31/12/10
It’s a simple thing but this is all about every member you meet, and all of your fellow chapter members, earning more money: giving and receiving more referrals.
As an Ambassador you work with your director visiting chapters, helping where needed, to some degree acting in the role of PR, and reporting on areas where help from your director maybe of use.
But, being an Ambassador is far more effective if you are a true ambassador and by that I mean a brilliant member. Now, I know that you would not have been picked by your director to be an ambassador if you weren’t already a great member. But my question is: could you be a better member? When you walk into a chapter, can any member question your ability to guide them?
So, here are a few questions for you. Do you wear your BNI pin? Do you wear a clear name badge (not a business card)? Have you a blue badge? Do you read SuccessNet? Have you listened to Dr Ivan Misner’s CD recently? Have you read the BNI Policy Booklet? Have you read any of the BNI books? Do you attend workshop? Do you arrive early for your meetings?
Now, the above questions are not just restricted to Ambassadors, as certainly Leadership Teams and Mentors should ask themselves the same questions. I also think that any member helping to run the chapter should.
Why? Well, because of the benefits to themselves, and as I said earlier, every member they meet.
As an Ambassador, you need to be a brilliant member. The result? You become a better member! You then help other members to become better members. The result? They are better members.
Just imagine what the effect would be in your chapter if every person who had a role became a great member. It could result in half the members of your chapter being great. And, what do you think the effect would be on the other members of the group? Yes - they would become better members!
So, by being a brilliant Ambassador, you can have an incredible effect on the success of every BNI member you meet.
Friday, 31 December 2010
Wednesday, 29 December 2010
Who can I help this week?
29/12/10
I think many members find it hard to find referrals because they are trying to find referrals. We have all heard things like: ‘I need to find a referral this week’, ‘I would love to get this particular member a referral’, ‘where do you find referrals?’,’ ‘I’m not good at finding referrals’. I’ve even said it myself!
Now I know that’s not what’s really meant, but I believe that some members make finding referrals harder than it need be, because they are actually looking for referrals. After all, that’s what we give and hope to be given.
But, how about changing the way that we think? Instead of looking for referrals, look for people to help. Who do you know that would be helped if you recommended one of your fellow members? Referrals are all about helping people: friends and business contacts that have a problem or need something.
Most of us, I’m sure, have helped a friend whose car battery is flat, by exhausting ourselves pushing their car up and down the road to get it started! And, referrals are just the same, we are helping our friends that are in need.
So, how about in future looking for people that you can help and forget about looking for referrals? Whenever you see someone with a problem or someone looking for something, just try saying ‘Would you like help with that?’.
I really believe that by changing the way you think about referrals that you will see a remarkable increase in the number of referrals you find!
I think many members find it hard to find referrals because they are trying to find referrals. We have all heard things like: ‘I need to find a referral this week’, ‘I would love to get this particular member a referral’, ‘where do you find referrals?’,’ ‘I’m not good at finding referrals’. I’ve even said it myself!
Now I know that’s not what’s really meant, but I believe that some members make finding referrals harder than it need be, because they are actually looking for referrals. After all, that’s what we give and hope to be given.
But, how about changing the way that we think? Instead of looking for referrals, look for people to help. Who do you know that would be helped if you recommended one of your fellow members? Referrals are all about helping people: friends and business contacts that have a problem or need something.
Most of us, I’m sure, have helped a friend whose car battery is flat, by exhausting ourselves pushing their car up and down the road to get it started! And, referrals are just the same, we are helping our friends that are in need.
So, how about in future looking for people that you can help and forget about looking for referrals? Whenever you see someone with a problem or someone looking for something, just try saying ‘Would you like help with that?’.
I really believe that by changing the way you think about referrals that you will see a remarkable increase in the number of referrals you find!
Tuesday, 21 December 2010
Forget your BNI card file!
21/12/10
Or, should it be forgot your BNI card file?
One of the most productive ways of finding referrals is to get your BNI card file into people’s hands, so that they can look through it. You don’t need to do anything else other than to say that the cards in the file are those of people that you know and trust and that you can highly recommend. It’s also a great idea to add that you may not need their services now, but they might be of interest in the future, and that you can give them a personal introduction. You will be surprised at how often someone says, ‘just what I’ve been looking for’ when they come across one of your fellow member’s cards.
But, how do we get it into people’s hands?
Well, this is where forget/forgot, comes into play. How about this for an idea?
You take your card file to every meeting you have and also to every job you do. And, very simply, when you leave you leave your card file behind. Now, one of two things will happen. First, someone will call you to ask if you left behind a burgundy file with gold lettering on it. You then say, ‘Thank you so much, you’re a life saver. That file has all of my most important contacts in. Is it okay if I collect it tomorrow?' Obviously, they will say of course. You then add, ‘as you have the file, why not take a look through it?’ and add the words above.
The second thing that can happen is that no one calls. So, you call them and say, ‘I don’t suppose you have fold a burgundy file with gold lettering on the front?’ When they say yes, you’ve guessed it, you use the words above!
It’s such a great way to get referrals and so simple. Have fun!
Or, should it be forgot your BNI card file?
One of the most productive ways of finding referrals is to get your BNI card file into people’s hands, so that they can look through it. You don’t need to do anything else other than to say that the cards in the file are those of people that you know and trust and that you can highly recommend. It’s also a great idea to add that you may not need their services now, but they might be of interest in the future, and that you can give them a personal introduction. You will be surprised at how often someone says, ‘just what I’ve been looking for’ when they come across one of your fellow member’s cards.
But, how do we get it into people’s hands?
Well, this is where forget/forgot, comes into play. How about this for an idea?
You take your card file to every meeting you have and also to every job you do. And, very simply, when you leave you leave your card file behind. Now, one of two things will happen. First, someone will call you to ask if you left behind a burgundy file with gold lettering on it. You then say, ‘Thank you so much, you’re a life saver. That file has all of my most important contacts in. Is it okay if I collect it tomorrow?' Obviously, they will say of course. You then add, ‘as you have the file, why not take a look through it?’ and add the words above.
The second thing that can happen is that no one calls. So, you call them and say, ‘I don’t suppose you have fold a burgundy file with gold lettering on the front?’ When they say yes, you’ve guessed it, you use the words above!
It’s such a great way to get referrals and so simple. Have fun!
Tuesday, 14 December 2010
Does inviting by postcard really work?
14/12/10
It’s a question that I am often asked, both by new and longer term members. And, I have to say from my own experience, yes without a doubt. Plus it can be one of the easiest ways to invite people that you will ever come across.
Last year I took twenty seven visitors along to my chapter and a fair number of them were invited by postcard. As I say, it’s one of the easiest ways to invite and I use postcards every single week. And, here’s how.
All you need are two postcards. Fill them out now, with the details of your next meeting, and put them in your jacket pocket or handbag. Okay, you now have a week to use those two postcards, otherwise they will be wasted. And, it’s simple! Whenever you are out and about, it really doesn’t matter where, and you get talking with someone about business and you get to ‘could you handle more?’, no matter how much time pressure your are under, you have the answer. Give them your prepared postcard and ask them to call you. If they really are looking for more business they will call, if not, nothing has been lost, but they might just keep that card for future use. Someone turned up at our meeting once with a card that had been sent out by post six months earlier – I’ve still got it somewhere.
If all else fails, put your card under the windscreen wiper of a trade van!
Then of course there are the 20 postcards that every new member should bring to our chapters. How many new members do you know that have brought these in? Did you? These postcards are sent to the new member’s best contacts: just imagine the results that we could get if they did!
And there are some chapters who know just how easy postcards are to use that they design and print their own. Now I don’t know if the results are any better than using those postcards supplied by BNI, but it does show how effective chapters believe postcards to be.
So, do postcards work? Yes, as I say without a doubt. Why not try them and let me know how you get on?
Below are a couple of examples of chapter postcards I picked up a while ago. Please remember, if you would like to design your own chapter postcard, get your design passed by your BNI Director.
It’s a question that I am often asked, both by new and longer term members. And, I have to say from my own experience, yes without a doubt. Plus it can be one of the easiest ways to invite people that you will ever come across.
Last year I took twenty seven visitors along to my chapter and a fair number of them were invited by postcard. As I say, it’s one of the easiest ways to invite and I use postcards every single week. And, here’s how.
All you need are two postcards. Fill them out now, with the details of your next meeting, and put them in your jacket pocket or handbag. Okay, you now have a week to use those two postcards, otherwise they will be wasted. And, it’s simple! Whenever you are out and about, it really doesn’t matter where, and you get talking with someone about business and you get to ‘could you handle more?’, no matter how much time pressure your are under, you have the answer. Give them your prepared postcard and ask them to call you. If they really are looking for more business they will call, if not, nothing has been lost, but they might just keep that card for future use. Someone turned up at our meeting once with a card that had been sent out by post six months earlier – I’ve still got it somewhere.
If all else fails, put your card under the windscreen wiper of a trade van!
Then of course there are the 20 postcards that every new member should bring to our chapters. How many new members do you know that have brought these in? Did you? These postcards are sent to the new member’s best contacts: just imagine the results that we could get if they did!
And there are some chapters who know just how easy postcards are to use that they design and print their own. Now I don’t know if the results are any better than using those postcards supplied by BNI, but it does show how effective chapters believe postcards to be.
So, do postcards work? Yes, as I say without a doubt. Why not try them and let me know how you get on?
Below are a couple of examples of chapter postcards I picked up a while ago. Please remember, if you would like to design your own chapter postcard, get your design passed by your BNI Director.
Saturday, 11 December 2010
Do you wear your BNI ribbons?
11/12/10
BNI ribbons - you know the ones I mean: Leadership Team, Visitor Host, Membership Committee, Education Co-ordinator, Ambassador, 7 Year Member, etc.
Well, I was making a chapter visit recently and updating the ribbons for the years of membership of the members in the group. For one member I had a six year ribbon and I noticed that as I approached them they didn’t already have a five year ribbon. So, I was feeling pretty good about being able to give them their ribbon. But, when I did, I was rather shocked because they said they didn’t want it - they didn’t wear ribbons!
I almost told them that’s not an option (but I guess it is), so instead asked why. And, their answer worried me, as the benefits of wearing the year ribbon it seemed had not been explained: the member thought there was no point and that they were silly!
I guess with the Leadership Team ribbons and the others of that type their function is obvious, but I suppose with the year ribbons their purpose is not so clear.
In short, the year ribbons are all about credibility: both the member’s and BNI’s. Think what it says about you if you wear a 6 year ribbon. Firstly, that you have been a member of your chapter for six years: five years running your chapter have been happy to renew you. It also shows that you have been in business for at least six years. And, if the ribbon is attached to a blue Notable Networker badge, what does that say? All of these things help to build your credibility, your reputation. Surely no chapter would renew your membership if you were rubbish at your job? And, what does that mean? Yes, more business!
Then there is the credibility of BNI, or, more importantly, your chapter. When visitors come to our chapters we want them to buy into them, to join us. So, what does it say about our chapter if we have members who have been in the group for six years, ten years, twelve years even? It says that BNI is a serious business. That these people really believe in what they are doing, that they believe in each other. And, again, what does that mean? Yes, you’ve got it, more business.
So, please wear your ribbons because it just makes good business sense!
BNI ribbons - you know the ones I mean: Leadership Team, Visitor Host, Membership Committee, Education Co-ordinator, Ambassador, 7 Year Member, etc.
Well, I was making a chapter visit recently and updating the ribbons for the years of membership of the members in the group. For one member I had a six year ribbon and I noticed that as I approached them they didn’t already have a five year ribbon. So, I was feeling pretty good about being able to give them their ribbon. But, when I did, I was rather shocked because they said they didn’t want it - they didn’t wear ribbons!
I almost told them that’s not an option (but I guess it is), so instead asked why. And, their answer worried me, as the benefits of wearing the year ribbon it seemed had not been explained: the member thought there was no point and that they were silly!
I guess with the Leadership Team ribbons and the others of that type their function is obvious, but I suppose with the year ribbons their purpose is not so clear.
In short, the year ribbons are all about credibility: both the member’s and BNI’s. Think what it says about you if you wear a 6 year ribbon. Firstly, that you have been a member of your chapter for six years: five years running your chapter have been happy to renew you. It also shows that you have been in business for at least six years. And, if the ribbon is attached to a blue Notable Networker badge, what does that say? All of these things help to build your credibility, your reputation. Surely no chapter would renew your membership if you were rubbish at your job? And, what does that mean? Yes, more business!
Then there is the credibility of BNI, or, more importantly, your chapter. When visitors come to our chapters we want them to buy into them, to join us. So, what does it say about our chapter if we have members who have been in the group for six years, ten years, twelve years even? It says that BNI is a serious business. That these people really believe in what they are doing, that they believe in each other. And, again, what does that mean? Yes, you’ve got it, more business.
