do is backed up in everything you do. Don’t let just one preventable lack of detail ruin your brand and everything it stands for.
Thursday, 3 September 2009
Even Tiger Woods Has A Coach!
3/9/09
Imagine what it must be like to be the best in the world and yet be honest enough to admit that you can still get better...that you don’t know it all...to understand that often we can’t see our own mistakes, and if we are not getting better at something, we are in fact getting worse...that we have to get better, at what we do, just to stand still.
Tiger Woods, has a near perfect golf swing, and yet he still has a coach to help him improve it.
So, as a BNI member how can we improve our performance as a member, and the amount of business we receive from our chapter?
Well, like Tiger Woods we can be coached. And, rather than spend thousands of dollars as Tiger does, we can attend the BNI workshops for free (well okay, we have to pay for a coffee and a sandwich). There is a BNI workshop covering every part of what it takes to become a winning member and, what’s more, a success outside of BNI.
And, it’s the benefits that these workshops provide outside of BNI which I believe is their real value. Doing everything better in your relationships with your fellow BNI members is one thing, but the way that you handle yourself with business contacts, and even personal relations, can be something far more valuable.
Just think about two of the BNI workshops: Networking Skills and Presentation Skills. How much more successful do you think your business would be, if you were more confident when speaking to your clients, suppliers, your bank manager (when asking for a loan), or possible new contacts?
So, if you would like to give the very best you can, and gain the best from your fellow members in return, why not sign up for a workshop today and gain from coaching just like Tiger Woods does.
Imagine what it must be like to be the best in the world and yet be honest enough to admit that you can still get better...that you don’t know it all...to understand that often we can’t see our own mistakes, and if we are not getting better at something, we are in fact getting worse...that we have to get better, at what we do, just to stand still.
Tiger Woods, has a near perfect golf swing, and yet he still has a coach to help him improve it.
So, as a BNI member how can we improve our performance as a member, and the amount of business we receive from our chapter?
Well, like Tiger Woods we can be coached. And, rather than spend thousands of dollars as Tiger does, we can attend the BNI workshops for free (well okay, we have to pay for a coffee and a sandwich). There is a BNI workshop covering every part of what it takes to become a winning member and, what’s more, a success outside of BNI.
And, it’s the benefits that these workshops provide outside of BNI which I believe is their real value. Doing everything better in your relationships with your fellow BNI members is one thing, but the way that you handle yourself with business contacts, and even personal relations, can be something far more valuable.
Just think about two of the BNI workshops: Networking Skills and Presentation Skills. How much more successful do you think your business would be, if you were more confident when speaking to your clients, suppliers, your bank manager (when asking for a loan), or possible new contacts?
So, if you would like to give the very best you can, and gain the best from your fellow members in return, why not sign up for a workshop today and gain from coaching just like Tiger Woods does.
Sunday, 30 August 2009
Crazy Lazy Scale
30/8/09
Anthony Wood, Membership Co-ordinator of the Harlequin chapter in Kew, has put together a newsletter for his chapter. With the assistance of Annette Peppis, Joan D'Olier, Chris Stock, contributions from the other members of the group and a fast learning of Quark Express, Anthony produced a newsletter full of great tips, member profiles, examples of team work and the benefits of long term membership of BNI.
He also introduced the concept of the Crazy Lazy Scale. A scale that measures the contributions made by members to their chapter: at the bottom Lazy, (those members who just turn up to meetings) and at the other end, Crazy, (those members who live and breathe BNI).
Where do you think that you would come on Anthony's Crazy Lazy Scale?
Anthony also revealed the identity of the person that gave him the inspiration for the scale, his once fellow chapter member and mentor. Why not have a read of the Harlequin newsletter and see if you agree with him? (Page 3)
The Networker
http://www.bnitwickenham.co.uk/docs/thenetworker.pdf
Anthony Wood, Membership Co-ordinator of the Harlequin chapter in Kew, has put together a newsletter for his chapter. With the assistance of Annette Peppis, Joan D'Olier, Chris Stock, contributions from the other members of the group and a fast learning of Quark Express, Anthony produced a newsletter full of great tips, member profiles, examples of team work and the benefits of long term membership of BNI.
He also introduced the concept of the Crazy Lazy Scale. A scale that measures the contributions made by members to their chapter: at the bottom Lazy, (those members who just turn up to meetings) and at the other end, Crazy, (those members who live and breathe BNI).
Where do you think that you would come on Anthony's Crazy Lazy Scale?
Anthony also revealed the identity of the person that gave him the inspiration for the scale, his once fellow chapter member and mentor. Why not have a read of the Harlequin newsletter and see if you agree with him? (Page 3)
The Networker
http://www.bnitwickenham.co.uk/docs/thenetworker.pdf
Thursday, 13 August 2009
It’s Summer!
13/8/09
The last few meetings that I have attended have each had three or four members absent, and when I have mentioned this to the Leadership Teams they have all pretty much said the same in reply, ‘It’s the holidays. What can we do?’
And, to a degree, I guess that I have to agree with them.
At one of the chapters the Education Co-ordinator covered absence in their education slot. I myself have tried sending a link to my blog on substitutes to members that have not arrived for a meeting. But with some members it just seems that when the holiday season arrives, as they are not (for the next few weeks) looking for any business they just don’t bother thinking about their chapter.
If only these members understood the damage that they were doing to their credibility and their prospects of a good amount of future business.
Let’s consider future business first. Most businesses benefit from a steady flow of work. Not feast followed by famine. And, every businessman must have heard that the time to advertise for more work is when you are busy, not when work has dried up.
So, when you return from your two or three week summer break, what you really need is a full order book, not several weeks of letting your customers (and fellow BNI members) know that you are open again for business. With reliable substitutes and a few well crafted 60 Seconds you can come back to a diary full of appointments.
But, even more important, is what holiday absence does to your credibility.
What does it say about you and your business if you can’t find anyone to sub for you? Can’t be bothered to find any substitutes? Your substitutes don’t turn up? You don’t give your substitutes a good and different 60 Seconds each week?
Nothing good!
Every one of the above will affect your credibility to a greater or lesser extent.
So, if you want more business long-term from your chapter, always find a substitute and never think that it doesn’t matter if you don’t find one. Because it does!
The last few meetings that I have attended have each had three or four members absent, and when I have mentioned this to the Leadership Teams they have all pretty much said the same in reply, ‘It’s the holidays. What can we do?’
And, to a degree, I guess that I have to agree with them.
At one of the chapters the Education Co-ordinator covered absence in their education slot. I myself have tried sending a link to my blog on substitutes to members that have not arrived for a meeting. But with some members it just seems that when the holiday season arrives, as they are not (for the next few weeks) looking for any business they just don’t bother thinking about their chapter.
If only these members understood the damage that they were doing to their credibility and their prospects of a good amount of future business.
Let’s consider future business first. Most businesses benefit from a steady flow of work. Not feast followed by famine. And, every businessman must have heard that the time to advertise for more work is when you are busy, not when work has dried up.
So, when you return from your two or three week summer break, what you really need is a full order book, not several weeks of letting your customers (and fellow BNI members) know that you are open again for business. With reliable substitutes and a few well crafted 60 Seconds you can come back to a diary full of appointments.
But, even more important, is what holiday absence does to your credibility.
What does it say about you and your business if you can’t find anyone to sub for you? Can’t be bothered to find any substitutes? Your substitutes don’t turn up? You don’t give your substitutes a good and different 60 Seconds each week?
Nothing good!
Every one of the above will affect your credibility to a greater or lesser extent.
So, if you want more business long-term from your chapter, always find a substitute and never think that it doesn’t matter if you don’t find one. Because it does!
Tuesday, 28 July 2009
John Frye has fun!
28/7/09
BNI Tudor’s photographer, John Frye, had some fun at his meeting this morning. He shot a couple of panoramas, each consisting of between six and eight shots, which he then ‘stitched’ together in Photoshop.
http://gallery.me.com/john.frye#100083
As John says, it was a bit of fun for him, but I think the results are excellent, and it was a great way of showing the chapter what he can do.
BNI Tudor’s photographer, John Frye, had some fun at his meeting this morning. He shot a couple of panoramas, each consisting of between six and eight shots, which he then ‘stitched’ together in Photoshop.
http://gallery.me.com/john.frye#100083
As John says, it was a bit of fun for him, but I think the results are excellent, and it was a great way of showing the chapter what he can do.
Sunday, 26 July 2009
Next Day Delivery
26/7/09
At a recent seminar I attended, one of the points made by the speaker Rob Brown was that ‘Speed Stuns’ and I guess that in truth we all know that, but in practice things just slow us down.
Well this week I was stunned by speed – twice!
I was visiting the Hogarth chapter in Chiswick ( London ) and had offered to take a friend, who was substituting, along with me in my car as we both live in Teddington. After the meeting I was involved with the Leadership Team, so my friend went for a bit of window shopping. Unfortunately, when we arrived back at my office she discovered that she had left her diary in a bank she had popped into.
With the use of the internet and a couple of phone calls the diary was soon found. However, neither of us had time to return to Chiswick that day to recover it, and the bank couldn’t post it, but my friend needed the diary urgently as it contained the details of all of her up coming meetings. I suggested contacting a member of the Hogarth chapter and seeing if they could help.
We chose a member who had an office near to the chapter meeting place and gave them a call. The member in question said that it wouldn’t be a problem to collect the diary and post it. It was better than nothing and in a day or so the diary would be returned.
Imagine my friend's delight when early the next morning the diary arrived on her desk!
It just so happened that the same day I emailed the same Hogarth member for a couple of their company’s catalogues and a few of their business cards. The next day they too arrived on my desk.
Delivering your sales literature fast is certainly impressive, but going to the trouble to collect something for someone you hardly know and getting it delivered the next day, is something special.
We talk a great deal about credibility in BNI, about knowing, liking, and trusting someone. Well, this new Hogarth member has certainly got off to a speedy start in my book.
I mentioned Rob Brown to the member concerned and that he had talked about how speed stunned, and their credibility rose even further, as their reply was ‘only if you give the customer what they want’.
So, speed does stun and if you give your customer, or your fellow chapter member, what they want, your credibility will certainly rise.
