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.