So, please wear your ribbons because it just makes good business sense!
Friday, 3 December 2010
Does your business card fit?
3/12/10
Pretty simple this one. I was giving my BNI business card file a spring clean and found that over 30% of my fellow member’s business cards were too big to fit.
Most were too wide, some too long and others, well, just a strange size. Now being different can be a good thing, but not when you want your business card in every member’s card file. And, that’s what as members we all want. Every time a member shows their card file to one of their contacts, we want our business card in it. It means the potential for referrals - more business.
So, what’s the ideal size? Well, I think it is this: 86mm x 54mm. Almost credit card size. But, please do check yourself and then get your graphic designer or printer to produce a card that size.
Then, with your new cards, the perfect size, make sure that every member of your chapter has some (and they are in their card files) and that the chapter business card box has a good supply as well. It’s amazing the number of members that don’t have their cards in the chapter card box, when every week the chapter director invites the visitors to take the business cards of the members.
Not having cards in member’s card files or cards in the chapter business card box are lost opportunities. Business is already tough, please don’t make it harder than it need be.
Pretty simple this one. I was giving my BNI business card file a spring clean and found that over 30% of my fellow member’s business cards were too big to fit.
Most were too wide, some too long and others, well, just a strange size. Now being different can be a good thing, but not when you want your business card in every member’s card file. And, that’s what as members we all want. Every time a member shows their card file to one of their contacts, we want our business card in it. It means the potential for referrals - more business.
So, what’s the ideal size? Well, I think it is this: 86mm x 54mm. Almost credit card size. But, please do check yourself and then get your graphic designer or printer to produce a card that size.
Then, with your new cards, the perfect size, make sure that every member of your chapter has some (and they are in their card files) and that the chapter business card box has a good supply as well. It’s amazing the number of members that don’t have their cards in the chapter card box, when every week the chapter director invites the visitors to take the business cards of the members.
Not having cards in member’s card files or cards in the chapter business card box are lost opportunities. Business is already tough, please don’t make it harder than it need be.
Wednesday, 1 December 2010
Has your chapter already closed for Christmas?
1/12/10
It’s a serious question!
Before you exclaim 'Of course not!', I want you to think for a minute. Just hear me out.
I was at a chapter last week and the Leadership Team said that they wouldn’t be holding their chapter meeting on the Wednesday before Christmas, the 22nd December. And I asked why ever not? Their answer, I guess, astounded me, not so much because of their BNI meeting, but more because they are business people.
One of them said, 'I won’t want to come, people will be winding down for Christmas, substitutes will be hard to find, no one will be interested in doing business...', the reasons just went on and on.
I pointed out that, I, like many people, would be working right up until Christmas Eve, and certainly on the Wednesday, and if BNI was part of my job, there was no reason not to attend my meeting. I still want business right up until Christmas and I certainly want some in early January. Missing the 22nd December meeting would in effect be limiting any business until the middle of January!
So, my question is a serious one. Has your mind-set already closed your chapter for Christmas?
No point looking for referrals, no point bringing visitors, members will be absent. If you have, you have already closed for Christmas.
Really successful people don’t follow the herd, they do something different. So, instead of closing early for Christmas, why not make sure your business, and your BNI chapter, are well and truly open and not only have a better December than the herd but also a great start to 2011?
It’s a serious question!
Before you exclaim 'Of course not!', I want you to think for a minute. Just hear me out.
I was at a chapter last week and the Leadership Team said that they wouldn’t be holding their chapter meeting on the Wednesday before Christmas, the 22nd December. And I asked why ever not? Their answer, I guess, astounded me, not so much because of their BNI meeting, but more because they are business people.
One of them said, 'I won’t want to come, people will be winding down for Christmas, substitutes will be hard to find, no one will be interested in doing business...', the reasons just went on and on.
I pointed out that, I, like many people, would be working right up until Christmas Eve, and certainly on the Wednesday, and if BNI was part of my job, there was no reason not to attend my meeting. I still want business right up until Christmas and I certainly want some in early January. Missing the 22nd December meeting would in effect be limiting any business until the middle of January!
So, my question is a serious one. Has your mind-set already closed your chapter for Christmas?
No point looking for referrals, no point bringing visitors, members will be absent. If you have, you have already closed for Christmas.
Really successful people don’t follow the herd, they do something different. So, instead of closing early for Christmas, why not make sure your business, and your BNI chapter, are well and truly open and not only have a better December than the herd but also a great start to 2011?
Thursday, 25 November 2010
Who’s in your BNI card file?
I’m sure that we all put into our BNI card files a few business cards of every new member that joins our chapter, but what other cards are in there? When did you last give your file a spring clean?
The question as to whose business cards should be in your card file came up at a recent Member Success Training and my answer was easy. All the members of your chapter.
Strangely this answer caused something of a debate because some of the more long term BNI members present had other ideas. It seemed that their BNI card files were full of all sorts of people’s business cards.
So, just who should have business cards in your BNI card file? Well, the answer is very easy, as I said earlier: only the members of your chapter and of course yours. I'll explain why.
Firstly, it is a BNI card folder, so that means only BNI members, no one else. Secondly, only current members of your chapter: no ex-members or members of other BNI chapters. Why? Well, again the answer is simple.
We carry our BNI card files in order to find referrals for the members of our group. Not for ex-members, members of other chapters, other business people we know or, indeed, friends. Having our business cards in each other’s card file is a privilege of our membership.
Still not convinced? Well, how about looking at it like this? Say that your business card is in a fellow chapter member’s card file, but, as well as your card, there is the card of the person who was in your category before you, and the card of the member's best mate who does the same as you. How would you feel competing with two other people? Knowing that the member was recommending two other people other than you? Not impressed comes to mind.
So, why not give your BNI card file a spring clean and clear out all of those old cards. And, if you really want to keep the old cards for reference then why not get another card file – non BNI of course!
The question as to whose business cards should be in your card file came up at a recent Member Success Training and my answer was easy. All the members of your chapter.
Strangely this answer caused something of a debate because some of the more long term BNI members present had other ideas. It seemed that their BNI card files were full of all sorts of people’s business cards.
So, just who should have business cards in your BNI card file? Well, the answer is very easy, as I said earlier: only the members of your chapter and of course yours. I'll explain why.
Firstly, it is a BNI card folder, so that means only BNI members, no one else. Secondly, only current members of your chapter: no ex-members or members of other BNI chapters. Why? Well, again the answer is simple.
We carry our BNI card files in order to find referrals for the members of our group. Not for ex-members, members of other chapters, other business people we know or, indeed, friends. Having our business cards in each other’s card file is a privilege of our membership.
Still not convinced? Well, how about looking at it like this? Say that your business card is in a fellow chapter member’s card file, but, as well as your card, there is the card of the person who was in your category before you, and the card of the member's best mate who does the same as you. How would you feel competing with two other people? Knowing that the member was recommending two other people other than you? Not impressed comes to mind.
So, why not give your BNI card file a spring clean and clear out all of those old cards. And, if you really want to keep the old cards for reference then why not get another card file – non BNI of course!
Wednesday, 24 November 2010
Leadership Teams - Do you lead?
24/11/10
As a member of your chapter's Leadership Team one of your responsibilities is to lead and, from time to time, it surprises me that some teams don’t understand this. After all, the job description is in the title.
It can be in anything: bringing visitors, bringing referrals, getting to the chapter early, having One2Ones, in fact everything that makes a great chapter and earns the members more money.
And, it was something I noticed again at a recent workshop. Attendance at the BNI workshops is crucial if, as a member, we are to achieve the very best we can from our membership (I’ve talked about this before). A Leadership Team spends a great deal of time, along with the Events Co-ordinator, asking members to attend them and telling the members how important it is to our success.
But, then they don’t attend themselves!
The reason I noticed the missing Leadership Team members at this particular workshop was that out of the five chapters attending there were only Leadership Team members from one chapter.
So, how about this for an idea?
If you are a member of a Leadership Team ensure that at least one of you goes to every workshop in the future. It will build your credibility, give more weight to your request when asking others to attend, increase the numbers going to the workshops, and, guess what?
Increase the amount of business passed in your chapter!
As a member of your chapter's Leadership Team one of your responsibilities is to lead and, from time to time, it surprises me that some teams don’t understand this. After all, the job description is in the title.
It can be in anything: bringing visitors, bringing referrals, getting to the chapter early, having One2Ones, in fact everything that makes a great chapter and earns the members more money.
And, it was something I noticed again at a recent workshop. Attendance at the BNI workshops is crucial if, as a member, we are to achieve the very best we can from our membership (I’ve talked about this before). A Leadership Team spends a great deal of time, along with the Events Co-ordinator, asking members to attend them and telling the members how important it is to our success.
But, then they don’t attend themselves!
The reason I noticed the missing Leadership Team members at this particular workshop was that out of the five chapters attending there were only Leadership Team members from one chapter.
So, how about this for an idea?
If you are a member of a Leadership Team ensure that at least one of you goes to every workshop in the future. It will build your credibility, give more weight to your request when asking others to attend, increase the numbers going to the workshops, and, guess what?
Increase the amount of business passed in your chapter!
Friday, 19 November 2010
What do you do with mail not addressed to you?
19/11/10
Well, if you are anything like me, you either put it in the bin, leave it for someone else to open, or put it at the bottom of the pile to open later.
Why? Because not much very good ever comes in a window envelope, an envelope with a label on it, an envelope where the address has been mail merged or in a manila envelope. And, I bet I’m not the only one who thinks like this. You go for the nice hand-written envelopes first because we know that they are either private letters or cheques – something we want.
So, why is it that when inviting people to our chapters by letter, some members, despite being advised of the benefits of hand writing addresses, still insist on using labels or window envelopes?
And, very often, to add insult to injury, don’t even use a person’s name.
What’s the point? It’s a complete waste of time!
Often these members cite a lack of time as to why they don’t follow the suggested guidelines, or just bad handwriting. Now bad writing I am just about willing to accept but, even then, I’m sure most of us can find someone that will write a few addresses for us. Even, dare I suggest, another member of our group.
But, the excuse of no time, I’m not willing to accept. Why? Because I tried an experiment. Even with everything I needed in my office: labels, envelopes, etc., it took me longer to load them in my printer, set up a template and print them, than it did to hand write 20 addresses on 20 envelopes. And, even if it had taken twice as long, I would still handwrite them because I know that upon receiving that envelope I would open it.
So, why do some members still avoid handwriting envelopes when they are wasting everyone’s time including their own?
I can think of one reason, but it’s not very nice!
Well, if you are anything like me, you either put it in the bin, leave it for someone else to open, or put it at the bottom of the pile to open later.
Why? Because not much very good ever comes in a window envelope, an envelope with a label on it, an envelope where the address has been mail merged or in a manila envelope. And, I bet I’m not the only one who thinks like this. You go for the nice hand-written envelopes first because we know that they are either private letters or cheques – something we want.
So, why is it that when inviting people to our chapters by letter, some members, despite being advised of the benefits of hand writing addresses, still insist on using labels or window envelopes?
And, very often, to add insult to injury, don’t even use a person’s name.
What’s the point? It’s a complete waste of time!
Often these members cite a lack of time as to why they don’t follow the suggested guidelines, or just bad handwriting. Now bad writing I am just about willing to accept but, even then, I’m sure most of us can find someone that will write a few addresses for us. Even, dare I suggest, another member of our group.
But, the excuse of no time, I’m not willing to accept. Why? Because I tried an experiment. Even with everything I needed in my office: labels, envelopes, etc., it took me longer to load them in my printer, set up a template and print them, than it did to hand write 20 addresses on 20 envelopes. And, even if it had taken twice as long, I would still handwrite them because I know that upon receiving that envelope I would open it.
So, why do some members still avoid handwriting envelopes when they are wasting everyone’s time including their own?
I can think of one reason, but it’s not very nice!
Saturday, 13 November 2010
Who runs your chapter?
13/11/10
I was asked recently who actually ran a BNI chapter and the easy answer is the Leadership Team. But, like most things, it depends on who’s asking and why!
So, I will expand a little and use a company set-up as my analogy.
Obviously the Leadership Team runs the chapter, but with the help of the Membership Committee (HR, marketing, etc), the Visitor Hosts (reception and sales), Education Co-ordinator (training) and Events Co-ordinator (PR, events and other fun stuff). The Membership Committee is chaired by the Membership Co-ordinator, with the Visitor Hosts reporting to the Membership Committee and both the Education Co-ordinator and Events Co-ordinator reporting to the Chapter Director.
We then have the Secretary/Treasurer who is the Finance Director and looks after all things involving money, including keeping accounts. Their job is also to assist the Chapter Director and look after the 10 Minute speakers.