The catalogue I asked for was a baby catalogue from Perfectly Happy People and you can contact Jane Johnstone by email at: jane@phpbaby.com
At a recent seminar I attended, one of the points made by the speaker Rob Brown was that ‘Speed Stuns’ and I guess that in truth we all know that, but in practice things just slow us down.
Well this week I was stunned by speed – twice!
I was visiting the Hogarth chapter in Chiswick ( London ) and had offered to take a friend, who was substituting, along with me in my car as we both live in Teddington. After the meeting I was involved with the Leadership Team, so my friend went for a bit of window shopping. Unfortunately, when we arrived back at my office she discovered that she had left her diary in a bank she had popped into.
With the use of the internet and a couple of phone calls the diary was soon found. However, neither of us had time to return to Chiswick that day to recover it, and the bank couldn’t post it, but my friend needed the diary urgently as it contained the details of all of her up coming meetings. I suggested contacting a member of the Hogarth chapter and seeing if they could help.
We chose a member who had an office near to the chapter meeting place and gave them a call. The member in question said that it wouldn’t be a problem to collect the diary and post it. It was better than nothing and in a day or so the diary would be returned.
Imagine my friend's delight when early the next morning the diary arrived on her desk!
It just so happened that the same day I emailed the same Hogarth member for a couple of their company’s catalogues and a few of their business cards. The next day they too arrived on my desk.
Delivering your sales literature fast is certainly impressive, but going to the trouble to collect something for someone you hardly know and getting it delivered the next day, is something special.
We talk a great deal about credibility in BNI, about knowing, liking, and trusting someone. Well, this new Hogarth member has certainly got off to a speedy start in my book.
I mentioned Rob Brown to the member concerned and that he had talked about how speed stunned, and their credibility rose even further, as their reply was ‘only if you give the customer what they want’.
So, speed does stun and if you give your customer, or your fellow chapter member, what they want, your credibility will certainly rise.
The catalogue I asked for was a baby catalogue from Perfectly Happy People and you can contact Jane Johnstone by email at: jane@phpbaby.com
Wednesday, 22 July 2009
Have you had a better offer?
22/7/09
I’ve heard of a similar thing happening twice recently and I have to say it worries me, not only from a BNI point of view, but also from a purely business perspective.
The first occasion was when a person rang to confirm an appointment that had been made some weeks earlier, only to be told by the company concerned that they were just about to call them, to let them know that they couldn’t make the meeting because something urgent had come up.
The second example was, in fact, even worse: the company concerned rang the customer the day before they were due to carry out the work, to let them know that they wouldn’t be coming because they had secured a more profitable job!
Business wise both of these instances are very short sighted, but telling a prospective client that you are taking on a more profitable job than theirs is, well, just unbelievable.
Overall, to my mind any way, it’s just bad business. But in BNI terms it could mean death!
Neither of the members concerned is ever likely to refer these companies again. Having been told about these two companies I too would not refer them. So, think of the potential business that has already been lost.
On top of this, one of the companies concerned was being tested. A large contract was due to be placed. Obviously they didn’t get it.
Now you may be asking why I wouldn’t refer these companies in the future, as obviously from time to time things go wrong. And, of course you are right.
But, the point is this. Yes things do go wrong on occasion, but under normal circumstances it’s your credibility and reputation that is on the line. It’s your customer to lose and so your choice.
But in BNI, it’s my reputation and credibility as well as yours that are at stake. Can I really recommend someone that I know could let down my best customer at the last moment? I don’t think so, do you? And, what is more, it’s not even just my credibility that is at stake, it’s the whole chapter’s, since if my judgement is proved to be unsafe, I will never be trusted again by my contact.
So, if you really want to build your credibility in your chapter never let down someone that has been referred to you. BNI is so much more than just a one-off job!
I’ve heard of a similar thing happening twice recently and I have to say it worries me, not only from a BNI point of view, but also from a purely business perspective.
The first occasion was when a person rang to confirm an appointment that had been made some weeks earlier, only to be told by the company concerned that they were just about to call them, to let them know that they couldn’t make the meeting because something urgent had come up.
The second example was, in fact, even worse: the company concerned rang the customer the day before they were due to carry out the work, to let them know that they wouldn’t be coming because they had secured a more profitable job!
Business wise both of these instances are very short sighted, but telling a prospective client that you are taking on a more profitable job than theirs is, well, just unbelievable.
Overall, to my mind any way, it’s just bad business. But in BNI terms it could mean death!
Neither of the members concerned is ever likely to refer these companies again. Having been told about these two companies I too would not refer them. So, think of the potential business that has already been lost.
On top of this, one of the companies concerned was being tested. A large contract was due to be placed. Obviously they didn’t get it.
Now you may be asking why I wouldn’t refer these companies in the future, as obviously from time to time things go wrong. And, of course you are right.
But, the point is this. Yes things do go wrong on occasion, but under normal circumstances it’s your credibility and reputation that is on the line. It’s your customer to lose and so your choice.
But in BNI, it’s my reputation and credibility as well as yours that are at stake. Can I really recommend someone that I know could let down my best customer at the last moment? I don’t think so, do you? And, what is more, it’s not even just my credibility that is at stake, it’s the whole chapter’s, since if my judgement is proved to be unsafe, I will never be trusted again by my contact.
So, if you really want to build your credibility in your chapter never let down someone that has been referred to you. BNI is so much more than just a one-off job!
Thursday, 16 July 2009
Do you wear blinkers at your BNI meeting?
16/7/09
It often happens at networking events, but it should never happen at a BNI meeting. And yet it did this week!
A new member of a group was left on their own. I was busy sorting out some papers for the meeting and watched as she stood not knowing who to talk to; everyone seemed so deep in private conversations.
Finally, I was able to join her and ask how she was, could I introduce her to someone? But she said that she had tried to join in a conversation or two but no one seemed that interested.
To say I was stunned is something of an understatement!
My first thought was what were the Visitor Hosts doing? Having scanned the room I could see that they were all busy, although not with new visitors or visiting substitutes. I then looked for the Leadership Team and they to all seemed to be doing something. And lastly, I looked at the other members; they too seemed busy, deep in conversation with each other or just waiting for a coffee.
Neglecting a visitor or not, can often be the difference between that visitor wanting to join your chapter or not. So, whether you are a Visitor Host, Leadership Team member, or a member, please never leave anyone on their own.
Take your blinkers off and make sure you watch out for anyone left on their own. Not just visitors, but also substitutes and new members. On occasion even established members can’t find a conversation to join.
Imagine how you would feel left on your own in a room full of people and take action!
It often happens at networking events, but it should never happen at a BNI meeting. And yet it did this week!
A new member of a group was left on their own. I was busy sorting out some papers for the meeting and watched as she stood not knowing who to talk to; everyone seemed so deep in private conversations.
Finally, I was able to join her and ask how she was, could I introduce her to someone? But she said that she had tried to join in a conversation or two but no one seemed that interested.
To say I was stunned is something of an understatement!
My first thought was what were the Visitor Hosts doing? Having scanned the room I could see that they were all busy, although not with new visitors or visiting substitutes. I then looked for the Leadership Team and they to all seemed to be doing something. And lastly, I looked at the other members; they too seemed busy, deep in conversation with each other or just waiting for a coffee.
Neglecting a visitor or not, can often be the difference between that visitor wanting to join your chapter or not. So, whether you are a Visitor Host, Leadership Team member, or a member, please never leave anyone on their own.
Take your blinkers off and make sure you watch out for anyone left on their own. Not just visitors, but also substitutes and new members. On occasion even established members can’t find a conversation to join.
Imagine how you would feel left on your own in a room full of people and take action!
Thursday, 9 July 2009
How well do you know your referral?
9/7/09
Most of us when given a referral thank the member who gave it to us, check what it is about, confirm the contact details, and then off we go.
We then contact the person concerned, say who introduced us, and talk about the referral, hoping that this will lead to a meeting and then the opportunity to do some business. And, with a good referral this is exactly what happens.
But, how about this for an idea? Tim Cook, one of the National Directors of UK and Ireland, suggested the following as a great idea for increasing the chances of turning a referral into a valuable piece of business. His idea is really simple, but I wonder how many of us have had the same idea?
Before you contact the person referred, go back to the member who gave you the referral and ask for some background information on the person. Not too much, just enough to give you a better chance of making a connection. After all BNI is all about liking and trusting each other and building relationships. So why not get some additional facts that might help you bond more quickly with the person referred?
So, if you want to increase your conversion rate of referrals into actual business why not give Tim’s idea a try?
Most of us when given a referral thank the member who gave it to us, check what it is about, confirm the contact details, and then off we go.
We then contact the person concerned, say who introduced us, and talk about the referral, hoping that this will lead to a meeting and then the opportunity to do some business. And, with a good referral this is exactly what happens.
But, how about this for an idea? Tim Cook, one of the National Directors of UK and Ireland, suggested the following as a great idea for increasing the chances of turning a referral into a valuable piece of business. His idea is really simple, but I wonder how many of us have had the same idea?
Before you contact the person referred, go back to the member who gave you the referral and ask for some background information on the person. Not too much, just enough to give you a better chance of making a connection. After all BNI is all about liking and trusting each other and building relationships. So why not get some additional facts that might help you bond more quickly with the person referred?
So, if you want to increase your conversion rate of referrals into actual business why not give Tim’s idea a try?
Sunday, 28 June 2009
Did you sign in at training?
28/6/09
Just lately I have had a number of members tell me that the training report on BNI Net is wrong with regard to the number of workshops that they have attended.
As with all record keeping, any record can only be as accurate as the information that has been supplied, and I think that this is where the workshop booking-in system and therefore record keeping sometimes can break down.
I have been to a number of workshops recently, both as a member, and Regional Director, and I have noticed that not all members sign in.
On occasion this is because there is a queue at the booking-in desk and the member has got side-tracked, at other times it’s just because they don’t even attempt to sign in.
Furthermore, at a recent work shop that I was helping at I counted the number of people in the room against those that had signed in. The list was two names short, but despite asking the members in the room to check that they were signed in during the coffee break, no one did (I even added that their attendance at the workshop would not be recorded if they were not signed in).
