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.
Monday, 26 April 2010
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?
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