Then there is the Membership Co-ordinator who is the Marketing and HR Director and they have two key roles, building the business and ensuring that the company runs as directed. They also assist the Chapter Director as required.
Lastly, we have the Chapter Director, who is the Managing Director of the company. And like any Managing Director they are responsible for making sure that the company runs smoothly and that everyone is doing their job. They are the face of the company and provide direction and motivation.
So, depending on who is asking the question and why, I hope that helps. But, ultimately, if you want just one person, then it is the Chapter Director.
But, the final accountability rests with your Regional Director.
I was asked recently who actually ran a BNI chapter and the easy answer is the Leadership Team. But, like most things, it depends on who’s asking and why!
So, I will expand a little and use a company set-up as my analogy.
Obviously the Leadership Team runs the chapter, but with the help of the Membership Committee (HR, marketing, etc), the Visitor Hosts (reception and sales), Education Co-ordinator (training) and Events Co-ordinator (PR, events and other fun stuff). The Membership Committee is chaired by the Membership Co-ordinator, with the Visitor Hosts reporting to the Membership Committee and both the Education Co-ordinator and Events Co-ordinator reporting to the Chapter Director.
We then have the Secretary/Treasurer who is the Finance Director and looks after all things involving money, including keeping accounts. Their job is also to assist the Chapter Director and look after the 10 Minute speakers.
Then there is the Membership Co-ordinator who is the Marketing and HR Director and they have two key roles, building the business and ensuring that the company runs as directed. They also assist the Chapter Director as required.
Lastly, we have the Chapter Director, who is the Managing Director of the company. And like any Managing Director they are responsible for making sure that the company runs smoothly and that everyone is doing their job. They are the face of the company and provide direction and motivation.
So, depending on who is asking the question and why, I hope that helps. But, ultimately, if you want just one person, then it is the Chapter Director.
But, the final accountability rests with your Regional Director.
Friday, 5 November 2010
29% isn’t just the title of a great book!
5/11/10
At the end of the day, we are all in BNI for more business and we all know that large chapters produce more referrals and, in turn, more business. However, it’s not that easy, is it?!
For some reason, many members see growing their chapters as something you have to do for the good of BNI. We have to bring lots of visitors – every week! Now, large chapters are good for BNI, that’s how BNI make their money, but they’re even better for us as members. You just need to do the maths. Forty members times the membership fee, against one fortieth of the business passed in a forty strong chapter. There is just no comparison!
Plus, how about this fact to make the inviting of visitors even more worth while - every single week!
Most visitors don’t join our chapters. At best it is one out of every four visitors. But, in the last six months, in my chapter, visitors were thanked for 29% of the business passed! That is business from people who aren’t members of BNI. Now, if that’s not a good reason to have visitors at your meeting every week, I really don’t know what is!
Forget the fact that the meetings are better, we have more fun, there’s more energy in the room, that they may become members, great friends even. Just think about that 29%.
Do you know how much visitors bring to your chapter?
At the end of the day, we are all in BNI for more business and we all know that large chapters produce more referrals and, in turn, more business. However, it’s not that easy, is it?!
For some reason, many members see growing their chapters as something you have to do for the good of BNI. We have to bring lots of visitors – every week! Now, large chapters are good for BNI, that’s how BNI make their money, but they’re even better for us as members. You just need to do the maths. Forty members times the membership fee, against one fortieth of the business passed in a forty strong chapter. There is just no comparison!
Plus, how about this fact to make the inviting of visitors even more worth while - every single week!
Most visitors don’t join our chapters. At best it is one out of every four visitors. But, in the last six months, in my chapter, visitors were thanked for 29% of the business passed! That is business from people who aren’t members of BNI. Now, if that’s not a good reason to have visitors at your meeting every week, I really don’t know what is!
Forget the fact that the meetings are better, we have more fun, there’s more energy in the room, that they may become members, great friends even. Just think about that 29%.
Do you know how much visitors bring to your chapter?
Wednesday, 3 November 2010
They are in your phone!
3/11/10
Where to find potential visitors is a constant problem for many BNI members. Some take the easy option and head straight for an online directory, while others go to incredible lengths to find a visitor. Often spending hours without success. It’s no wonder they give up and stop looking.
But, these members are missing an easy trick: people they already know!
BNI is a word-of-mouth organisation, but as soon as visitors are mentioned members seem to forget the people they know and instead start cold-calling. It never ceases to amaze me.
Anyway, back to my easy trick. Well really it is an idea I heard from Dinah Liversidge.
Just look at the address book on your mobile phone – these are your closest contacts. Have you invited them all? If not, then there are your next visitors. If yes, well the next question is, have you asked them for a recommendation? Do they know a good, whoever it is that you are looking for, to invite. These people are your ‘Trusted Third Party’ contacts: they come recommended and so do you.
So, if you are finding who to invite difficult, just get out your mobile phone and start making those calls.
Please let me know how you get on.
Where to find potential visitors is a constant problem for many BNI members. Some take the easy option and head straight for an online directory, while others go to incredible lengths to find a visitor. Often spending hours without success. It’s no wonder they give up and stop looking.
But, these members are missing an easy trick: people they already know!
BNI is a word-of-mouth organisation, but as soon as visitors are mentioned members seem to forget the people they know and instead start cold-calling. It never ceases to amaze me.
Anyway, back to my easy trick. Well really it is an idea I heard from Dinah Liversidge.
Just look at the address book on your mobile phone – these are your closest contacts. Have you invited them all? If not, then there are your next visitors. If yes, well the next question is, have you asked them for a recommendation? Do they know a good, whoever it is that you are looking for, to invite. These people are your ‘Trusted Third Party’ contacts: they come recommended and so do you.
So, if you are finding who to invite difficult, just get out your mobile phone and start making those calls.
Please let me know how you get on.
Monday, 25 October 2010
Absent again!
25/10/10
What should you do if your chapter has five members missing one week and then seven the next?
The answer is easy! The Membership Co-ordinator and committee must follow the BNI policies, no matter who the members concerned are. There is no such thing as, ‘But they're a good member’. Why? Because a good member would not put the committee in a position where they had to take action that they thought was tough.
Successful chapters are the result of strong committees, not nasty committees, but committees that follow the policies for the benefit of all the members, not just a few who think the rules don’t apply to them.
But, it’s so much more than just about the policies. Chapters lose good members when things are allowed to slip because why should they make the effort, if other members don’t have to.
Then, of course, there are the practical things. As a member, how would you feel about these absent members missing your 10 Minute or your 60 Seconds? How are they going to find you good referrals? If they can’t be bothered to turn up for the meeting (find a substitute), can you really refer them? Might they let down your best contacts?
Following the policies may lose you a few members, but it will ensure that you keep the good ones, and in the long run build a far stronger and successful chapter!
What should you do if your chapter has five members missing one week and then seven the next?
The answer is easy! The Membership Co-ordinator and committee must follow the BNI policies, no matter who the members concerned are. There is no such thing as, ‘But they're a good member’. Why? Because a good member would not put the committee in a position where they had to take action that they thought was tough.
Successful chapters are the result of strong committees, not nasty committees, but committees that follow the policies for the benefit of all the members, not just a few who think the rules don’t apply to them.
But, it’s so much more than just about the policies. Chapters lose good members when things are allowed to slip because why should they make the effort, if other members don’t have to.
Then, of course, there are the practical things. As a member, how would you feel about these absent members missing your 10 Minute or your 60 Seconds? How are they going to find you good referrals? If they can’t be bothered to turn up for the meeting (find a substitute), can you really refer them? Might they let down your best contacts?
Following the policies may lose you a few members, but it will ensure that you keep the good ones, and in the long run build a far stronger and successful chapter!
Sunday, 17 October 2010
Your Secretary/Treasurer is speaking!
17/10/10
One of the most important parts of our BNI meetings is the Secretary/Treasurer’s Visitor Statement. We all know it, ‘For the visitors here today, we welcome …’, but it is so often one of the most poorly executed parts of the meeting.
Why? To be honest I’m not sure.
I’ve heard, ‘it’s a hard sell’, ‘we sound desperate’, I feel uncomfortable saying it’, ‘it sounds a lot of money’, ‘I feel guilty asking for money’, and much more.
But, as I say, I just don’t get it! We are all members, so didn’t we all hear exactly the same thing? We can’t have thought any of those things, so why would anyone else?
However, this does lead me to two points, 1) if a Secretary/Treasurer can’t read the statement with confidence, maybe they are the wrong person for the job and 2) if they do read it, sounding desperate, like it’s a hard sell, making it sound like membership is not good value, that they could be affecting the conversion of your visitors into members.
Further, and I have to thank Ashley Winston (Palmdale Motors) for this, what are you, as a member, doing when the statement is being read? Again, unless you are paying attention to the Secretary/Treasurer, actually listening to them, looking at them, you could be adversely affecting the number of visitors that apply to join your chapter.
Little things done well can make a really big difference to the result of any action, so why take a chance with such an important part of our meeting?
One of the most important parts of our BNI meetings is the Secretary/Treasurer’s Visitor Statement. We all know it, ‘For the visitors here today, we welcome …’, but it is so often one of the most poorly executed parts of the meeting.
Why? To be honest I’m not sure.
I’ve heard, ‘it’s a hard sell’, ‘we sound desperate’, I feel uncomfortable saying it’, ‘it sounds a lot of money’, ‘I feel guilty asking for money’, and much more.
But, as I say, I just don’t get it! We are all members, so didn’t we all hear exactly the same thing? We can’t have thought any of those things, so why would anyone else?
However, this does lead me to two points, 1) if a Secretary/Treasurer can’t read the statement with confidence, maybe they are the wrong person for the job and 2) if they do read it, sounding desperate, like it’s a hard sell, making it sound like membership is not good value, that they could be affecting the conversion of your visitors into members.
Further, and I have to thank Ashley Winston (Palmdale Motors) for this, what are you, as a member, doing when the statement is being read? Again, unless you are paying attention to the Secretary/Treasurer, actually listening to them, looking at them, you could be adversely affecting the number of visitors that apply to join your chapter.
Little things done well can make a really big difference to the result of any action, so why take a chance with such an important part of our meeting?
Wednesday, 13 October 2010
Hogarth’s got talent!
13/10/10
There are members that can’t see the benefit of socials: what’s it going to do for my business?
I’ve often heard things like, ‘I don’t do socials’, ‘I haven’t the time for that sort of thing’, even, ‘I don’t need any more friends’.
The thing that gets me is that we talk a great deal about, know, like and trust in BNI. LIKE!
I’m sure that I am not alone here but I enjoy doing business with people I like. We buy people, not products. So, how can socials not be important? They are the best way to get to know people, can often lead to a major mind shift about a person, and in turn to lots more business.
And, nothing was more the case than the recent Hogarth’s Got Talent evening, where, along with my fellow judges, Piers Morgan (Tony Winyard), and Amanda Holden (Gary Morgan), yes, I was Simon Cowell, I got to see a great many of the Hogarth members in a totally different light.
First up were Sebastian Wozniak and Jakub Kosiec, both giants of men, who performed a tug-of-war. With a piece of string! They brought the house down and the benchmark for the evening was set. What’s more, the chapter would never view these two men in quite the same light again!
What followed was an amazing array of talent. Well, some of it was (Simon Cowell speaking here).
We were entertained with dance, standup (Colin Woodley), song, music, a BNI poem in the style of Pam Ayres (Dinah Liversidge), Phil and Ben the flower pot men with of course little weed (Phil Tait, Ben Walsh and Jane Johnstone) and, two men, two new members, who murdered one of my all time favourite songs ‘I’ve got you Dave!’ I mean ‘I’ve got you Babe’ by Sonny and Cher (Robin Curtis and Dave Saunders).
It was an incredible evening for everyone, even us judges, as everyone was a winner. And, I am sure that even more business will now be passed at Hogarth because of the improved friendship of the members.
It was an amazing evening in Chiswick!
If your chapter is not big on socials, why not try one, and see if your business increases because of it?
There are members that can’t see the benefit of socials: what’s it going to do for my business?
I’ve often heard things like, ‘I don’t do socials’, ‘I haven’t the time for that sort of thing’, even, ‘I don’t need any more friends’.
The thing that gets me is that we talk a great deal about, know, like and trust in BNI. LIKE!
I’m sure that I am not alone here but I enjoy doing business with people I like. We buy people, not products. So, how can socials not be important? They are the best way to get to know people, can often lead to a major mind shift about a person, and in turn to lots more business.
And, nothing was more the case than the recent Hogarth’s Got Talent evening, where, along with my fellow judges, Piers Morgan (Tony Winyard), and Amanda Holden (Gary Morgan), yes, I was Simon Cowell, I got to see a great many of the Hogarth members in a totally different light.