Then this week I queried with a member I knew had been at a workshop, a few days earlier, why she was not on the list of attendees that I had received from BNI Head Office, and she said that people were just sitting down when she arrived, so she just took her place and forgot to sign in later.
So, please may I suggest that if you want to ensure that your training record on BNI Net is correct - REMEMBER TO SIGN IN.
Just lately I have had a number of members tell me that the training report on BNI Net is wrong with regard to the number of workshops that they have attended.
As with all record keeping, any record can only be as accurate as the information that has been supplied, and I think that this is where the workshop booking-in system and therefore record keeping sometimes can break down.
I have been to a number of workshops recently, both as a member, and Regional Director, and I have noticed that not all members sign in.
On occasion this is because there is a queue at the booking-in desk and the member has got side-tracked, at other times it’s just because they don’t even attempt to sign in.
Furthermore, at a recent work shop that I was helping at I counted the number of people in the room against those that had signed in. The list was two names short, but despite asking the members in the room to check that they were signed in during the coffee break, no one did (I even added that their attendance at the workshop would not be recorded if they were not signed in).
Then this week I queried with a member I knew had been at a workshop, a few days earlier, why she was not on the list of attendees that I had received from BNI Head Office, and she said that people were just sitting down when she arrived, so she just took her place and forgot to sign in later.
So, please may I suggest that if you want to ensure that your training record on BNI Net is correct - REMEMBER TO SIGN IN.
Saturday, 20 June 2009
Hogarth Rocks!
20/6/09
Thursday 18th June 2009, venue the London Rowing Club in Putney, occasion, the debut performance of the Hogarth Hogs (maybe their first and their last!).
The Hogarth chapter of BNI (Chiswick) was the first chapter in England to take on six new members in the recent Power Team drive. To date they have taken on over ten new members as a result of their efforts and to celebrate they decided to use some of their prize money to have a party as a reward for all of their hard work and also to welcome the new members into the chapter.
On arrival members were greeted with a glass of Champagne on the balcony of the club overlooking the Thames and rowers below. Then it was down to a little work!
Speed One2Ones. New members being paired with the more long term members, each pairing being given three minutes to discover things about each other, until everyone had had a chance to introduce themselves to everyone else. Well, that was the plan - I think it got a little lost somewhere!
One thing that I discovered was that Yvonne Arzt, the chapter’s Membership Co-ordinator and Interior Designer, had worked in Israel on a large project.
We then sat down to an excellent three course dinner and I was lucky enough to sit with Alex Hutchings (Plumbing & Heating), as during the meal we discovered that not only did we have a part of the country in common, but that we both have a passion for cooking and, what’s more, similar dishes.
Then, just before the sweet was served, we were given a taster of what was to come: Norwegian Wood, a duet by Yvonne Arzt and Etienne Baird, accompanied by Will Cheng on guitar.
So, after coffee we were given our instructions to come close to the stage, standing only, after all ‘this is a rock concert!’
Hogarth Hogs are: Alan Macdonald (guitar), Will Cheng (guitar), Roger Severn (bass), Colin Woodley (drums), Jonathan Hughes (vocals), Etienne Baird (vocals) and Yvonne Arzt (vocals).
Photography: Philip Coulson
Thursday 18th June 2009, venue the London Rowing Club in Putney, occasion, the debut performance of the Hogarth Hogs (maybe their first and their last!).
The Hogarth chapter of BNI (Chiswick) was the first chapter in England to take on six new members in the recent Power Team drive. To date they have taken on over ten new members as a result of their efforts and to celebrate they decided to use some of their prize money to have a party as a reward for all of their hard work and also to welcome the new members into the chapter.
On arrival members were greeted with a glass of Champagne on the balcony of the club overlooking the Thames and rowers below. Then it was down to a little work!
Speed One2Ones. New members being paired with the more long term members, each pairing being given three minutes to discover things about each other, until everyone had had a chance to introduce themselves to everyone else. Well, that was the plan - I think it got a little lost somewhere!
One thing that I discovered was that Yvonne Arzt, the chapter’s Membership Co-ordinator and Interior Designer, had worked in Israel on a large project.We then sat down to an excellent three course dinner and I was lucky enough to sit with Alex Hutchings (Plumbing & Heating), as during the meal we discovered that not only did we have a part of the country in common, but that we both have a passion for cooking and, what’s more, similar dishes.
Then, just before the sweet was served, we were given a taster of what was to come: Norwegian Wood, a duet by Yvonne Arzt and Etienne Baird, accompanied by Will Cheng on guitar.
So, after coffee we were given our instructions to come close to the stage, standing only, after all ‘this is a rock concert!’
The Hogarth Hogs opened with ‘I saw Her Standing There’ (Beatles), included a rousing rendition of Johnny Be Goode, with some very passionate vocals by Jonathon Hughes (Secretary/Treasurer), and ended with ‘Don’t Look Back in Anger’ (Oasis). In between were some superb guitar solos by Will Cheng and AIan Macdonald (Chapter Director), very tidy drumming from Colin Woodley, all backed up by Roger Severn on bass.
Sadly, there was to be no encore as the band had only learnt just enough songs for their performance during their two rehearsals.
As we once again stood on the balcony, this time watching the tide rise, the talk was all about when the Hogarth Hogs might play again and if Ashley Winston (Car Finder) would have to move his Rolls Royce before the tyres got wet!
A great evening and one that I was very happy to have been invited to. What’s more, I can see the headlines now – Hogs Rock!
As we once again stood on the balcony, this time watching the tide rise, the talk was all about when the Hogarth Hogs might play again and if Ashley Winston (Car Finder) would have to move his Rolls Royce before the tyres got wet!
A great evening and one that I was very happy to have been invited to. What’s more, I can see the headlines now – Hogs Rock!
Hogarth Hogs are: Alan Macdonald (guitar), Will Cheng (guitar), Roger Severn (bass), Colin Woodley (drums), Jonathan Hughes (vocals), Etienne Baird (vocals) and Yvonne Arzt (vocals).Photography: Philip Coulson
Sunday, 14 June 2009
Focus on your credibility not selling
14/6/09
I was reading SuccessNet Online recently and came across an article in the ‘My BNI Story’ section which had the title ‘The $3M Dollar Deal’. Well, I had to have a look! Wouldn’t you? It was only a very short piece and, in fact, these eight words were all that were really needed: ‘I focused on building credibility instead of selling’.
Something that a great many BNI members forget is that BNI is not about selling. Selling, if you listen carefully, is seldom mentioned but, on the other hand, Know, Like and Trust are always talked about. And what do Know, Like and Trust all add up to, other than your credibility?
So, if you would like to improve the value of the referrals that you receive, I suggest that you take the advice of Connie Rankin and concentrate on your credibility rather than just selling.
The $3M Dollar Deal
http://successnet.czcommunity.com/my-bni-story/the-3m-dollar-deal/2900/
I was reading SuccessNet Online recently and came across an article in the ‘My BNI Story’ section which had the title ‘The $3M Dollar Deal’. Well, I had to have a look! Wouldn’t you? It was only a very short piece and, in fact, these eight words were all that were really needed: ‘I focused on building credibility instead of selling’.
Something that a great many BNI members forget is that BNI is not about selling. Selling, if you listen carefully, is seldom mentioned but, on the other hand, Know, Like and Trust are always talked about. And what do Know, Like and Trust all add up to, other than your credibility?
So, if you would like to improve the value of the referrals that you receive, I suggest that you take the advice of Connie Rankin and concentrate on your credibility rather than just selling.
The $3M Dollar Deal
http://successnet.czcommunity.com/my-bni-story/the-3m-dollar-deal/2900/
Saturday, 13 June 2009
Regional Director caught on film!
13/6/09
I was invited to observe at a special presentation skills workshop organised by Anthony Wood, photographer, of the Harlequin chapter, for eight of his fellow members where they would each be filmed and then given feedback on their 60 Seconds.
After they had all had the opportunity to present, it was suggested that I might like a turn as a Regional Director. This was one of those moments! – I had to have a 60 Seconds ready to give.
You can see the result by clicking on the link:
http://www.youtube.com/watch?v=qAU6zSs2mmE
I was invited to observe at a special presentation skills workshop organised by Anthony Wood, photographer, of the Harlequin chapter, for eight of his fellow members where they would each be filmed and then given feedback on their 60 Seconds.
After they had all had the opportunity to present, it was suggested that I might like a turn as a Regional Director. This was one of those moments! – I had to have a 60 Seconds ready to give.
You can see the result by clicking on the link:
http://www.youtube.com/watch?v=qAU6zSs2mmE
Wednesday, 3 June 2009
Have you let anyone down recently?
3/6/09
Trust is a major factor when it comes to people referring you. Let’s face it, however good you think a member's service is, would you easily recommend them if you couldn’t completely trust them?
I’m guessing that the answer is probably no – certainly I know that I would think twice.
It’s really important that we don’t raise people’s hopes by making a promise only to dash them by breaking that promise. It wrecks our credibility and therefore any trust that person has in us.
Now I am not talking big events here; it’s the build up of those small broken promises that do the real damage.
Have you ever said to someone, ‘I’ll call you in the morning’, and not done so? Or, ‘I’ll pop it in the post’, and forgotten? Maybe, ‘How about coffee on Thursday?’ and totally forgotten about it. Even, set a date for a meeting, ‘no fail’ you said, and then changed it.
The list is endless, but each is a promise broken. Sooner or later people will stop believing you and with that goes your credibility. And, after that goes the trust a person had in you.
The result of all this is fewer referrals.
A member asked me recently how they could improve their image within the chapter, get more referrals, and my answer was easy. Keep your promises I advised, as only that very week someone else from the chapter had complained that they had stayed in all morning waiting for a promised phone call from this member!
Trust is a major factor when it comes to people referring you. Let’s face it, however good you think a member's service is, would you easily recommend them if you couldn’t completely trust them?
I’m guessing that the answer is probably no – certainly I know that I would think twice.
It’s really important that we don’t raise people’s hopes by making a promise only to dash them by breaking that promise. It wrecks our credibility and therefore any trust that person has in us.
Now I am not talking big events here; it’s the build up of those small broken promises that do the real damage.
Have you ever said to someone, ‘I’ll call you in the morning’, and not done so? Or, ‘I’ll pop it in the post’, and forgotten? Maybe, ‘How about coffee on Thursday?’ and totally forgotten about it. Even, set a date for a meeting, ‘no fail’ you said, and then changed it.
The list is endless, but each is a promise broken. Sooner or later people will stop believing you and with that goes your credibility. And, after that goes the trust a person had in you.
The result of all this is fewer referrals.
A member asked me recently how they could improve their image within the chapter, get more referrals, and my answer was easy. Keep your promises I advised, as only that very week someone else from the chapter had complained that they had stayed in all morning waiting for a promised phone call from this member!
Monday, 1 June 2009
Just out of interest – who does your printing?
1/6/09
No, I’m not asking for a referral for my company Imperial Printers but it’s a great line to use when looking for referrals for someone in your chapter.
Of course you may have to change the ‘Who does your printing?’ part, if you don’t have a printer in your chapter!
But what a great line and it is so easy to use. I can imagine myself as Columbo (I’m watching the re-runs, only joking), turning as I am about to leave a meeting and asking that ‘killer’ question, ‘Just out of interest – who does your lawn-cutting?’
It works with just about any type of business. ‘Who does your payroll?’, ‘Who services your car?’, ‘Who does your book-keeping?’
Then, depending on the answer, you have the perfect start to a conversation that may just lead to a referral. Ask your contact if they are happy with the service that they are getting from their current supplier. Would they be happy to speak to a good friend of yours that is looking for more business and that you can recommend.
Or, you may get lucky and they say, ‘Why? Do you know someone? I really need to contact someone now.’
So, why not give it a try this week. Pick someone in your chapter that you would like to find a referral for and every time you leave a meeting this week, or are about to end a telephone conversation, ask ‘Just out of interest – who does your xxxxxxx?’
No, I’m not asking for a referral for my company Imperial Printers but it’s a great line to use when looking for referrals for someone in your chapter.
Of course you may have to change the ‘Who does your printing?’ part, if you don’t have a printer in your chapter!
But what a great line and it is so easy to use. I can imagine myself as Columbo (I’m watching the re-runs, only joking), turning as I am about to leave a meeting and asking that ‘killer’ question, ‘Just out of interest – who does your lawn-cutting?’
It works with just about any type of business. ‘Who does your payroll?’, ‘Who services your car?’, ‘Who does your book-keeping?’
Then, depending on the answer, you have the perfect start to a conversation that may just lead to a referral. Ask your contact if they are happy with the service that they are getting from their current supplier. Would they be happy to speak to a good friend of yours that is looking for more business and that you can recommend.
Or, you may get lucky and they say, ‘Why? Do you know someone? I really need to contact someone now.’
So, why not give it a try this week. Pick someone in your chapter that you would like to find a referral for and every time you leave a meeting this week, or are about to end a telephone conversation, ask ‘Just out of interest – who does your xxxxxxx?’
Monday, 18 May 2009
Ask for Feedback
18/5/09
Recently, my Area Director was telling me about a chapter visit she had made, and in particular about the 60 Seconds she had listened to. Or, to be more precise, one she had not heard.
She had turned to the member beside her and whispered, ‘I didn’t hear anything they said!’ And the member replied that in over a year that they hadn’t heard anything either!
I won’t tell you anything else of the story, other than to say that if there is someone in your chapter that you can’t hear, please be a good friend and let them know.
However, it got me thinking. Does any of us really know what our fellow members think of our 60 Seconds? Not just can they hear us, but do we educate them? Is our message clear? Do they know what we are looking for? Are they crystal clear about exactly what we do?
We might think that we are doing a great job, but, especially if referrals are low, do our fellow members agree?
So, I have a couple of ideas that you might like to try. The first is easy. Every time that you have a One2One make it one of your questions. Ask if your 60 Seconds are providing the right kind of information to help find you referrals.
The second idea is more difficult to do and may result in you opening yourself up to some harsh truths, but may well result in some great business in the future. Find someone in the chapter whom you really trust and whom you know will be objective and ask them to give you some real feedback on your 60 Seconds – warts and all.
If they agree, don’t take what they say personally. You asked for their help! Consider their observations and suggestions, and, if you agree, change your 60 Seconds accordingly. And then ask them for their feedback again.
Oh, and why not ask them if they would like some feedback on their 60 Seconds?
Recently, my Area Director was telling me about a chapter visit she had made, and in particular about the 60 Seconds she had listened to. Or, to be more precise, one she had not heard.
She had turned to the member beside her and whispered, ‘I didn’t hear anything they said!’ And the member replied that in over a year that they hadn’t heard anything either!
I won’t tell you anything else of the story, other than to say that if there is someone in your chapter that you can’t hear, please be a good friend and let them know.
However, it got me thinking. Does any of us really know what our fellow members think of our 60 Seconds? Not just can they hear us, but do we educate them? Is our message clear? Do they know what we are looking for? Are they crystal clear about exactly what we do?
We might think that we are doing a great job, but, especially if referrals are low, do our fellow members agree?
So, I have a couple of ideas that you might like to try. The first is easy. Every time that you have a One2One make it one of your questions. Ask if your 60 Seconds are providing the right kind of information to help find you referrals.
The second idea is more difficult to do and may result in you opening yourself up to some harsh truths, but may well result in some great business in the future. Find someone in the chapter whom you really trust and whom you know will be objective and ask them to give you some real feedback on your 60 Seconds – warts and all.
If they agree, don’t take what they say personally. You asked for their help! Consider their observations and suggestions, and, if you agree, change your 60 Seconds accordingly. And then ask them for their feedback again.
Oh, and why not ask them if they would like some feedback on their 60 Seconds?
Monday, 11 May 2009
What are you talking about at 6.30am?
11/5/09
Most good BNI members arrive at around 6.30am for their weekly chapter meeting, leaving again at just after 8.30am to continue their day's work.
The open networking part of the meeting from 6.30am until 7.10am, when the formal part of the meeting starts, therefore represents around 35% of the total meeting time.
Now, I have a question for you. Would you spend 35% of your working week talking about sport, or what you did last night? Well that is exactly what some members do at their BNI meeting during the open networking part of the meeting.
Now I’m not suggesting that the whole of the time from the moment you arrive at your meeting until the time that you sit down for the formal part of the meeting should be all work. But, should you be spending all of that time on casual chit-chat? How much work would you get done during your normal working week if you spent 35% just talking about the weather?
So, make the most of the open networking part of your weekly meeting. Have a plan, of course catch up on last night’s football scores with your best mate, that’s all part of building a great relationship, but also use the time to find out how you can help your fellow members and also to let them know how they can help you.
Most good BNI members arrive at around 6.30am for their weekly chapter meeting, leaving again at just after 8.30am to continue their day's work.
The open networking part of the meeting from 6.30am until 7.10am, when the formal part of the meeting starts, therefore represents around 35% of the total meeting time.
Now, I have a question for you. Would you spend 35% of your working week talking about sport, or what you did last night? Well that is exactly what some members do at their BNI meeting during the open networking part of the meeting.
Now I’m not suggesting that the whole of the time from the moment you arrive at your meeting until the time that you sit down for the formal part of the meeting should be all work. But, should you be spending all of that time on casual chit-chat? How much work would you get done during your normal working week if you spent 35% just talking about the weather?
So, make the most of the open networking part of your weekly meeting. Have a plan, of course catch up on last night’s football scores with your best mate, that’s all part of building a great relationship, but also use the time to find out how you can help your fellow members and also to let them know how they can help you.
Thursday, 7 May 2009
Know your 10 Minute Speaker!
7/5/09
Something that really impressed me at the recent BNI Directors' Conference in Amsterdam was the way in which David O'Dell introduced the speakers. He had been given a biography on the person that he was to introduce, but instead used his own personal knowledge of the speaker, gained from the relationship he had with them, to make the introduction. Not only did it build his own credibility but it gave a far better and warmer introduction to the person he was introducing. It was genuine and really demonstrated his liking and trust of the person concerned and really started the whole presentation in a very positive way.
This was so much better than the often badly read, married to so and so, children none, pets none, home town, Oh, can't read that but I think it says they were there for eleven years, and so it goes on. What does that say about the person and what you think about them?
So, Secretary/Treasurers how about this for an idea?
If you don't already know the 10 Minute speaker really well, how about having a One2One with them a couple of weeks before they are due to speak? Not only will you be able to give them a much better introduction, but you will be building your own credibility, and increasing the number of referrals you pass between each other. But may I suggest that it might be worth asking the speaker if they mind you doing your own introduction of them just in case there is something in their biography that they really want the group to know.
Overall this is what they call a Win, Win, Win situation!
Something that really impressed me at the recent BNI Directors' Conference in Amsterdam was the way in which David O'Dell introduced the speakers. He had been given a biography on the person that he was to introduce, but instead used his own personal knowledge of the speaker, gained from the relationship he had with them, to make the introduction. Not only did it build his own credibility but it gave a far better and warmer introduction to the person he was introducing. It was genuine and really demonstrated his liking and trust of the person concerned and really started the whole presentation in a very positive way.
This was so much better than the often badly read, married to so and so, children none, pets none, home town, Oh, can't read that but I think it says they were there for eleven years, and so it goes on. What does that say about the person and what you think about them?
So, Secretary/Treasurers how about this for an idea?
If you don't already know the 10 Minute speaker really well, how about having a One2One with them a couple of weeks before they are due to speak? Not only will you be able to give them a much better introduction, but you will be building your own credibility, and increasing the number of referrals you pass between each other. But may I suggest that it might be worth asking the speaker if they mind you doing your own introduction of them just in case there is something in their biography that they really want the group to know.
Overall this is what they call a Win, Win, Win situation!
Sunday, 26 April 2009
12th Annual BNI European Conference – Amsterdam:
26/4/09
my third conference and, I have to say, the best so far. My first, in Southampton I have to admit is just a dull memory. All I can remember is a team building game and that Frank De Raffele was brilliant: I thought about BNI the same way he did.
Dublin was better, I knew the ropes now, was on one of the Steering Committees for the year, there was a great presentation by Andrew Hall and I was sitting next to one of the lovely ladies from BNI Head Office at the Awards Dinner.
I know I’ve only just arrived back, so everything is fresh in my mind, but Amsterdam was without doubt the best!