First up were Sebastian Wozniak and Jakub Kosiec, both giants of men, who performed a tug-of-war. With a piece of string! They brought the house down and the benchmark for the evening was set. What’s more, the chapter would never view these two men in quite the same light again!What followed was an amazing array of talent. Well, some of it was (Simon Cowell speaking here).
We were entertained with dance, standup (Colin Woodley), song, music, a BNI poem in the style of Pam Ayres (Dinah Liversidge), Phil and Ben the flower pot men with of course little weed (Phil Tait, Ben Walsh and Jane Johnstone) and, two men, two new members, who murdered one of my all time favourite songs ‘I’ve got you Dave!’ I mean ‘I’ve got you Babe’ by Sonny and Cher (Robin Curtis and Dave Saunders).
It was an incredible evening for everyone, even us judges, as everyone was a winner. And, I am sure that even more business will now be passed at Hogarth because of the improved friendship of the members.It was an amazing evening in Chiswick!If your chapter is not big on socials, why not try one, and see if your business increases because of it?
Saturday, 2 October 2010
All your chapter members in a little box!
2/10/10
In my chapter, over the past six months, 29% of the business we have received has come from our visitors – people who have never joined. Which, when you think about it, is reason enough to want visitors every week at your meeting.
However, I’m sure that this is just a very small amount compared to what it could be. After all, how many of us keep in contact with a visitor who comes once never to be seen again at our chapter. Further, have we any idea how many of our business cards a visitor takes when the chapter business card box is passed round? I can guarantee you it is not many.
So, it is interesting that recently I have noticed a number of the chapters I visit have made up little packs of cards with a complete set of the chapter members’ business cards in. Sometimes they are just wrapped by a rubber band, sometimes in a small envelope, sometimes even in an A4 wallet with other leaflets, etc.
But, one of the best I have seen is all the cards put in a little business card box with a message that says ‘Thank you for visiting our chapter today. This box contains all of the business cards of our members, you may not need our services at the moment, but if you do in the future please don’t hesitate to give any one of us a call.’
What a great idea!
The boxes are from Snopake and are called BoxOffice – Business Card Size. It took me a while to find a supplier but if you are interested they are – Xpress Solutions.
So, how about a little experiment?
See what percentage of your chapter's business came from visitors in the past six months and then for the next six months give all of your visitors a set of chapters business cards and see what the difference is.
In my chapter, over the past six months, 29% of the business we have received has come from our visitors – people who have never joined. Which, when you think about it, is reason enough to want visitors every week at your meeting.
However, I’m sure that this is just a very small amount compared to what it could be. After all, how many of us keep in contact with a visitor who comes once never to be seen again at our chapter. Further, have we any idea how many of our business cards a visitor takes when the chapter business card box is passed round? I can guarantee you it is not many.
So, it is interesting that recently I have noticed a number of the chapters I visit have made up little packs of cards with a complete set of the chapter members’ business cards in. Sometimes they are just wrapped by a rubber band, sometimes in a small envelope, sometimes even in an A4 wallet with other leaflets, etc.
But, one of the best I have seen is all the cards put in a little business card box with a message that says ‘Thank you for visiting our chapter today. This box contains all of the business cards of our members, you may not need our services at the moment, but if you do in the future please don’t hesitate to give any one of us a call.’
What a great idea!
The boxes are from Snopake and are called BoxOffice – Business Card Size. It took me a while to find a supplier but if you are interested they are – Xpress Solutions.
So, how about a little experiment?
See what percentage of your chapter's business came from visitors in the past six months and then for the next six months give all of your visitors a set of chapters business cards and see what the difference is.
Tuesday, 21 September 2010
Have you just applied to join BNI?
21/9/10
Firstly, I would just like to say that you made a great decision. I’ve been a member for seven years now and I have to say that it was one of the best moves I ever made. And secondly, if you really get involved and treat your chapter as part of your business, not only will you get a considerable return on your investment, but you will have a lot of fun.
However, the real purpose of this blog, is to get you off to a flying start. But, you will have to act fast!
How would you like to take a couple of visitors to your next meeting?
If your answer is yes, it’s easy. But, what’s more important, is that your new colleagues will be pretty impressed and you will have started to build your credibility and those good relationships.
So, how do you find a couple of visitors for next week? It’s simple!
At your next chapter meeting you should be inducted into your group: it’s really important but also a bit of fun. So, why not take along a couple of friends to share in your moment? Okay, they might not want to join, but they might need the services of some of the members, and knowing more about what you do they may even find you some referrals in the future.
What do you think? Let me know how you get on.
Firstly, I would just like to say that you made a great decision. I’ve been a member for seven years now and I have to say that it was one of the best moves I ever made. And secondly, if you really get involved and treat your chapter as part of your business, not only will you get a considerable return on your investment, but you will have a lot of fun.
However, the real purpose of this blog, is to get you off to a flying start. But, you will have to act fast!
How would you like to take a couple of visitors to your next meeting?
If your answer is yes, it’s easy. But, what’s more important, is that your new colleagues will be pretty impressed and you will have started to build your credibility and those good relationships.
So, how do you find a couple of visitors for next week? It’s simple!
At your next chapter meeting you should be inducted into your group: it’s really important but also a bit of fun. So, why not take along a couple of friends to share in your moment? Okay, they might not want to join, but they might need the services of some of the members, and knowing more about what you do they may even find you some referrals in the future.
What do you think? Let me know how you get on.
Tuesday, 31 August 2010
It’s a trade dispute!
31/8/10
We are often told that bad workmanship and money owing are trade disputes and nothing to do with our chapter, but I don’t agree with this for two reasons. Both my reasons are to do with money owed, but equally apply to bad work.
What I must make clear, however, is that one, you are not in the wrong, and two, that everything has been done to sort the problem out. Then I really do believe that it is a chapter matter.
The first case was to do with a member who owed money to another member but was just not paying. He promised to, but never quite got around to it; there was always an apparently good reason. I then discovered the same member owed money to another member, with the same pattern of non-payment. Trade disputes: nothing to do with the chapters concerned. However, he ended up leaving a trail of unpaid accounts behind him, something that may not have happened if a chapter’s committee had got involved and were allowed to act.
The second case was in fact two cases, where money was owed and then when asked for the people who owed started to complain about bad workmanship, the supplier being un-professional. They made stuff up and put it in writing (just in case it went to court) and ended by sending abusive emails. This has clearly passed the trade dispute stage and in my opinion is now a Code of Ethics issue.
But, the members concerned didn’t want to cause a fuss or be seen to be causing trouble. Well, to my mind, that’s what these non-paying members count on: nothing being said and keeping their positions in their chapters with no one else knowing what they are really like. Well, my advice is let the Membership Co-ordinator know and allow the chapter committee to deal with the matter. If the person concerned is worried about their credibility you may get your money, or they may just leave, but at least you will have stopped anyone else getting hurt.
However, please remember what I said at the beginning, you must be honest about your side of the deal and your complaint must be in writing. Don’t expect your committee to act if you won’t put the details down on paper.
I mentioned the BNI Code of Ethics, of which, number 2 says, I will be truthful with members and their referrals, and number 6 says, I will display a positive and supportive attitude with BNI members. Is that what these non-paying members are doing?
Trust is a big part of BNI, of our chapters, and what we owe each other as members.
Note: As always this is only my view and not necessarily the view of BNI.
We are often told that bad workmanship and money owing are trade disputes and nothing to do with our chapter, but I don’t agree with this for two reasons. Both my reasons are to do with money owed, but equally apply to bad work.
What I must make clear, however, is that one, you are not in the wrong, and two, that everything has been done to sort the problem out. Then I really do believe that it is a chapter matter.
The first case was to do with a member who owed money to another member but was just not paying. He promised to, but never quite got around to it; there was always an apparently good reason. I then discovered the same member owed money to another member, with the same pattern of non-payment. Trade disputes: nothing to do with the chapters concerned. However, he ended up leaving a trail of unpaid accounts behind him, something that may not have happened if a chapter’s committee had got involved and were allowed to act.
The second case was in fact two cases, where money was owed and then when asked for the people who owed started to complain about bad workmanship, the supplier being un-professional. They made stuff up and put it in writing (just in case it went to court) and ended by sending abusive emails. This has clearly passed the trade dispute stage and in my opinion is now a Code of Ethics issue.
But, the members concerned didn’t want to cause a fuss or be seen to be causing trouble. Well, to my mind, that’s what these non-paying members count on: nothing being said and keeping their positions in their chapters with no one else knowing what they are really like. Well, my advice is let the Membership Co-ordinator know and allow the chapter committee to deal with the matter. If the person concerned is worried about their credibility you may get your money, or they may just leave, but at least you will have stopped anyone else getting hurt.
However, please remember what I said at the beginning, you must be honest about your side of the deal and your complaint must be in writing. Don’t expect your committee to act if you won’t put the details down on paper.
I mentioned the BNI Code of Ethics, of which, number 2 says, I will be truthful with members and their referrals, and number 6 says, I will display a positive and supportive attitude with BNI members. Is that what these non-paying members are doing?
Trust is a big part of BNI, of our chapters, and what we owe each other as members.
Note: As always this is only my view and not necessarily the view of BNI.
Wednesday, 25 August 2010
Could you be a great actor?
25/8/10
In our chapters we don't have competition as far as our individual categories are concerned. If there is a printer there can't be another in your chapter, likewise for a business mentor, and so on.
But, how about the competition to have our 60 Seconds remembered?
If your chapter has over thirty members, each week there are thirty plus 60 Seconds to listen to and remember. But, let's be honest, that's not going to happen! How many 60 Seconds do you remember each week? Six or seven maybe?
So, this means that as a member we need to have a really memorable 60 Seconds if our message is to be remembered, and we are to be in the forefront of our fellow members' minds. Because that is the only way to consistently get referrals from our chapter. We need to be remembered. In fact, better still, we need to be a story worth telling.
So, how about this for an idea? Act your 60 Seconds!
Choose someone famous and then do your 60 Seconds in their style. I guarantee you will be remembered!
Imagine, for example, your 60 Seconds being presented by Churchill, or David Frost, or Ann Robinson.
And, what's more, it will be great fun. Let me know how you get on.
In our chapters we don't have competition as far as our individual categories are concerned. If there is a printer there can't be another in your chapter, likewise for a business mentor, and so on.
But, how about the competition to have our 60 Seconds remembered?
If your chapter has over thirty members, each week there are thirty plus 60 Seconds to listen to and remember. But, let's be honest, that's not going to happen! How many 60 Seconds do you remember each week? Six or seven maybe?
So, this means that as a member we need to have a really memorable 60 Seconds if our message is to be remembered, and we are to be in the forefront of our fellow members' minds. Because that is the only way to consistently get referrals from our chapter. We need to be remembered. In fact, better still, we need to be a story worth telling.
So, how about this for an idea? Act your 60 Seconds!
Choose someone famous and then do your 60 Seconds in their style. I guarantee you will be remembered!
Imagine, for example, your 60 Seconds being presented by Churchill, or David Frost, or Ann Robinson.
And, what's more, it will be great fun. Let me know how you get on.
Saturday, 31 July 2010
I don’t know anybody!
31/7/10
A phrase I often hear from members when asked about inviting visitors or finding referrals is ‘I don’t know anyone’ or ‘I never see anyone; I work on my own’.
I have to say this not only worries me but that also, more importantly, I don’t believe it.
It worries me because all of us completed an application form to join our chapters and question 7 on the application form asks: What is your ability to bring qualified referrals and/or visitors to the chapter? Every one of us has entered an answer: member of golf club, chamber, Rotary, choir, PTA, or maybe a large customer base, many years in business and much more. And, if we didn’t, why were we accepted by the chapter’s membership committee?
So, really we must all know lots of people. Therefore, this brings me to the conclusion that members do in fact know a great many people (I don’t believe that they don’t), it’s just that they don’t realise it!
So, how about running a little test? It will take you no more than 15 minutes. Make a list of all the groups that you are connected with, for example: mobile phone contacts, email address book, family, friends, business contacts, suppliers, customers, chamber, church, sports clubs, choir, PTA, band, pub, LinkedIn, Facebook, university, boat club – list them all. Then list the first five people from each group that just pop into your mind; I bet it will be more like 10 names in every case!
Finally, add up how many names you have. I really would be surprised if it were less than one hundred.
Now, in front of you, is a database personal only to you: a list of people, not only to invite to your chapter but who are also a rich source of referrals.
These people are your best contacts – please never say that you don’t know anyone ever again.
But, better still, make a difference at your chapter.
A phrase I often hear from members when asked about inviting visitors or finding referrals is ‘I don’t know anyone’ or ‘I never see anyone; I work on my own’.