We started, even before the conference started, at 7.30am Friday morning with a London North West group One2One with Sandra and Andy Hart. I would have been happy to have gone home after breakfast with the advice they gave, but then the conference was opened by Frank De Raffele. What a great way to set the tone for the next two days! My personal highlight of the morning was choosing to attend the Breakout Session by Mike Holman which was straight talking and full of sound practical advice. In the afternoon was an hour of 10 Minute presentations: a very thought provoking one by Peter Hemmen (Netherlands), based on Roger Bannister’s 4 minute mile, about changing your mindset, a great One2One plan from Samantha Rathling (Ireland South & West) which provides a referral every time, but the best in my mind was a sensational 10 Minute by Kathleen Waller (London North West) on how to present an outstanding 10 Minute. It had everything - other than the use of props!
Saturday opened with the National Directors’ Report, this year hosted by Charlie Lawson and Tim Cook, and included a little Directors Quiz. I’m glad to report that I scored in the top 20%! This was followed by another set of Breakout Sessions and, judging by the feedback at the end of the conference, provided the outstanding moment of the whole two days! This was a truly motivating and, for some, life changing, session by Dinah Liversidge, entitled ‘Building Your Business by Building Your Credibility’. A spontaneous standing ovation and queue of people wanting to shake her hand said all that was needed to be said. But still we had the afternoon to come, and for me, overall, this provided my own personal highlight. Rob Brown - what a show! - 'Stand Up and Stand Out'. If I just took 10% of what he showed us and put it into action, it would change me and my business for the better. Again this one session would have made the conference so much more than just worthwhile; in a way it was my own ‘life changing’ moment.
Well, what was left to come? The Black Tie Awards Dinner. Would we get an award this year? Yes we did: an award for opening new chapters. And I was happy to have been able to help London North West win it by launching the Iolanthe chapter during the year. But there was still more to come! After the awards and before the serious part of the evening started, the dancing, Gillian and Martin Lawson had a very special announcement to make. They were retiring with immediate effect, official date 1st May, and Charlie Lawson and Tim Cook were taking over as Joint National Directors.
What a moment when Martin thanked Gillian for all she had done over the last thirteen years, watched by all of their children who had joined us for the occasion.
And the saddest part of the two days? Being caught by Sandra Hart at midnight, while everyone else was dancing, checking my BNI emails!
my third conference and, I have to say, the best so far. My first, in Southampton I have to admit is just a dull memory. All I can remember is a team building game and that Frank De Raffele was brilliant: I thought about BNI the same way he did.
Dublin was better, I knew the ropes now, was on one of the Steering Committees for the year, there was a great presentation by Andrew Hall and I was sitting next to one of the lovely ladies from BNI Head Office at the Awards Dinner.
I know I’ve only just arrived back, so everything is fresh in my mind, but Amsterdam was without doubt the best!
We started, even before the conference started, at 7.30am Friday morning with a London North West group One2One with Sandra and Andy Hart. I would have been happy to have gone home after breakfast with the advice they gave, but then the conference was opened by Frank De Raffele. What a great way to set the tone for the next two days! My personal highlight of the morning was choosing to attend the Breakout Session by Mike Holman which was straight talking and full of sound practical advice. In the afternoon was an hour of 10 Minute presentations: a very thought provoking one by Peter Hemmen (Netherlands), based on Roger Bannister’s 4 minute mile, about changing your mindset, a great One2One plan from Samantha Rathling (Ireland South & West) which provides a referral every time, but the best in my mind was a sensational 10 Minute by Kathleen Waller (London North West) on how to present an outstanding 10 Minute. It had everything - other than the use of props!
Saturday opened with the National Directors’ Report, this year hosted by Charlie Lawson and Tim Cook, and included a little Directors Quiz. I’m glad to report that I scored in the top 20%! This was followed by another set of Breakout Sessions and, judging by the feedback at the end of the conference, provided the outstanding moment of the whole two days! This was a truly motivating and, for some, life changing, session by Dinah Liversidge, entitled ‘Building Your Business by Building Your Credibility’. A spontaneous standing ovation and queue of people wanting to shake her hand said all that was needed to be said. But still we had the afternoon to come, and for me, overall, this provided my own personal highlight. Rob Brown - what a show! - 'Stand Up and Stand Out'. If I just took 10% of what he showed us and put it into action, it would change me and my business for the better. Again this one session would have made the conference so much more than just worthwhile; in a way it was my own ‘life changing’ moment.
Well, what was left to come? The Black Tie Awards Dinner. Would we get an award this year? Yes we did: an award for opening new chapters. And I was happy to have been able to help London North West win it by launching the Iolanthe chapter during the year. But there was still more to come! After the awards and before the serious part of the evening started, the dancing, Gillian and Martin Lawson had a very special announcement to make. They were retiring with immediate effect, official date 1st May, and Charlie Lawson and Tim Cook were taking over as Joint National Directors.
What a moment when Martin thanked Gillian for all she had done over the last thirteen years, watched by all of their children who had joined us for the occasion.
And the saddest part of the two days? Being caught by Sandra Hart at midnight, while everyone else was dancing, checking my BNI emails!
Wednesday, 22 April 2009
Use your ears!
22/4/09
Want more business from your fellow members? Then use your ears: listen and remember.
It doesn’t matter if it’s during open networking, during the meeting, at a social, or even if ‘by accident’ you hear other members talking. Use your ears!
How many times have you heard a member mention in the course of a conversation a company’s name? The name comes and goes and more often than not you think nothing of it. You might nod, or even say ‘Wow!, what a great company to work for’, but five minutes later the company name is forgotten.
But, what if you remembered that company? What, if that company would be a great contact for you? You can’t interrupt, especially if you are listening to someone else’s conversation, and say ‘Hey, that would be a great contact for me!’ but what you can do is remember the name and in the future, during a One2One, ask about the company. Ask how the member got the business in the first place and how good their relationship with them was. And, if it seems right, would the member be prepared to give you a personal introduction?
Your fellow members often don’t realise which of their contacts you might be interested in, but if asked are only too willing to help you gain business.
So, use your ears and get more business. Oh, a little tip – always carry a small notebook. You never know when you might need it!
Want more business from your fellow members? Then use your ears: listen and remember.
It doesn’t matter if it’s during open networking, during the meeting, at a social, or even if ‘by accident’ you hear other members talking. Use your ears!
How many times have you heard a member mention in the course of a conversation a company’s name? The name comes and goes and more often than not you think nothing of it. You might nod, or even say ‘Wow!, what a great company to work for’, but five minutes later the company name is forgotten.
But, what if you remembered that company? What, if that company would be a great contact for you? You can’t interrupt, especially if you are listening to someone else’s conversation, and say ‘Hey, that would be a great contact for me!’ but what you can do is remember the name and in the future, during a One2One, ask about the company. Ask how the member got the business in the first place and how good their relationship with them was. And, if it seems right, would the member be prepared to give you a personal introduction?
Your fellow members often don’t realise which of their contacts you might be interested in, but if asked are only too willing to help you gain business.
So, use your ears and get more business. Oh, a little tip – always carry a small notebook. You never know when you might need it!
Saturday, 18 April 2009
Do you know what your fellow members' partners do?
18/4/09
I was chatting to a very successful 12 year member recently at a workshop and in the course of our conversation I asked him if he had any tips on increasing the amount of business I received from my chapter. And he asked me if I knew what all my fellow members' partners did.
A little embarrassed, I had to admit that I didn’t; worse still, that there were some members in my chapter whom I didn’t even know if they had a partner.
He explained that during his 12 years as a member that he had discovered that the One2One was the most important thing that he did. He had regular One2Ones with all of the members of his chapter and that he took an interest in everything that they and their family did.
This had not only gained him a number of really good friends but over the years a great deal of business. Why? Because a great many members' partners work, and, on more than one occasion, have turned out to be just the contact he needed.
So, I have the same question for you. Do you know what your fellow members' partners do? If not, you could be missing out on some really valuable business.
I was chatting to a very successful 12 year member recently at a workshop and in the course of our conversation I asked him if he had any tips on increasing the amount of business I received from my chapter. And he asked me if I knew what all my fellow members' partners did.
A little embarrassed, I had to admit that I didn’t; worse still, that there were some members in my chapter whom I didn’t even know if they had a partner.
He explained that during his 12 years as a member that he had discovered that the One2One was the most important thing that he did. He had regular One2Ones with all of the members of his chapter and that he took an interest in everything that they and their family did.
This had not only gained him a number of really good friends but over the years a great deal of business. Why? Because a great many members' partners work, and, on more than one occasion, have turned out to be just the contact he needed.
So, I have the same question for you. Do you know what your fellow members' partners do? If not, you could be missing out on some really valuable business.
Friday, 10 April 2009
Have you hit Tesco?
10/4/09
One thing I often hear in chapters is that members have no time to look for visitors.
I’m not going to go into how business people don’t have time to find new business, but what I will say is that finding visitors need take no time at all. Well, very little!
Most of us shop these days, and whether it’s Tesco, or any other supermarket, or in fact just about any DIY store, people to invite are just sitting there right in front of us at the checkout.
If you haven’t done so before, have a look at the wall behind the tills: you will find a large business card holder full of cards of companies looking for business. The companies that advertise there are spending a great deal of money to have their cards on display. They are looking for business.
And, that’s the key: they are looking for more business. That’s all a visitor is, someone who is looking for more work, nothing more.
So, next time you are out shopping, look for those business cards and make your visitor inviting easy.
One thing I often hear in chapters is that members have no time to look for visitors.
I’m not going to go into how business people don’t have time to find new business, but what I will say is that finding visitors need take no time at all. Well, very little!
Most of us shop these days, and whether it’s Tesco, or any other supermarket, or in fact just about any DIY store, people to invite are just sitting there right in front of us at the checkout.
If you haven’t done so before, have a look at the wall behind the tills: you will find a large business card holder full of cards of companies looking for business. The companies that advertise there are spending a great deal of money to have their cards on display. They are looking for business.
And, that’s the key: they are looking for more business. That’s all a visitor is, someone who is looking for more work, nothing more.
So, next time you are out shopping, look for those business cards and make your visitor inviting easy.
Saturday, 4 April 2009
Practise what you preach!