I have to say this not only worries me but that also, more importantly, I don’t believe it.
It worries me because all of us completed an application form to join our chapters and question 7 on the application form asks: What is your ability to bring qualified referrals and/or visitors to the chapter? Every one of us has entered an answer: member of golf club, chamber, Rotary, choir, PTA, or maybe a large customer base, many years in business and much more. And, if we didn’t, why were we accepted by the chapter’s membership committee?
So, really we must all know lots of people. Therefore, this brings me to the conclusion that members do in fact know a great many people (I don’t believe that they don’t), it’s just that they don’t realise it!
So, how about running a little test? It will take you no more than 15 minutes. Make a list of all the groups that you are connected with, for example: mobile phone contacts, email address book, family, friends, business contacts, suppliers, customers, chamber, church, sports clubs, choir, PTA, band, pub, LinkedIn, Facebook, university, boat club – list them all. Then list the first five people from each group that just pop into your mind; I bet it will be more like 10 names in every case!
Finally, add up how many names you have. I really would be surprised if it were less than one hundred.
Now, in front of you, is a database personal only to you: a list of people, not only to invite to your chapter but who are also a rich source of referrals.
These people are your best contacts – please never say that you don’t know anyone ever again.
But, better still, make a difference at your chapter.
Sunday, 25 July 2010
Have you seen your chapter members' websites?
25/7/10
I was having a One2One recently with Hannah Liversidge of Reliable Roofer; she was showing me the basics of Wordpress, so that I could make a start on a new blog that I am writing.
We discussed the best ways in which we could help each other and the kind of business that we were both looking for. However, most of the time was spent on producing my first blog. ‘David’s Better Business Blog’ is my blog's title and ‘Have a Networking Goal’ my first blog.
Obviously this lead to us talking about social media as a whole: Twitter, LinkedIn, Facebook, Ecademy, different blogging software, HootSuite, and of course Google. By this time we had moved on to our own websites and the importance of keeping them fresh and updated. Hannah asked if I had seen their website recently, as it had been updated, and I had to admit that I hadn’t.
This got me to thinking about the websites of the members in my own chapter and how many I had looked at recently. It then made me realise that there were some of their websites that I had never even seen.
Something of a shock!
So, I guess, is that just me? Or, are all we all guilty of not taking the time to look at each others' sites?
We could learn so much, especially about new members. And, how about checking out the website of someone we are going to have a One2One with before we go?
It’s certainly something that I am going to do and I can’t help but think that it will not only improve my One2Ones, but will also increase the number of referrals that I give.
What do you think?
I was having a One2One recently with Hannah Liversidge of Reliable Roofer; she was showing me the basics of Wordpress, so that I could make a start on a new blog that I am writing.
We discussed the best ways in which we could help each other and the kind of business that we were both looking for. However, most of the time was spent on producing my first blog. ‘David’s Better Business Blog’ is my blog's title and ‘Have a Networking Goal’ my first blog.
Obviously this lead to us talking about social media as a whole: Twitter, LinkedIn, Facebook, Ecademy, different blogging software, HootSuite, and of course Google. By this time we had moved on to our own websites and the importance of keeping them fresh and updated. Hannah asked if I had seen their website recently, as it had been updated, and I had to admit that I hadn’t.
This got me to thinking about the websites of the members in my own chapter and how many I had looked at recently. It then made me realise that there were some of their websites that I had never even seen.
Something of a shock!
So, I guess, is that just me? Or, are all we all guilty of not taking the time to look at each others' sites?
We could learn so much, especially about new members. And, how about checking out the website of someone we are going to have a One2One with before we go?
It’s certainly something that I am going to do and I can’t help but think that it will not only improve my One2Ones, but will also increase the number of referrals that I give.
What do you think?
Wednesday, 14 July 2010
You don’t have to be terrific but it helps to be specific!
14/7/10
I heard this memory hook recently at a BNI directors meeting and I have to say that, not only is it clever, but it is also true. In fact, just this last week the point was really hammered home to me.
The web designer in my group, who himself has a great memory hook, ‘This is my business card, it may not build you a website, but it will start a conversation’, always presents a clear and concise 60 Seconds. He more often than not asks for a company that he would like to be introduced to. I have had a One2One with him, and seen his 10 Minute. So, I pretty much know what he does. I like him and he is very credible; his company has built some fantastic web sites.
And yet I still missed a referral opportunity for him! Last week he asked for a company by name. I knew them, they are a contact of mine, so I phoned my friend and asked if they would take his call. They said they would have loved to but unfortunately they had their website redesigned just six months ago. I was gutted!
Now being specific didn’t work out this time, the luck of timing, but by being specific I was given something I could follow up on easily and so did. I had never before given this contact any thought and I hate to think of the number of referral opportunities that pass us by because we aren’t given something positive to look for.
So, be as specific as you can when asking for referrals. It will, (timing aside), make a big difference to the number and quality of the referrals you receive.
I heard this memory hook recently at a BNI directors meeting and I have to say that, not only is it clever, but it is also true. In fact, just this last week the point was really hammered home to me.
The web designer in my group, who himself has a great memory hook, ‘This is my business card, it may not build you a website, but it will start a conversation’, always presents a clear and concise 60 Seconds. He more often than not asks for a company that he would like to be introduced to. I have had a One2One with him, and seen his 10 Minute. So, I pretty much know what he does. I like him and he is very credible; his company has built some fantastic web sites.
And yet I still missed a referral opportunity for him! Last week he asked for a company by name. I knew them, they are a contact of mine, so I phoned my friend and asked if they would take his call. They said they would have loved to but unfortunately they had their website redesigned just six months ago. I was gutted!
Now being specific didn’t work out this time, the luck of timing, but by being specific I was given something I could follow up on easily and so did. I had never before given this contact any thought and I hate to think of the number of referral opportunities that pass us by because we aren’t given something positive to look for.
So, be as specific as you can when asking for referrals. It will, (timing aside), make a big difference to the number and quality of the referrals you receive.
Wednesday, 7 July 2010
Memory Hook?
7/7/10
Most successful companies have a memory hook, although we may think of them more as their slogans: Nike – Just Do It; KFC – Finger Lickin’ Good; Tesco – Every Little Helps.
Then, of course, there are our fellow BNI members and here we have some great examples of memory hooks (strap lines): Simply Spreadsheets – We take the Hell out of Excel!; Imperial Printers – We will print you any colour you like, but it will always be green; and IFA Richard Bailey – Don’t be a Thicky, refer them to Dicky.
At a recent BNI workshop, Tom Fleming, BNI Executive Director of West Central Florida, suggested that BNI Chapters should also have a memory hook, one that the Chapter Director (President) could use each week, during the meeting and as an email signature, etc. And, I have to say, I think it is a brilliant idea.
Every week the members and visitors alike would hear the goal of the group, its belief, the chapters’ message. What a great way to let everyone know the future vision of the chapter. I’ve even come up with a few ideas: Green and Going for Forty; Turning contact into contracts (Niri Patel); BNI Business Class – we make our members more money (just an idea team!).
So, what do you think? Would a memory hook for your chapter help your vision? Maybe, it would even give your chapter a vision, a goal. And, who would choose your chapters’ memory hook?
It would be great to hear your views and, in time, any result should you decide to use one.
Most successful companies have a memory hook, although we may think of them more as their slogans: Nike – Just Do It; KFC – Finger Lickin’ Good; Tesco – Every Little Helps.
Then, of course, there are our fellow BNI members and here we have some great examples of memory hooks (strap lines): Simply Spreadsheets – We take the Hell out of Excel!; Imperial Printers – We will print you any colour you like, but it will always be green; and IFA Richard Bailey – Don’t be a Thicky, refer them to Dicky.
At a recent BNI workshop, Tom Fleming, BNI Executive Director of West Central Florida, suggested that BNI Chapters should also have a memory hook, one that the Chapter Director (President) could use each week, during the meeting and as an email signature, etc. And, I have to say, I think it is a brilliant idea.
Every week the members and visitors alike would hear the goal of the group, its belief, the chapters’ message. What a great way to let everyone know the future vision of the chapter. I’ve even come up with a few ideas: Green and Going for Forty; Turning contact into contracts (Niri Patel); BNI Business Class – we make our members more money (just an idea team!).
So, what do you think? Would a memory hook for your chapter help your vision? Maybe, it would even give your chapter a vision, a goal. And, who would choose your chapters’ memory hook?
It would be great to hear your views and, in time, any result should you decide to use one.
Saturday, 26 June 2010
Will your networking work?
26/6/10
Will your networking work?
Well, the easy answer is yes.
But, here’s the rub: only if you are putting in enough effort. It doesn’t matter how good you may be, how good your business is, or how good a networker you are – if you are not spending enough time networking it won’t work!
At the London BNI Members’ Day yesterday Dr. Ivan Miser, founder of BNI, told us that in some research that he has conducted successful networkers, those that really benefit from their networking, spend over six hours a week in productive networking. However, those that said networking didn’t work for them spent less than two hours a week networking.
So, are you expecting outstanding results from your networking without putting in the necessary hours?
To find out, why not record all of your effective networking hours over the next month and see how many hours per week, on average, you are networking for?
More than six hours and the odds are that your networking is working for you, less than that, well I think you already know the answer!
As a guide you need to be networking for at least four hours a week in addition to your chapter meeting.
Will your networking work?
Well, the easy answer is yes.
But, here’s the rub: only if you are putting in enough effort. It doesn’t matter how good you may be, how good your business is, or how good a networker you are – if you are not spending enough time networking it won’t work!
At the London BNI Members’ Day yesterday Dr. Ivan Miser, founder of BNI, told us that in some research that he has conducted successful networkers, those that really benefit from their networking, spend over six hours a week in productive networking. However, those that said networking didn’t work for them spent less than two hours a week networking.
So, are you expecting outstanding results from your networking without putting in the necessary hours?
To find out, why not record all of your effective networking hours over the next month and see how many hours per week, on average, you are networking for?
More than six hours and the odds are that your networking is working for you, less than that, well I think you already know the answer!
As a guide you need to be networking for at least four hours a week in addition to your chapter meeting.
Thursday, 24 June 2010
Nothing to contribute!
24/6/10
Every BNI member knows that there are three ways in which you can contribute at your meetings each week:
A visitor - my favourite, as visitors bring so much to our meetings and if they become members add even more,
A referral (or more than one),
A testimonial.
Now, as I have said before, I think visitors are undervalued by many members because they don’t see any immediate gain for themselves, unlike with a referral, but I also think the same is true of the testimonial. And, this is because some members see the testimonial as a ‘cop out’; a member has nothing else, so let’s write a testimonial.
But again, these members are missing the point. A brilliant testimonial can be great for the chapter in a number of ways: they lift the group (as they are positive), show visitors how professional the members of the chapter are, raise the credibility of the member being given the testimonial, and in turn increase the number of referrals for that member and the chapter as a whole.
And, talking of being positive...
Many great meetings are destroyed when a member stands up and says ‘Nothing this week’. And, if a second or third member follows suit, with a nothing, you can see all the energy drain from the other members.
So, please, if nothing else give a verbal testimonial. If not for a member, then how about for a workshop, Members’ Day, help from your RD/AD, or BNI in general? This may not be perfect, but so much better than – ‘nothing’!
I would just like to add two things here. I think all Chapter Directors should allow all members to be positive in their meetings and members please don’t use the verbal testimonial as a ‘cop out’.
Oh, one last thing. Membership Co-ordinators, what do you do if a member seems to be taking ‘advantage’ of the verbal testimonial?
Answer: discuss the member at your next committee meeting and take the appropriate action.
Every BNI member knows that there are three ways in which you can contribute at your meetings each week:
A visitor - my favourite, as visitors bring so much to our meetings and if they become members add even more,
A referral (or more than one),
A testimonial.
Now, as I have said before, I think visitors are undervalued by many members because they don’t see any immediate gain for themselves, unlike with a referral, but I also think the same is true of the testimonial. And, this is because some members see the testimonial as a ‘cop out’; a member has nothing else, so let’s write a testimonial.
But again, these members are missing the point. A brilliant testimonial can be great for the chapter in a number of ways: they lift the group (as they are positive), show visitors how professional the members of the chapter are, raise the credibility of the member being given the testimonial, and in turn increase the number of referrals for that member and the chapter as a whole.
And, talking of being positive...
Many great meetings are destroyed when a member stands up and says ‘Nothing this week’. And, if a second or third member follows suit, with a nothing, you can see all the energy drain from the other members.
So, please, if nothing else give a verbal testimonial. If not for a member, then how about for a workshop, Members’ Day, help from your RD/AD, or BNI in general? This may not be perfect, but so much better than – ‘nothing’!
I would just like to add two things here. I think all Chapter Directors should allow all members to be positive in their meetings and members please don’t use the verbal testimonial as a ‘cop out’.
Oh, one last thing. Membership Co-ordinators, what do you do if a member seems to be taking ‘advantage’ of the verbal testimonial?
Answer: discuss the member at your next committee meeting and take the appropriate action.
Sunday, 20 June 2010
Does your meeting have 3 visitors each week?
20/6/10
There are many ways in which you can tell if your chapter is healthy or not, but the number of visitors your chapter has each week is an easy way of telling if your chapter is growing or in decline.
Over the long term three or more visitors each week mean the chapter is growing, whereas two or fewer visitors mean that the chapter is in decline.
Now you may be wondering why this should be the case and the answer is simple. On average all chapters lose one member per month. Now before you say ‘Not my chapter!’ remember I said on average. Some chapters don’t lose that number, but then others lose more. In fact, my own chapter has lost four members in the past month - it really does happen!
So, during the term of a Leadership team, your chapter could lose up to six members (maybe more). Therefore, just to remain a group of the same size, you need six new members. Now, again on average, one out of every five eligible visitors will join your chapter. However, we all get a lot of ‘other’ visitors as well, so the joining rate is actually more like one in every eight visitors.
This is where the maths comes in!
For your chapter to remain the same size you therefore need six new members, which means that with one in eight visitors joining you need 48 visitors in the six months of your Leadership Team. If we divide 48 by 26 (6 months) the result is 1.85 visitors per week. (Let’s call it two so there’s no blood).
And, it doesn’t matter what size your chapter is, the facts are the same. Under two visitors a week and your chapter size is in decline and this means less business for all.
But, here’s the best bit. On average, if you are in a chapter of 26 members, each member only has to bring one visitor every two months! How easy is that?
Why not work out the number of visitors a member needs to bring in a Leadership Team term for your own chapter and set that as a member target?
There are many ways in which you can tell if your chapter is healthy or not, but the number of visitors your chapter has each week is an easy way of telling if your chapter is growing or in decline.
Over the long term three or more visitors each week mean the chapter is growing, whereas two or fewer visitors mean that the chapter is in decline.
Now you may be wondering why this should be the case and the answer is simple. On average all chapters lose one member per month. Now before you say ‘Not my chapter!’ remember I said on average. Some chapters don’t lose that number, but then others lose more. In fact, my own chapter has lost four members in the past month - it really does happen!
So, during the term of a Leadership team, your chapter could lose up to six members (maybe more). Therefore, just to remain a group of the same size, you need six new members. Now, again on average, one out of every five eligible visitors will join your chapter. However, we all get a lot of ‘other’ visitors as well, so the joining rate is actually more like one in every eight visitors.
This is where the maths comes in!
For your chapter to remain the same size you therefore need six new members, which means that with one in eight visitors joining you need 48 visitors in the six months of your Leadership Team. If we divide 48 by 26 (6 months) the result is 1.85 visitors per week. (Let’s call it two so there’s no blood).
And, it doesn’t matter what size your chapter is, the facts are the same. Under two visitors a week and your chapter size is in decline and this means less business for all.
But, here’s the best bit. On average, if you are in a chapter of 26 members, each member only has to bring one visitor every two months! How easy is that?
Why not work out the number of visitors a member needs to bring in a Leadership Team term for your own chapter and set that as a member target?
Sunday, 6 June 2010
High Speed 21st Century IFA
6/6/10
Some members find it very difficult to prepare for their 10 Minutes. In fact, I know some members that avoid their 10 Minutes as if it were the plague. But it does not have to be like this.
The most obvious answer to the problem is to attend the Presentation Skills workshop. However, that will only solve part of the problem. Even armed with tips on how to stand, speak, where to look, layout of your presentation and much more, there is still the problem of the exact content and, more importantly, will your fellow members actually be interested enough in what you are saying not to fall asleep!
Then of course there is still the problem of confidence. For some members 60 Seconds is just about all they can manage and 10 Minutes? Well, that is a whole different world.
So, what can we do about this? Two things. Firstly, make your presentation about something you enjoy and secondly, combine that with business. The confidence will come as you are relaxed chatting about something you really understand and love.
Now, I’m not suggesting that you don’t enjoy or understand your job; it’s just that some jobs are more difficult to talk about than others! Carpet cleaning for example. But how about if you actually clean a carpet during your 10 Minutes?
A brilliant example of this type of thing happened in my chapter (Business Class) just recently. Now, Richard Bailey doesn’t lack confidence, but he is an IFA and wears a grey suit, and there are those around that think financial advice and those that give it are well, shall we just say, a little boring!
Not so Richard. After all, he races motorbikes all around Europe, and has the worn out knee pads to prove just how fast he goes and how close to the ground he gets. His 10 Minutes was a mix of personal pictures and graphs showing the performance of his clients' portfolios. Each photograph having a bearing on the next was very clever, interesting, and got his message across in a fun way that we all could grasp.
Something that he told us was that in order to get the perfect lap on his motorbike, i.e. the fastest time, it was all about hitting the exact spot on each corner, every lap. Total concentration and consistency were required - and that it was just the same when managing a client's portfolio.
So, if you have a 10 Minutes coming up, please take advantage of it. It’s one of the best ways of helping your fellow members find you referrals. Just make if fun: include something that you find it easy to talk about or to demonstrate, and you will find that not only will you get your message across, but that it will be easy, and you wished you had more time.
Some members find it very difficult to prepare for their 10 Minutes. In fact, I know some members that avoid their 10 Minutes as if it were the plague. But it does not have to be like this.
The most obvious answer to the problem is to attend the Presentation Skills workshop. However, that will only solve part of the problem. Even armed with tips on how to stand, speak, where to look, layout of your presentation and much more, there is still the problem of the exact content and, more importantly, will your fellow members actually be interested enough in what you are saying not to fall asleep!
Then of course there is still the problem of confidence. For some members 60 Seconds is just about all they can manage and 10 Minutes? Well, that is a whole different world.
So, what can we do about this? Two things. Firstly, make your presentation about something you enjoy and secondly, combine that with business. The confidence will come as you are relaxed chatting about something you really understand and love.
Now, I’m not suggesting that you don’t enjoy or understand your job; it’s just that some jobs are more difficult to talk about than others! Carpet cleaning for example. But how about if you actually clean a carpet during your 10 Minutes?
A brilliant example of this type of thing happened in my chapter (Business Class) just recently. Now, Richard Bailey doesn’t lack confidence, but he is an IFA and wears a grey suit, and there are those around that think financial advice and those that give it are well, shall we just say, a little boring!
Not so Richard. After all, he races motorbikes all around Europe, and has the worn out knee pads to prove just how fast he goes and how close to the ground he gets. His 10 Minutes was a mix of personal pictures and graphs showing the performance of his clients' portfolios. Each photograph having a bearing on the next was very clever, interesting, and got his message across in a fun way that we all could grasp.
Something that he told us was that in order to get the perfect lap on his motorbike, i.e. the fastest time, it was all about hitting the exact spot on each corner, every lap. Total concentration and consistency were required - and that it was just the same when managing a client's portfolio.
So, if you have a 10 Minutes coming up, please take advantage of it. It’s one of the best ways of helping your fellow members find you referrals. Just make if fun: include something that you find it easy to talk about or to demonstrate, and you will find that not only will you get your message across, but that it will be easy, and you wished you had more time.
Sunday, 23 May 2010
Are you good enough to be part of the next Leadership Team?
23/5/10
I know we are only seven weeks into the current term but choosing our next teams will be upon us before we know it and a comment I heard, just the other day, by a member got me thinking!
What they said was how pleased they were not to be asked to take a place on the current team. Not just the Leadership Team but any position at all! Now I don’t know about you, but if I wasn’t considered for a place on the team I would be, well, pretty upset, that both the outgoing and incoming teams didn’t think me good enough to help the chapter in going forward. What would that say about me as a member?
So, rather than thinking you ‘got off’ by not being asked to be on the team, instead wonder why you weren’t considered good enough to be part of the team. What is stopping you from being looked at as a great member?
Do you contribute enough? Go to training? Help in the group? Arrive on time? Are you a positive member? Look the part? Do you really ‘get’ BNI?
So, being asked to be on the Leadership Team means that you are thought of as a great member of your chapter. Someone that can be trusted and relied upon, someone who is more likely to be thought of by fellow members, and BNI Directors, when they are out talking to their contacts, which in turn will lead to more opportunities.
In seven weeks time the next Leadership Teams will start to be planned, which means that every one of us has plenty of time to make sure that we are good enough to be considered for that next team.
And, guess what? If we are all great members, imagine what that will do to our chapters and the amount of business that every one of us will receive!
I know we are only seven weeks into the current term but choosing our next teams will be upon us before we know it and a comment I heard, just the other day, by a member got me thinking!
What they said was how pleased they were not to be asked to take a place on the current team. Not just the Leadership Team but any position at all! Now I don’t know about you, but if I wasn’t considered for a place on the team I would be, well, pretty upset, that both the outgoing and incoming teams didn’t think me good enough to help the chapter in going forward. What would that say about me as a member?
So, rather than thinking you ‘got off’ by not being asked to be on the team, instead wonder why you weren’t considered good enough to be part of the team. What is stopping you from being looked at as a great member?
Do you contribute enough? Go to training? Help in the group? Arrive on time? Are you a positive member? Look the part? Do you really ‘get’ BNI?
So, being asked to be on the Leadership Team means that you are thought of as a great member of your chapter. Someone that can be trusted and relied upon, someone who is more likely to be thought of by fellow members, and BNI Directors, when they are out talking to their contacts, which in turn will lead to more opportunities.
In seven weeks time the next Leadership Teams will start to be planned, which means that every one of us has plenty of time to make sure that we are good enough to be considered for that next team.
And, guess what? If we are all great members, imagine what that will do to our chapters and the amount of business that every one of us will receive!
Saturday, 15 May 2010
Is your Notable Networker certificate notable?
15/5/10
In our chapters every month we recognise two outstanding members by presenting them with notable networker certificates and, on occasion, a blue badge.
But, quite often, the quality of the certificate presented does not reflect the true achievement of the member.
I’ve seen a certificate written in biro just passed down the table. What value does that put on the presentation and what the member has done? How do you think that member feels?
So, first off, the certificate should be in a nice frame but, more importantly, it must be beautifully written. Now, few of us have lovely hand-writing, let alone are skilled in calligraphy. So, how about this for an idea that I was given by Colin Read, Area Director, from Scotland South and East?
For a beautiful looking certificate just set up a template in Word or Publisher, using a font such as Lucida Calligraphy (bold), and then every certificate your chapter presents will match the achievements of your members.
So simple, but I’ve never thought of doing it!
In our chapters every month we recognise two outstanding members by presenting them with notable networker certificates and, on occasion, a blue badge.
But, quite often, the quality of the certificate presented does not reflect the true achievement of the member.
I’ve seen a certificate written in biro just passed down the table. What value does that put on the presentation and what the member has done? How do you think that member feels?
So, first off, the certificate should be in a nice frame but, more importantly, it must be beautifully written. Now, few of us have lovely hand-writing, let alone are skilled in calligraphy. So, how about this for an idea that I was given by Colin Read, Area Director, from Scotland South and East?
For a beautiful looking certificate just set up a template in Word or Publisher, using a font such as Lucida Calligraphy (bold), and then every certificate your chapter presents will match the achievements of your members.
So simple, but I’ve never thought of doing it!
Monday, 3 May 2010
I’m too busy!
3/5/10
I’ve heard this comment a fair few times recently when members have been talking about their lack of contribution to their groups.
Too busy!?
How can you be too busy to do your job? But then I guess that’s the crunch: far too many BNI members think that working for their chapter members is an extra to their job - something they do if they get time!
What these members don’t understand is that their chapter (collectively) could become their biggest client, but only if it is treated as such.
So what do I mean? Well, would you let your largest client down. Any client for that matter? Not bother to let them know that you weren’t going to turn up for a meeting? Or tell them that you were busy to see them and had more important things to do? Somehow I don’t think so and, if you did, I don’t think that they would stay your biggest client for long.
Not having a contribution for your meeting (because you’ve been too busy working) means you have not had time for any member of the group and yet you are hoping for a referral from them. You are hoping that someone in the room has put in some effort to find you something and has not been busy doing their job.
What if, on the other hand, they are just as busy as you are but they see BNI as part of their job, part of what they have committed to, that they really value the members of their group? Just like great clients.
And, an even simpler point, do you really think that anyone will be looking to help you if you have no time to help them?
Your BNI chapter is in every way just as important as any other part of your business. You just have to think it is – then it will be. And, I promise you will be surprised at the results when you do!