4/4/09
Credibility and personal branding are so important in your chapter and I believe that a great many members just don't understand how important these two things are.
I have a great book called the Perfect Portfolio and in it, amongst other things, the author suggests that you need to open with a 'Bang' and close with a 'Bang', but more important than that, you will only sell what is in your portfolio. In my case as a printer, these is no point going out selling colour leaflets if my portfolio is full of 2-colour letterheads. Things just don't stack up.
And, it is exactly the same in your BNI chapter. Only in your chapter you and your company are your portfolio. I will give you some examples to explain.
We once had a web designer join our chapter, only to discover a short time later that they didn't have a web site themselves. Guess what that did to their credibility? How hard do you think it was to refer a web designer who didn't have a web site? Can I add here that if you are a web designer and you look after your chapter's web site, make sure that the chapter site is always up to date, as if it's not, it will hurt your credibility.
If you are a copywriter your 60 Seconds need to be perfect, every word in exactly the right place and every 60 Seconds exactly that - 60 seconds.
On the other hand if you are a Business Coach who says that you can help companies find more business and increase sales, then you must have business yourself. A great way of also showing how good you are at gaining people new business is to be the top visitor bringer to your chapter.
Then of course you have the Personal Coach - they listen, consider, and help. What do you think it says about that coach if throughout the meeting they are constantly interrupting and not understanding what is being said?
I think that by now you are probably getting the picture - that you have to be what you are selling. You have to look the part. If you are expecting to sell an expensive service you really can't hand out a cheap looking business card you got off the web - you want someone to give you thousands of pounds but can only afford £20 for business cards. Again it doesn't add up.
So, credibility, it's built on everything you do in your chapter, everything you say, everything you show.
If you are not getting the number of referrals that you think you should, may I suggest that you find a member that you can trust to tell you the truth and ask if your credibiltiy and branding match up to what you are selling. And, if not, how you could improve things.
If you can increase your credibility your referrals will follow suit.
Credibility and personal branding are so important in your chapter and I believe that a great many members just don't understand how important these two things are.
I have a great book called the Perfect Portfolio and in it, amongst other things, the author suggests that you need to open with a 'Bang' and close with a 'Bang', but more important than that, you will only sell what is in your portfolio. In my case as a printer, these is no point going out selling colour leaflets if my portfolio is full of 2-colour letterheads. Things just don't stack up.
And, it is exactly the same in your BNI chapter. Only in your chapter you and your company are your portfolio. I will give you some examples to explain.
We once had a web designer join our chapter, only to discover a short time later that they didn't have a web site themselves. Guess what that did to their credibility? How hard do you think it was to refer a web designer who didn't have a web site? Can I add here that if you are a web designer and you look after your chapter's web site, make sure that the chapter site is always up to date, as if it's not, it will hurt your credibility.
If you are a copywriter your 60 Seconds need to be perfect, every word in exactly the right place and every 60 Seconds exactly that - 60 seconds.
On the other hand if you are a Business Coach who says that you can help companies find more business and increase sales, then you must have business yourself. A great way of also showing how good you are at gaining people new business is to be the top visitor bringer to your chapter.
Then of course you have the Personal Coach - they listen, consider, and help. What do you think it says about that coach if throughout the meeting they are constantly interrupting and not understanding what is being said?
I think that by now you are probably getting the picture - that you have to be what you are selling. You have to look the part. If you are expecting to sell an expensive service you really can't hand out a cheap looking business card you got off the web - you want someone to give you thousands of pounds but can only afford £20 for business cards. Again it doesn't add up.
So, credibility, it's built on everything you do in your chapter, everything you say, everything you show.
If you are not getting the number of referrals that you think you should, may I suggest that you find a member that you can trust to tell you the truth and ask if your credibiltiy and branding match up to what you are selling. And, if not, how you could improve things.
If you can increase your credibility your referrals will follow suit.
Sunday, 29 March 2009
Why stand up?
29/3/09
A question you often hear from new members in BNI is - Why do I have to stand when I am talking?
I’ve also seen many visitors stay sitting when it is their turn to speak, lots of frantic gesturing from the members trying to get a person to stand and, most often, a request from the Chapter Director for someone to stand, this being followed by an uneasy or embarrassed rise by the person concerned from their chair.
So, why do we stand when talking?
Well, I guess the easy answer is that it is more business like. But, in truth there are far more important reasons than that and they all add up to just one thing. More business!
When we stand to talk we naturally speak louder, we can be seen and everyone’s attention is focused on us. Our words are clearer and more easily heard, which means that our presentation is far more effective. I hope that you will agree that it’s not too hard to connect a more effective presentation to gaining more business.
And, don’t rush when you do stand to speak. Only start talking once you are standing and finish talking before you sit down again. I miss so much of members' 60 Seconds who start talking the moment they start to rise from their seats and trail off as they sit again at the end.
A question you often hear from new members in BNI is - Why do I have to stand when I am talking?
I’ve also seen many visitors stay sitting when it is their turn to speak, lots of frantic gesturing from the members trying to get a person to stand and, most often, a request from the Chapter Director for someone to stand, this being followed by an uneasy or embarrassed rise by the person concerned from their chair.
So, why do we stand when talking?
Well, I guess the easy answer is that it is more business like. But, in truth there are far more important reasons than that and they all add up to just one thing. More business!
When we stand to talk we naturally speak louder, we can be seen and everyone’s attention is focused on us. Our words are clearer and more easily heard, which means that our presentation is far more effective. I hope that you will agree that it’s not too hard to connect a more effective presentation to gaining more business.
And, don’t rush when you do stand to speak. Only start talking once you are standing and finish talking before you sit down again. I miss so much of members' 60 Seconds who start talking the moment they start to rise from their seats and trail off as they sit again at the end.
Sunday, 22 March 2009
Two signs of a great chapter!
22/3/09
Obviously there are many things that make a great chapter and, even if I came up with a Top 10 list, someone else would have their own opinion.
For example, it could be the amount of business that a chapter has been thanked for in the ‘Thank you for the business’ (Show me the Money) box, it could be the number of referrals passed, the fact that most members have been to all of the workshops, or that every week they have two or more visitors, or it could be that their chapter has 44 members, or maybe that they have wonderful social events.
In truth I suspect that it will be a combination of all of these things and more.
But, if you want two, easy to spot signs of a great chapter just count the number of members at the meeting by 6.30am and again at 9.00am. Great chapters are buzzing by 6.30am and are still full at 9.00am.
So, have a quick count of the members at your next meeting. If more than 60% of your fellow members are present then you might just have yourself a great chapter.
Obviously there are many things that make a great chapter and, even if I came up with a Top 10 list, someone else would have their own opinion.
For example, it could be the amount of business that a chapter has been thanked for in the ‘Thank you for the business’ (Show me the Money) box, it could be the number of referrals passed, the fact that most members have been to all of the workshops, or that every week they have two or more visitors, or it could be that their chapter has 44 members, or maybe that they have wonderful social events.
In truth I suspect that it will be a combination of all of these things and more.
But, if you want two, easy to spot signs of a great chapter just count the number of members at the meeting by 6.30am and again at 9.00am. Great chapters are buzzing by 6.30am and are still full at 9.00am.
So, have a quick count of the members at your next meeting. If more than 60% of your fellow members are present then you might just have yourself a great chapter.
Friday, 13 March 2009
Chapter Director blown away!
13/3/09
My business, Imperial Printers, had a stand at the first Richmond Networking Expo 09 on Thursday, as in fact did my BNI chapter - Business Class.
The event was sponsored by the Best of Richmond and held at the Harlequins' Rugby ground and was a great success. It was also the first time that we had been an exhibitor at an event and we too had a brilliant time, although I have to say that standing for seven hours is pretty hard on the legs!
Anyway, this morning, in the cold light of day, things are still buzzing at BNI Business Class and the feedback from the members is just amazing. And, as for our chapter director, well he is just totally 'blown away' by the whole thing. Below is an email he sent me about the event, which I think says it all.
The definition of giving
There is an old adage in football: teams that drink together, win together. I suppose it means that if your teammates are also your friends you will make that extra effort for them.
There can be no doubt that the people in our chapter are friends.
Yesterday, at the Best of Richmond Expo, BNI had a stand and BNI Business Class had our own separate stand.
All our members were in evidence from 3pm. This included setting up what was an innovative, attractive and welcoming stand. It told those who attended the Expo that, all the talk of gloom is just that, talk, because at Business Class, business is done and business is fun.
None of them were selling their own products, instead they were each working to get business for their fellow members. And the result? A stampede of people desperate to join our chapter.
And when I left the show late into the evening, what were the remaining members doing?
Drinking together!
My business, Imperial Printers, had a stand at the first Richmond Networking Expo 09 on Thursday, as in fact did my BNI chapter - Business Class.
The event was sponsored by the Best of Richmond and held at the Harlequins' Rugby ground and was a great success. It was also the first time that we had been an exhibitor at an event and we too had a brilliant time, although I have to say that standing for seven hours is pretty hard on the legs!
Anyway, this morning, in the cold light of day, things are still buzzing at BNI Business Class and the feedback from the members is just amazing. And, as for our chapter director, well he is just totally 'blown away' by the whole thing. Below is an email he sent me about the event, which I think says it all.
The definition of giving
There is an old adage in football: teams that drink together, win together. I suppose it means that if your teammates are also your friends you will make that extra effort for them.
There can be no doubt that the people in our chapter are friends.
Yesterday, at the Best of Richmond Expo, BNI had a stand and BNI Business Class had our own separate stand.
All our members were in evidence from 3pm. This included setting up what was an innovative, attractive and welcoming stand. It told those who attended the Expo that, all the talk of gloom is just that, talk, because at Business Class, business is done and business is fun.
The members then spent the rest of the Expo talking to potential visitors about how great our chapter is.
None of them were selling their own products, instead they were each working to get business for their fellow members. And the result? A stampede of people desperate to join our chapter.
And when I left the show late into the evening, what were the remaining members doing?
Drinking together!
Sunday, 8 March 2009
Is your meeting like a great party?
8/3/09
And, no I don’t mean with lots of champagne, loud music and dancing!
I’m sure that like me, sometime in your life, you have been invited to a party that, to be honest, wasn’t that great. For some reason the party just didn’t get going; there was music, more than enough to drink, and friends in the room. But there was no spark, no feeling of fun, so you had a drink, grabbed a plate full of food, smiled at a few people and tried to have a good time. All the time wondering how soon it would be polite to make your excuses and leave.
On the other hand (I hope) we have all been to really fantastic parties, where as soon as you walk in the room you just know that you are going to have a good time. Funny thing is that if you think about it there is nothing different about the structure of the party: music, drink, food and people. And yet it’s totally different and the thought of leaving doesn’t even cross your mind. You love the music, dance the night away, laugh, and just can’t stop talking. Until in the end your host has to push you out of their door and promises to have another party soon.
Well, that is what our chapter meetings need to feel like. When visitors, and members, come to our meetings do they wish they hadn’t come or do they feel as if the meeting is over almost as soon as they are welcomed into the room?
Every BNI meeting has the same structure - our twenty point agenda - so it is up to us to make our meetings feel like that great party.
Make sure that you are part of the energy in the room by getting to your meetings early and acting like the perfect host. I think you will be surprised at the difference that it will make to your chapter.
And, no I don’t mean with lots of champagne, loud music and dancing!
I’m sure that like me, sometime in your life, you have been invited to a party that, to be honest, wasn’t that great. For some reason the party just didn’t get going; there was music, more than enough to drink, and friends in the room. But there was no spark, no feeling of fun, so you had a drink, grabbed a plate full of food, smiled at a few people and tried to have a good time. All the time wondering how soon it would be polite to make your excuses and leave.
On the other hand (I hope) we have all been to really fantastic parties, where as soon as you walk in the room you just know that you are going to have a good time. Funny thing is that if you think about it there is nothing different about the structure of the party: music, drink, food and people. And yet it’s totally different and the thought of leaving doesn’t even cross your mind. You love the music, dance the night away, laugh, and just can’t stop talking. Until in the end your host has to push you out of their door and promises to have another party soon.
Well, that is what our chapter meetings need to feel like. When visitors, and members, come to our meetings do they wish they hadn’t come or do they feel as if the meeting is over almost as soon as they are welcomed into the room?
Every BNI meeting has the same structure - our twenty point agenda - so it is up to us to make our meetings feel like that great party.
Make sure that you are part of the energy in the room by getting to your meetings early and acting like the perfect host. I think you will be surprised at the difference that it will make to your chapter.
Wednesday, 25 February 2009
A ‘Giving’ 10 Minutes
25/2/09
At a recent chapter visit I was lucky enough to experience one of the best 10 Minute presentations I have ever seen. It wasn’t great because of the props used - there weren’t any - nor because the member was an amazing performer, nor because of an eye-catching PowerPoint slide show, and not even because the content was stunning, but because of its simplicity and what was given.
The presentation was delivered in three sections and it was the middle part that really got my attention. The member talked about his customers and what type of business sector they were in. He then told us that he had been through his current client base and had 305 active accounts. At this point he turned over to a new flip chart sheet and on it was a list of his customers by sector. He then asked everyone to study the names and if they wanted introductions into any of them he would do his best for them.
What an offer!
I have to say that I was more than a little impressed. At a time when he could have been doing his utmost to educate the chapter on how to find him referrals he was using his time to help his fellow members.
A real ten out of ten 10 Minutes!
At a recent chapter visit I was lucky enough to experience one of the best 10 Minute presentations I have ever seen. It wasn’t great because of the props used - there weren’t any - nor because the member was an amazing performer, nor because of an eye-catching PowerPoint slide show, and not even because the content was stunning, but because of its simplicity and what was given.
The presentation was delivered in three sections and it was the middle part that really got my attention. The member talked about his customers and what type of business sector they were in. He then told us that he had been through his current client base and had 305 active accounts. At this point he turned over to a new flip chart sheet and on it was a list of his customers by sector. He then asked everyone to study the names and if they wanted introductions into any of them he would do his best for them.
What an offer!
I have to say that I was more than a little impressed. At a time when he could have been doing his utmost to educate the chapter on how to find him referrals he was using his time to help his fellow members.
A real ten out of ten 10 Minutes!
Monday, 23 February 2009
Brilliant BNI Song!
23/2/09
I’ve just been told about a BNI Song on YouTube by Richard Swan – and just watched it. It’s a must see, just click below.
http://www.youtube.com/watch?v=UPZetC8jPhY
I’ve just been told about a BNI Song on YouTube by Richard Swan – and just watched it. It’s a must see, just click below.
http://www.youtube.com/watch?v=UPZetC8jPhY
Thursday, 19 February 2009
Can another BNI member ever be a good substitute?
19/2/09
A survey was done some time ago where members were asked “If a member of your chapter could not attend a meeting, who would you like to see in their chair as a sub?”
I’m not going to run through the Top 10 now, but at number seven, was “Anyone … with a heartbeat”. And, at number eight, was another BNI member.
So, I guess you could say that the answer to my question was – No!
However, we had a BNI member from another chapter sub at our chapter last week. Sadly nothing unusual in that, apart from the fact that she didn’t present her business, as she clashed with one of our members – so, she didn’t do a 60 Seconds. In fact she didn’t really talk about her business much at all and she didn't even pass around her business cards. She was subbing for the right reason – giving to a friend.
And, it reminded me of an email that I had received some time last year. In short, the email said that a member of a chapter was looking for a sub for a very good friend of theirs, only that they themselves could not sub for the friend, because they clashed with someone in the chapter.
Now my question is, what sort of friend were they? And, I would have to say - Not a friend at all.
So, if you are asked to sub in the future, make sure that you are not just the ‘soft’ option and then ask yourself before saying yes, “Would I still say yes if I couldn’t present my business?”
The really great thing about the BNI member that subbed at our meeting last week, was that when I left she was having a One2One with the person she clashed with.
Two members that both understand what BNI is all about.
A survey was done some time ago where members were asked “If a member of your chapter could not attend a meeting, who would you like to see in their chair as a sub?”
I’m not going to run through the Top 10 now, but at number seven, was “Anyone … with a heartbeat”. And, at number eight, was another BNI member.
So, I guess you could say that the answer to my question was – No!
However, we had a BNI member from another chapter sub at our chapter last week. Sadly nothing unusual in that, apart from the fact that she didn’t present her business, as she clashed with one of our members – so, she didn’t do a 60 Seconds. In fact she didn’t really talk about her business much at all and she didn't even pass around her business cards. She was subbing for the right reason – giving to a friend.
And, it reminded me of an email that I had received some time last year. In short, the email said that a member of a chapter was looking for a sub for a very good friend of theirs, only that they themselves could not sub for the friend, because they clashed with someone in the chapter.
Now my question is, what sort of friend were they? And, I would have to say - Not a friend at all.
So, if you are asked to sub in the future, make sure that you are not just the ‘soft’ option and then ask yourself before saying yes, “Would I still say yes if I couldn’t present my business?”
The really great thing about the BNI member that subbed at our meeting last week, was that when I left she was having a One2One with the person she clashed with.
Two members that both understand what BNI is all about.
Monday, 16 February 2009
Ten Business Cards
16/2/09
I was helping my Area Director present the 1-1 Relationship Skills Workshop this week. In one of the open discussion parts of the workshop ideas were being exchanged on how to best maximise the opportunities for the other person.
Something my Area Director suggested, as it is what she does, is ask the member she is having the 1-1 with for ten business cards. Once back in her office, she attaches each card around her computer screen with some Bluetack. In this way, when emailing and on the telephone, she has a ready reminder of the person that she is looking to help.
Then, when an opening arises to recommend the member, she has all their necessary information to hand. And the best part? Until she has been able to give out all ten cards she does not have another 1-1. She is completely focused on that one member.
What a great idea!
I was helping my Area Director present the 1-1 Relationship Skills Workshop this week. In one of the open discussion parts of the workshop ideas were being exchanged on how to best maximise the opportunities for the other person.
Something my Area Director suggested, as it is what she does, is ask the member she is having the 1-1 with for ten business cards. Once back in her office, she attaches each card around her computer screen with some Bluetack. In this way, when emailing and on the telephone, she has a ready reminder of the person that she is looking to help.
Then, when an opening arises to recommend the member, she has all their necessary information to hand. And the best part? Until she has been able to give out all ten cards she does not have another 1-1. She is completely focused on that one member.
What a great idea!
Sunday, 8 February 2009
BNI New Zealand
8/2/09
One of the things that has surprised me about my blog is the type of person who reads it. Or rather, those that think my blog is of value. Let’s face it anyone could read it!
And, I have to say that it is pretty good when someone leaves a comment saying that it’s a worthwhile read, especially when it is someone like Graham Southwell, the National Director, of New Zealand .
Having been spotted by Graham I decided to subscribe to the Official Blog of BNI New Zealand and now I receive an alert every time something new is posted.
Their post on how to better convert visitors to members caught my eye so I thought that I would share it;
http://bniblog.co.nz/bni/bni-workshops/how-to-convert-visitors-into-members/
Hope the post gives you some ideas for your own chapter.
See what Graham Southwell said:
https://www.blogger.com/comment.g?blogID=3403756724341668639&postID=4825241438186385778
One of the things that has surprised me about my blog is the type of person who reads it. Or rather, those that think my blog is of value. Let’s face it anyone could read it!
And, I have to say that it is pretty good when someone leaves a comment saying that it’s a worthwhile read, especially when it is someone like Graham Southwell, the National Director, of New Zealand .
Having been spotted by Graham I decided to subscribe to the Official Blog of BNI New Zealand and now I receive an alert every time something new is posted.
Their post on how to better convert visitors to members caught my eye so I thought that I would share it;
http://bniblog.co.nz/bni/bni-workshops/how-to-convert-visitors-into-members/
Hope the post gives you some ideas for your own chapter.
See what Graham Southwell said:
https://www.blogger.com/comment.g?blogID=3403756724341668639&postID=4825241438186385778
Monday, 2 February 2009
Beat that!
2/2/09
Platinum Chapter member Barry Sutton took off his gloves today and laid down a challenge to his fellow members.
Most of the country may have been covered in snow but that wasn’t going to stop Barry having a bit of fun and gaining an advantage where he could!