I’ve heard this comment a fair few times recently when members have been talking about their lack of contribution to their groups.
Too busy!?
How can you be too busy to do your job? But then I guess that’s the crunch: far too many BNI members think that working for their chapter members is an extra to their job - something they do if they get time!
What these members don’t understand is that their chapter (collectively) could become their biggest client, but only if it is treated as such.
So what do I mean? Well, would you let your largest client down. Any client for that matter? Not bother to let them know that you weren’t going to turn up for a meeting? Or tell them that you were busy to see them and had more important things to do? Somehow I don’t think so and, if you did, I don’t think that they would stay your biggest client for long.
Not having a contribution for your meeting (because you’ve been too busy working) means you have not had time for any member of the group and yet you are hoping for a referral from them. You are hoping that someone in the room has put in some effort to find you something and has not been busy doing their job.
What if, on the other hand, they are just as busy as you are but they see BNI as part of their job, part of what they have committed to, that they really value the members of their group? Just like great clients.
And, an even simpler point, do you really think that anyone will be looking to help you if you have no time to help them?
Your BNI chapter is in every way just as important as any other part of your business. You just have to think it is – then it will be. And, I promise you will be surprised at the results when you do!
Monday, 26 April 2010
I’m not referring to them!
26/4/10
Do you have a person in your chapter that you don’t refer to? If you do - have you ever told them why?
Now there may be many reasons for not referring to someone: you already have a long-term supplier that you refer to in that category, you really just don’t mix with the right sort of people, your best friend is in the same line of business, and even that you just don’t like the person.
But, what about if it is because you think the person is unreliable, they don’t seem professional, there is a negative opinion of them in the group or they have never tried to get to know you?
Don’t you owe it to them to tell them?
If you don’t tell them, they are losing out on business from the group, may never become a good member and in the end leave because they don’t think BNI works. Now, of course there is a risk in telling them. I guess that might be why we avoid doing it, and they might not take any notice. But, what if they did listen?
Not only listen and change, but thank you and become a good member of the group. And, guess who would then be at the top of their referral to look for list! You might even make a long term change to their whole business.
So, is there someone in you chapter that you don’t refer to? How about arranging a One2One with them and letting them know?
Note: I must give credit for this blog to Ewan Sturman and his workshop at the recent BNI European Conference.
Do you have a person in your chapter that you don’t refer to? If you do - have you ever told them why?
Now there may be many reasons for not referring to someone: you already have a long-term supplier that you refer to in that category, you really just don’t mix with the right sort of people, your best friend is in the same line of business, and even that you just don’t like the person.
But, what about if it is because you think the person is unreliable, they don’t seem professional, there is a negative opinion of them in the group or they have never tried to get to know you?
Don’t you owe it to them to tell them?
If you don’t tell them, they are losing out on business from the group, may never become a good member and in the end leave because they don’t think BNI works. Now, of course there is a risk in telling them. I guess that might be why we avoid doing it, and they might not take any notice. But, what if they did listen?
Not only listen and change, but thank you and become a good member of the group. And, guess who would then be at the top of their referral to look for list! You might even make a long term change to their whole business.
So, is there someone in you chapter that you don’t refer to? How about arranging a One2One with them and letting them know?
Note: I must give credit for this blog to Ewan Sturman and his workshop at the recent BNI European Conference.
Thursday, 22 April 2010
Could you be Columbo?
22/4/10
I’m sure you know who I mean. The crumpled TV cop of the 70s who always got his man (or woman).
No. I’m not suggesting that you buy a battered old car and a dog, but his famous ‘just one more thing’ question, always said as if an afterthought, really works well for me.
BNI and word-of-mouth is all about not having to cold-call. After all, don’t we recommend each other? But sometimes it’s fun to get out of your comfort zone and if you do, and you are brave enough, you can get some amazing results.
So, obviously this is about face-to-face contact, but I don’t in truth consider it cold-calling, as it’s not trying to sell anything. I’m just popping in to a local company for a chat, to tell them about the group of amazing business people I work with and maybe they would like to meet them.
That’s it!
They either say yes or no. Sometimes I get a maybe. But whether it is no or maybe I get to leave an invite to my chapter. If yes, I invite them to the next meeting. And, then I leave.
But, just as I am about to reach the door comes the Columbo moment!
I turn and say, ‘Oh. I’m a printer by the way. Is it okay if I leave you my card? Just in case.’ I’ve never had anyone say no, but I have had more than one person ask me to quote on some work.
Having a chat with someone is nothing like cold-calling and you never know you might just get a visitor, client, or, if you are very lucky, both.
Please let me know how you get on.
I’m sure you know who I mean. The crumpled TV cop of the 70s who always got his man (or woman).
No. I’m not suggesting that you buy a battered old car and a dog, but his famous ‘just one more thing’ question, always said as if an afterthought, really works well for me.
BNI and word-of-mouth is all about not having to cold-call. After all, don’t we recommend each other? But sometimes it’s fun to get out of your comfort zone and if you do, and you are brave enough, you can get some amazing results.
So, obviously this is about face-to-face contact, but I don’t in truth consider it cold-calling, as it’s not trying to sell anything. I’m just popping in to a local company for a chat, to tell them about the group of amazing business people I work with and maybe they would like to meet them.
That’s it!
They either say yes or no. Sometimes I get a maybe. But whether it is no or maybe I get to leave an invite to my chapter. If yes, I invite them to the next meeting. And, then I leave.
But, just as I am about to reach the door comes the Columbo moment!
I turn and say, ‘Oh. I’m a printer by the way. Is it okay if I leave you my card? Just in case.’ I’ve never had anyone say no, but I have had more than one person ask me to quote on some work.
Having a chat with someone is nothing like cold-calling and you never know you might just get a visitor, client, or, if you are very lucky, both.
Please let me know how you get on.
Saturday, 10 April 2010
Power Teams – the best way to build your chapter?
10/4/10
Well, I would have to say yes. And, I will explain why. But first, I want to make it clear what a Power Team is and for this it is best to take the definition directly from the BNI website.
A Power Team is a group of related professions that work with the same clients but do not take business away from each other.
So, with what a Power Team is now clear, why do I think growing a chapter by inviting people from your Power Team is the best way of growing a chapter?
Almost without the need for any other reason is the fact that 60% of a member's referrals will come from other members of their Power Team. I believe that this alone is reason enough for every member to want to be part of the largest Power Team possible.
But, for those that want another reason, and although more relevant to chapters in the low thirties and smaller, it is this. When we think about adding twelve members to our chapters, so that we can gain the best from it, the task seems pretty daunting. But if we just think about adding two members to our Power Team it suddenly seems, and is, in fact, far easier.
And, the great thing about that? There are six Power Teams in each BNI chapter: Property, Financial, Wedding Services, Trades, Business Services and Health & Wellness. Add two members each to those and guess what? You have your twelve new members!
So, what are you waiting for? Speak to the other members of your current Power Team, decide what two categories you need, get inviting and just watch your chapter grow!
Well, I would have to say yes. And, I will explain why. But first, I want to make it clear what a Power Team is and for this it is best to take the definition directly from the BNI website.
A Power Team is a group of related professions that work with the same clients but do not take business away from each other.
So, with what a Power Team is now clear, why do I think growing a chapter by inviting people from your Power Team is the best way of growing a chapter?
Almost without the need for any other reason is the fact that 60% of a member's referrals will come from other members of their Power Team. I believe that this alone is reason enough for every member to want to be part of the largest Power Team possible.
But, for those that want another reason, and although more relevant to chapters in the low thirties and smaller, it is this. When we think about adding twelve members to our chapters, so that we can gain the best from it, the task seems pretty daunting. But if we just think about adding two members to our Power Team it suddenly seems, and is, in fact, far easier.
And, the great thing about that? There are six Power Teams in each BNI chapter: Property, Financial, Wedding Services, Trades, Business Services and Health & Wellness. Add two members each to those and guess what? You have your twelve new members!
So, what are you waiting for? Speak to the other members of your current Power Team, decide what two categories you need, get inviting and just watch your chapter grow!
Friday, 2 April 2010
Sorry - no Referrals this week!
2/4/10
We’ve all heard it: a member gets up and says they have no referrals this week and then usually adds some poor excuse. What they really mean is that they have done nothing for their fellow members that week.
However, I’m not going to go into that. What gets me is that I have never heard anyone get up and say, ‘Sorry - no visitors this week’. And, I have to say, that I have thought long and hard about this and this is my conclusion.
The reason has to be for one of the following: 1) we do not place enough value on visitors, or 2) most members want to receive referrals and so in their own mind it is only referrals that matter.
Now, I’m not suggesting that we should start saying we are sorry for not having a visitor, as our chapters shouldn’t allow us to say sorry for not having a referral, but I do think we need to change the mindset of members thinking that it is only referrals that count. Maybe this is why some chapters find it hard to grow – because they don’t see the true value of visitors.
So, how can we change this way of thinking?
Well, I have two ideas to start with. Firstly, the chapter can give more recognition to those members who bring visitors each week. Most chapters clap if a member has three of more referrals in a week. How about a round of applause if a member brings two visitors or more? Most Chapter Directors give the Referral Notable Networker award first. How about instead presenting the Visitor Notable Networker award first?
Then, as members, instead of thinking 'I must have a referral this week', how about thinking 'I must find a visitor this week' instead? As the more visitors our chapter has, the more members it will have, which in turn will lead to more referrals and lastly to more business for the group.
What’s amazing about this approach of ‘I must find a visitor’ is that it would also go a long way to solving the ‘sorry – no referrals this week’ problem!
What do you think?
We’ve all heard it: a member gets up and says they have no referrals this week and then usually adds some poor excuse. What they really mean is that they have done nothing for their fellow members that week.
However, I’m not going to go into that. What gets me is that I have never heard anyone get up and say, ‘Sorry - no visitors this week’. And, I have to say, that I have thought long and hard about this and this is my conclusion.
The reason has to be for one of the following: 1) we do not place enough value on visitors, or 2) most members want to receive referrals and so in their own mind it is only referrals that matter.
Now, I’m not suggesting that we should start saying we are sorry for not having a visitor, as our chapters shouldn’t allow us to say sorry for not having a referral, but I do think we need to change the mindset of members thinking that it is only referrals that count. Maybe this is why some chapters find it hard to grow – because they don’t see the true value of visitors.
So, how can we change this way of thinking?
Well, I have two ideas to start with. Firstly, the chapter can give more recognition to those members who bring visitors each week. Most chapters clap if a member has three of more referrals in a week. How about a round of applause if a member brings two visitors or more? Most Chapter Directors give the Referral Notable Networker award first. How about instead presenting the Visitor Notable Networker award first?
Then, as members, instead of thinking 'I must have a referral this week', how about thinking 'I must find a visitor this week' instead? As the more visitors our chapter has, the more members it will have, which in turn will lead to more referrals and lastly to more business for the group.
What’s amazing about this approach of ‘I must find a visitor’ is that it would also go a long way to solving the ‘sorry – no referrals this week’ problem!
What do you think?
Sunday, 21 March 2010
Are you brave enough to be accountable?
21/3/10
Every week at our BNI meetings the Membership Co-ordinator says when describing his role in the chapter, ‘… Like any good business, we set goals and monitor our progress towards achieving those goals.’ But, those are chapter goals. How many of us set personal goals and monitor those?
I believe that if every chapter member set personal goals, even average ones, every chapter would be successful. Their chapter would be in the 'Green' and every member would be getting a good return on their investment. So, what’s average?
Well, in my mind average is: an average of one referral per week, a visitor once every two months, and attending a workshop once every three months. Do the maths yourself and see what the results would be for your chapter if every member did this. Even for an average sized chapter it would mean three visitors every week!
Think what would happen if, as a member, you were better than average, because if you are anything like me I don’t like being just average.
But, the question is, are you brave enough to be accountable?
Every month the Secretary/Treasurer should print off the Chapter Roster sheet, which includes a ‘league table’ of the chapter members’ performance for the month, and leave it on the sign-in table so that members can see who is doing what. However, in many chapters this is not done, for fear of upsetting some members.
So, if you are brave enough to be accountable, ask your Secretary/Treasurer for the sheet, check your performance and then watch your chapter improve and make more money!
Every week at our BNI meetings the Membership Co-ordinator says when describing his role in the chapter, ‘… Like any good business, we set goals and monitor our progress towards achieving those goals.’ But, those are chapter goals. How many of us set personal goals and monitor those?
I believe that if every chapter member set personal goals, even average ones, every chapter would be successful. Their chapter would be in the 'Green' and every member would be getting a good return on their investment. So, what’s average?
Well, in my mind average is: an average of one referral per week, a visitor once every two months, and attending a workshop once every three months. Do the maths yourself and see what the results would be for your chapter if every member did this. Even for an average sized chapter it would mean three visitors every week!
Think what would happen if, as a member, you were better than average, because if you are anything like me I don’t like being just average.
But, the question is, are you brave enough to be accountable?
Every month the Secretary/Treasurer should print off the Chapter Roster sheet, which includes a ‘league table’ of the chapter members’ performance for the month, and leave it on the sign-in table so that members can see who is doing what. However, in many chapters this is not done, for fear of upsetting some members.
So, if you are brave enough to be accountable, ask your Secretary/Treasurer for the sheet, check your performance and then watch your chapter improve and make more money!
Sunday, 28 February 2010
That’s my job!
28/2/10
This is a phrase I hear a great deal from BNI category hogs. And, sadly it is usually from members of smaller chapters, who are vulnerable about their own ability in business, but who also don’t see the benefits of a great network.
There are many examples: the IFA who thinks that they can cover mortgages and insurance as well, the web designer who also wants SEO and Google business, the printer who of course does design (don’t we all), and the builder that covers every trade – including some that you have never heard of.
What these members don’t see is the damage that they are doing to their own business, their credibility and that of the chapter as a whole.
A good Power Team will give its members over 60% of the referrals that an individual member will receive from their chapter. For this to be really effective the Power Team needs to have at least six members: members that are in a related category. Again, there are many examples, but I will pick just one, the Financial. In this Power Team the most usual categories are: Accountant, Banker, Insurance Broker, IFA, Solicitor, Mortgage broker and book keeper.
Each of these members will have their own contacts; a good networker will have as many as one thousand (it doesn’t really matter what the number is, it’s the principle that matters). So, as a whole this group has seven thousand contacts. Now imagine what happens if the IFA category hogs and an insurance and mortgage broker don’t join the group. Suddenly the group only has five members and five thousand contacts. Imagine then what happens if the accountant category hogs and a book keeper doesn’t join.
In large, successful chapters there are often two solicitors, two insurance brokers, and another financial person. Ten members with ten thousand contacts. Whereas in the 'category hogs' chapter just four members with four thousand contacts. Which do you think does the most business?
So, my message to you? If you are a builder, don’t get up and in your 60 Seconds say you cover every trade going, but instead get every trade you can into your chapter. Networking is about having a great network of people you, know, like, and trust. It is not about having sole access to your chapter and the members that, at most, will give you 30% of your referrals.
This is a phrase I hear a great deal from BNI category hogs. And, sadly it is usually from members of smaller chapters, who are vulnerable about their own ability in business, but who also don’t see the benefits of a great network.
There are many examples: the IFA who thinks that they can cover mortgages and insurance as well, the web designer who also wants SEO and Google business, the printer who of course does design (don’t we all), and the builder that covers every trade – including some that you have never heard of.
What these members don’t see is the damage that they are doing to their own business, their credibility and that of the chapter as a whole.
A good Power Team will give its members over 60% of the referrals that an individual member will receive from their chapter. For this to be really effective the Power Team needs to have at least six members: members that are in a related category. Again, there are many examples, but I will pick just one, the Financial. In this Power Team the most usual categories are: Accountant, Banker, Insurance Broker, IFA, Solicitor, Mortgage broker and book keeper.
Each of these members will have their own contacts; a good networker will have as many as one thousand (it doesn’t really matter what the number is, it’s the principle that matters). So, as a whole this group has seven thousand contacts. Now imagine what happens if the IFA category hogs and an insurance and mortgage broker don’t join the group. Suddenly the group only has five members and five thousand contacts. Imagine then what happens if the accountant category hogs and a book keeper doesn’t join.
In large, successful chapters there are often two solicitors, two insurance brokers, and another financial person. Ten members with ten thousand contacts. Whereas in the 'category hogs' chapter just four members with four thousand contacts. Which do you think does the most business?
So, my message to you? If you are a builder, don’t get up and in your 60 Seconds say you cover every trade going, but instead get every trade you can into your chapter. Networking is about having a great network of people you, know, like, and trust. It is not about having sole access to your chapter and the members that, at most, will give you 30% of your referrals.
Thursday, 4 February 2010
A boat in February!
The first week in February is International Networking Week and some time ago our Area Director, Dinah Liversidge, asked us, her Regional Directors, if we had any suggestions for an event.
A few days later I suggested a river boat trip on the Thames from Kingston, inviting a selection of members from each chapter in our region, some members from adjoining regions, other local networking groups, and some local business people.
The look on Dinah’s face said you must be joking – a boat in winter! I just said, 'It’s heated', and she replied, ‘Let’s go for it!’
Tuesday the 2nd February saw around 90 people board the Turk Launches' New Southern Belle riverboat for a cruise from Kingston to Richmond and back. A wonderful buffet was served up by Hampton Hampers, live music by Helen Baden, with prizes supplied by BNI.
Amongst those on board were Dinah Liversidge, Richard Turk (Managing Director of Turk Launches), Tim Cook (National BNI Director), David O’Dell (Operations Director at BNI Head Office) and, of course, me.
Was it a good event?
I think the following email I received this morning answers that.
Hi Dinah & David,
Many thanks for the invitation to the networking "do" last evening.
Rather nervous that it was an away day at over 100 miles round trip, I am delighted I accepted.
It was a thoroughly enjoyable and entertaining evening. I made several very useful contacts, sorted out the purchase of a van for the business, together with the finance, and gave Tim some ideas re: the traffic lights! (It's not a league table unless you are top!)
On top of that I gained another potentially excellent contact following my 60 seconds!
Great idea to hold the meeting on a boat - nobody could leave early!
Once again many thanks.
Kind Regards
Alan Brooks
CLEMENTS CARPETS
BRINGING LIFE TO YOUR HOME!
MOBILE 07947 534126
SHOP 01923 256006
A few days later I suggested a river boat trip on the Thames from Kingston, inviting a selection of members from each chapter in our region, some members from adjoining regions, other local networking groups, and some local business people.
The look on Dinah’s face said you must be joking – a boat in winter! I just said, 'It’s heated', and she replied, ‘Let’s go for it!’
Tuesday the 2nd February saw around 90 people board the Turk Launches' New Southern Belle riverboat for a cruise from Kingston to Richmond and back. A wonderful buffet was served up by Hampton Hampers, live music by Helen Baden, with prizes supplied by BNI.
Amongst those on board were Dinah Liversidge, Richard Turk (Managing Director of Turk Launches), Tim Cook (National BNI Director), David O’Dell (Operations Director at BNI Head Office) and, of course, me.
Was it a good event?
I think the following email I received this morning answers that.
Hi Dinah & David,
Many thanks for the invitation to the networking "do" last evening.
Rather nervous that it was an away day at over 100 miles round trip, I am delighted I accepted.
It was a thoroughly enjoyable and entertaining evening. I made several very useful contacts, sorted out the purchase of a van for the business, together with the finance, and gave Tim some ideas re: the traffic lights! (It's not a league table unless you are top!)
On top of that I gained another potentially excellent contact following my 60 seconds!
Great idea to hold the meeting on a boat - nobody could leave early!
Once again many thanks.
Kind Regards
Alan Brooks
CLEMENTS CARPETS
BRINGING LIFE TO YOUR HOME!
MOBILE 07947 534126
SHOP 01923 256006
Sunday, 31 January 2010
A tough day at the office!
31/1/10
There are many reasons for attending our BNI workshops, so it still astounds me when both new and long term members tell me that they can’t see the value to their business. Their company training is better, (I’m not even going to comment on that), they know all they need to know, they have been before, they don’t have the time... The reasons for not attending seem almost endless!
And, this reminded me of an MST (Member Success Training) workshop I was at some months ago. One of my then Chapter Directors, David McGeachie, of Tenant Finder, was there. He almost didn’t come as he was tired and just fancied a beer. But, as he was new to the role of Chapter Director, he thought that he should make the effort and see what new members were being taught - something I think all Leadership Team members should do, not just the Chapter Director.
As at all workshops, the members present were asked to introduce themselves briefly. The members in the room ranged from those who had only been a member of their chapter for a matter of weeks, to one eight year member. One member, of just three weeks, was John Bishop, an estate agent.
During the coffee break David and John met and decided that they should meet at a later date for a coffee. John had a block of flats to rent, but they weren’t in the area local to his office, they were in an area he didn’t really know: Teddington. Yes, that is where David’s business operates!
Well, to cut a very successful story short. Tenant Finder won the contract to let the flats; a deal worth a fair amount of money. And, what’s more, David and John are still working together.
So, if you only want one good reason for attending our workshops: it’s networking. Because you never know, you might just meet your biggest customer there!
There are many reasons for attending our BNI workshops, so it still astounds me when both new and long term members tell me that they can’t see the value to their business. Their company training is better, (I’m not even going to comment on that), they know all they need to know, they have been before, they don’t have the time... The reasons for not attending seem almost endless!
And, this reminded me of an MST (Member Success Training) workshop I was at some months ago. One of my then Chapter Directors, David McGeachie, of Tenant Finder, was there. He almost didn’t come as he was tired and just fancied a beer. But, as he was new to the role of Chapter Director, he thought that he should make the effort and see what new members were being taught - something I think all Leadership Team members should do, not just the Chapter Director.
As at all workshops, the members present were asked to introduce themselves briefly. The members in the room ranged from those who had only been a member of their chapter for a matter of weeks, to one eight year member. One member, of just three weeks, was John Bishop, an estate agent.
During the coffee break David and John met and decided that they should meet at a later date for a coffee. John had a block of flats to rent, but they weren’t in the area local to his office, they were in an area he didn’t really know: Teddington. Yes, that is where David’s business operates!
Well, to cut a very successful story short. Tenant Finder won the contract to let the flats; a deal worth a fair amount of money. And, what’s more, David and John are still working together.
So, if you only want one good reason for attending our workshops: it’s networking. Because you never know, you might just meet your biggest customer there!
Saturday, 16 January 2010
Not on my letterhead!
16/1/10
I hear many reasons for not wanting to take part in chapter launches, big visitor days and posting out invitation letters. Asking some members to send out forty letters, is like asking them to run across burning coals naked, judging by the reaction you get. Then, after I am told that they could write a better letter, they add ‘… and don’t think I’m putting a BNI letter on my company's letterhead!’
I really find this attitude very hard to understand. Why wouldn’t any business want to have forty prospective customers see their company letterhead? - a letterhead that is well designed, tells the person what that company does, and is signed by someone looking for new business.
I guess that is why we are all in BNI - new business.
Just this week I was having a One2One with a fairly new member of my chapter, and we were talking about how important visitors are to a healthy chapter, and how to invite them. He said that his aim was to post out five letters each week and, naturally, I asked him how things were going.
Pulling a sheet of paper out of the filing tray on his desk, he said far better than he had expected. He had a visitor for the next meeting - great! - but, even better, was that he had quoted on a job. The business that he had posted his letter to, on his company letterhead, read who the invitation was from and needed his service. And, the best part, he would never have mailed the company had it not been for his BNI inviting.
Every invitation letter you send out, on your company letterhead, may not lead to a visitor for your chapter, but it may just result in business for you. It certainly can’t hurt you.
So, my message to you is this: if you don’t like sending out invitation letters, BNI is all about marketing your business, so use BNI as an excuse and send out as many invitation letters as you can. You never know, you might even earn yourself a BNI Gold Badge!
I hear many reasons for not wanting to take part in chapter launches, big visitor days and posting out invitation letters. Asking some members to send out forty letters, is like asking them to run across burning coals naked, judging by the reaction you get. Then, after I am told that they could write a better letter, they add ‘… and don’t think I’m putting a BNI letter on my company's letterhead!’
I really find this attitude very hard to understand. Why wouldn’t any business want to have forty prospective customers see their company letterhead? - a letterhead that is well designed, tells the person what that company does, and is signed by someone looking for new business.
I guess that is why we are all in BNI - new business.
Just this week I was having a One2One with a fairly new member of my chapter, and we were talking about how important visitors are to a healthy chapter, and how to invite them. He said that his aim was to post out five letters each week and, naturally, I asked him how things were going.
Pulling a sheet of paper out of the filing tray on his desk, he said far better than he had expected. He had a visitor for the next meeting - great! - but, even better, was that he had quoted on a job. The business that he had posted his letter to, on his company letterhead, read who the invitation was from and needed his service. And, the best part, he would never have mailed the company had it not been for his BNI inviting.
Every invitation letter you send out, on your company letterhead, may not lead to a visitor for your chapter, but it may just result in business for you. It certainly can’t hurt you.
So, my message to you is this: if you don’t like sending out invitation letters, BNI is all about marketing your business, so use BNI as an excuse and send out as many invitation letters as you can. You never know, you might even earn yourself a BNI Gold Badge!
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