Late in the afternoon he sent an email to his Chapter which said:
‘Ok Guys. Every ten years or so we get some snowfall and it's customary to have a snowman competition.
Here is my entry. Beat that!’
Platinum Chapter member Barry Sutton took off his gloves today and laid down a challenge to his fellow members.
Most of the country may have been covered in snow but that wasn’t going to stop Barry having a bit of fun and gaining an advantage where he could!
Late in the afternoon he sent an email to his Chapter which said:
‘Ok Guys. Every ten years or so we get some snowfall and it's customary to have a snowman competition.
Here is my entry. Beat that!’
So, did any other Chapters have a snowman competition or maybe even a snowball fight?
It’s these kinds of things that help you get to know each other and what I’ve learnt today is that, if I want to beat Barry, next time it snows I’m going to have to get up early!
Hope you weren’t unlucky enough to be stuck in it somewhere but had some fun in the snow.
Monday, 26 January 2009
Pick up your visitor!
26/1/09
Have you ever been let down by a visitor? You rang them the day before your meeting to confirm that all was okay and then the next morning they didn’t show. Well, I don’t know about you but I have been.....more than once.
So, now, whenever possible, I offer to pick up and bring my visitors to my chapter meetings. It has made a big difference with the number of my visitors that attend. I bet they turn over in bed when the alarm goes, and instead of pushing the snooze button for another ten minutes (and then of course it gets too late), they think instead, 'That really nice BNI bloke will be here in a minute. Better get going!'
Don’t know if it is just the thought of this offer, but even those that don’t accept my kind offer tend to arrive!
But, do you know what else I have discovered by doing this? My relationship with the visitor starts in the car, in fact before that, as I have offered to take them to the meeting. In the car we have to talk, it’s almost a One2One, on top of which I can explain and put them at ease about the meeting that they are about to walk into.
I have found it a great method. Why not give it a try?
Have you ever been let down by a visitor? You rang them the day before your meeting to confirm that all was okay and then the next morning they didn’t show. Well, I don’t know about you but I have been.....more than once.
So, now, whenever possible, I offer to pick up and bring my visitors to my chapter meetings. It has made a big difference with the number of my visitors that attend. I bet they turn over in bed when the alarm goes, and instead of pushing the snooze button for another ten minutes (and then of course it gets too late), they think instead, 'That really nice BNI bloke will be here in a minute. Better get going!'
Don’t know if it is just the thought of this offer, but even those that don’t accept my kind offer tend to arrive!
But, do you know what else I have discovered by doing this? My relationship with the visitor starts in the car, in fact before that, as I have offered to take them to the meeting. In the car we have to talk, it’s almost a One2One, on top of which I can explain and put them at ease about the meeting that they are about to walk into.
I have found it a great method. Why not give it a try?
Saturday, 10 January 2009
What are your friends reading?
10/1/09
Often the reason that members find it difficult to find referrals is because they don’t know how to ask for them. Well, not ask for exactly, but start a conversation about a member in their chapter. They don’t have any ‘openers’. A phrase, something to start the conversation with, that will lead to a member being discussed.
Well, how about this for an idea? I was attending a Referral Skills workshop where members were being asked to share with the group ways of finding referrals that had been successful for them. And, I thought the following was a great idea.
Next time you go to a friend's home, in fact any home, have a look at what magazines are on the coffee table, on the kitchen units, on a desk, or by the side of the sofa. Is the magazine open at a particular page?
That’s your ‘opener’!
How easy would it be to motion to the magazine and say ‘Gardens, hard work aren’t they? Thinking of a change?’ And, off you go. Or, how about if a bathroom magazine is open at a page showing a beautiful fully tiled bathroom, you could say something like ‘Is that what your new bathroom is going to look like? I tried tiling. Never again!’ And, once again you are into a conversation, where you might be able to introduce your plumber, electrician, carpenter, plasterer, maybe all of them. They might even need a builder, or even a mortgage broker to raise the funds for the job.
But, the most important thing is your ‘opener’, after that there is no telling where the conversation will lead, or how many referrals you might be able to make.
Happy reading!
Often the reason that members find it difficult to find referrals is because they don’t know how to ask for them. Well, not ask for exactly, but start a conversation about a member in their chapter. They don’t have any ‘openers’. A phrase, something to start the conversation with, that will lead to a member being discussed.
Well, how about this for an idea? I was attending a Referral Skills workshop where members were being asked to share with the group ways of finding referrals that had been successful for them. And, I thought the following was a great idea.
Next time you go to a friend's home, in fact any home, have a look at what magazines are on the coffee table, on the kitchen units, on a desk, or by the side of the sofa. Is the magazine open at a particular page?
That’s your ‘opener’!
How easy would it be to motion to the magazine and say ‘Gardens, hard work aren’t they? Thinking of a change?’ And, off you go. Or, how about if a bathroom magazine is open at a page showing a beautiful fully tiled bathroom, you could say something like ‘Is that what your new bathroom is going to look like? I tried tiling. Never again!’ And, once again you are into a conversation, where you might be able to introduce your plumber, electrician, carpenter, plasterer, maybe all of them. They might even need a builder, or even a mortgage broker to raise the funds for the job.
But, the most important thing is your ‘opener’, after that there is no telling where the conversation will lead, or how many referrals you might be able to make.
Happy reading!
Thursday, 8 January 2009
Absence makes the heart grow fonder!
8/1/09
It may in love, but it certainly won’t in your chapter!
I’ve never understood why people miss business meetings, and your BNI meeting is a business meeting. After all, you have made a commitment. Why wouldn’t you turn up? What are you saying about the people that you are about to meet? That you don’t care about them? That they are not important?
Now, I know that there are emergencies, and that sometimes accidents happen, but I really find it hard to believe that a member who really cares about their fellow members can reach three or more absences.
But that’s me, and what I think doesn’t really matter, but what does matter is the effect that an absence has on the member.
Now, some of you might be thinking what effect can it possibly have, other than a tick in the absence column of the PALMS report. Well, here’s the answer.
I should have said answers, as there are many consequences to missing your chapter meeting.
The most immediate effect is that being absent reduces the chances of you receiving any referrals the following week. Why? Because you didn’t educate the chapter on what you were looking for. And, as you weren’t there, why should they think about you that week? Whereas a substitute, although not as good as the member, will continue the education process and your visibility in the group and, in doing so, improves the chances of more referrals the next week.
But, there is far more to it than that. An absence, especially more than one, has a much greater effect on the success of your membership than you might imagine. You not only miss the opportunity to give your 60 Seconds, but, more importantly, you don’t hear the 60 Seconds of your fellow members. This results in you giving fewer referrals, and yes, in receiving referrals! Givers Gain.
Then, we have the fact that you have missed a member’s 10 Minute presentation. How much easier would it be to find referrals for that member if you had been there? Then again, how do you feel when members miss your 10 Minute slot?
And, what about the open-networking before and after the meeting? Building trust, finding out how you can help people, and letting them know how they can help you.
None of us would miss a business meeting unless it was a real emergency; so, think about your BNI meeting for what it really is. A business meeting!
It may in love, but it certainly won’t in your chapter!
I’ve never understood why people miss business meetings, and your BNI meeting is a business meeting. After all, you have made a commitment. Why wouldn’t you turn up? What are you saying about the people that you are about to meet? That you don’t care about them? That they are not important?
Now, I know that there are emergencies, and that sometimes accidents happen, but I really find it hard to believe that a member who really cares about their fellow members can reach three or more absences.
But that’s me, and what I think doesn’t really matter, but what does matter is the effect that an absence has on the member.
Now, some of you might be thinking what effect can it possibly have, other than a tick in the absence column of the PALMS report. Well, here’s the answer.
I should have said answers, as there are many consequences to missing your chapter meeting.
The most immediate effect is that being absent reduces the chances of you receiving any referrals the following week. Why? Because you didn’t educate the chapter on what you were looking for. And, as you weren’t there, why should they think about you that week? Whereas a substitute, although not as good as the member, will continue the education process and your visibility in the group and, in doing so, improves the chances of more referrals the next week.
But, there is far more to it than that. An absence, especially more than one, has a much greater effect on the success of your membership than you might imagine. You not only miss the opportunity to give your 60 Seconds, but, more importantly, you don’t hear the 60 Seconds of your fellow members. This results in you giving fewer referrals, and yes, in receiving referrals! Givers Gain.
Then, we have the fact that you have missed a member’s 10 Minute presentation. How much easier would it be to find referrals for that member if you had been there? Then again, how do you feel when members miss your 10 Minute slot?
And, what about the open-networking before and after the meeting? Building trust, finding out how you can help people, and letting them know how they can help you.
None of us would miss a business meeting unless it was a real emergency; so, think about your BNI meeting for what it really is. A business meeting!
Sunday, 4 January 2009
Choose what your chapter looks like!
4/1/09
I sometimes hear members say that their chapter does not have the right members in it: too many of one thing, not enough of another, that their Power Group is too small. And I always suggest the same thing ....
Do something about it!
Members are the result of people invited. And, any member can influence the make-up of their chapter by simply inviting the type of people that they want as members.
So, if you want more members in your Power Team, invite only people that make up your team. If you want more trades people, only invite those types of businesses. If you want more women in your group, only invite women. The choice is yours.
But you have to do it. You have to invite people. Don’t leave it to someone else because they will invite whom they want, not whom you want.
Your chapter may not look the way you want it because you haven’t invited anyone who has become a member. Invite and keep inviting, and you never know, in a few months time your chapter may just look the way you would like it to.
I sometimes hear members say that their chapter does not have the right members in it: too many of one thing, not enough of another, that their Power Group is too small. And I always suggest the same thing ....
Do something about it!
Members are the result of people invited. And, any member can influence the make-up of their chapter by simply inviting the type of people that they want as members.
So, if you want more members in your Power Team, invite only people that make up your team. If you want more trades people, only invite those types of businesses. If you want more women in your group, only invite women. The choice is yours.
But you have to do it. You have to invite people. Don’t leave it to someone else because they will invite whom they want, not whom you want.
Your chapter may not look the way you want it because you haven’t invited anyone who has become a member. Invite and keep inviting, and you never know, in a few months time your chapter may just look the way you would like it to.
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