5/12/11
Bit personal I know but this occurred to me only the other day while I was standing outside a training venue watching members arrive: almost every single person was the only person in their car.
Now I’m not suggesting the following on environmental grounds or even to save congestion, although both would be a great idea, but rather to make better use of our time.
Wouldn’t it be great to come to a workshop with a car full of people? Why? Because you could have a One2One. Even a group One2One. Now I’m not talking about just having someone to chat to on the journey but a real One2One. With a structure. No radio or CD, just a good conversation focusing on business and getting to know the other person. And, as you not only have to get to training but you also have to get home again, one person can be the focal point of each trip.
There is an even better reason to share a car! I often hear members complain about the distance to some of our workshops; but wouldn’t a forty-five minute journey be worth it if at the same time you had a really worthwhile One2One? In fact I think it would make going to the more distant workshops even more valuable: and not just because you meet different people.
Two weeks ago I went to Solihull with two other people in the car for a workshop. Not only was the event really useful to my business, but the three of us are now much closer as friends and know a great deal more about each others' businesses and goals. The benefit of which is that we can now help each other, and want to help each other, more than we did before our day out.
Now I’m not suggesting that every time you go to a workshop it will be convenient to fill your car, but how much more business do you think that you would do if someone went with you more often than not?
Monday, 5 December 2011
Tuesday, 29 November 2011
70% of members!
29/11/11
I was one of the members attending a workshop recently and just out of interest counted how many of us were in the room. In total we were fifty-nine, most of whom I didn’t know.
Part way through the workshop we were asked how many of us had ever got business from a workshop and a fair number of hands went up. I was busy counting again. I’m just like that! There were forty-one hands being held aloft. I wrote the number on my pad and put a circle around it, adding ‘number of members who have got business from attending a workshop’. I have to confess that the number even surprised me, and as a matter of interest I worked out the percentage when I arrived home - it was 70%.
Now workshops are always worth attending for what you learn, be it to help you in your chapter, your business, or even you privately. But if there is a 70% chance of picking up business as well I have to wonder if there are many better ways of getting new business. It’s certainly far better than most of the ways that I know of to find more customers. Far higher than at your average networking event.
So, with five workshops (in my region) and MSP (Member Success Programme) there is every reason to attend on a regular basis.
But please don’t go to a workshop and expect to find a new customer there and then. Like everything, it’s about building a relationship. You might even have to attend a few workshops, but what’s the worst that can happen? You improve in what you are doing!
I was one of the members attending a workshop recently and just out of interest counted how many of us were in the room. In total we were fifty-nine, most of whom I didn’t know.
Part way through the workshop we were asked how many of us had ever got business from a workshop and a fair number of hands went up. I was busy counting again. I’m just like that! There were forty-one hands being held aloft. I wrote the number on my pad and put a circle around it, adding ‘number of members who have got business from attending a workshop’. I have to confess that the number even surprised me, and as a matter of interest I worked out the percentage when I arrived home - it was 70%.
Now workshops are always worth attending for what you learn, be it to help you in your chapter, your business, or even you privately. But if there is a 70% chance of picking up business as well I have to wonder if there are many better ways of getting new business. It’s certainly far better than most of the ways that I know of to find more customers. Far higher than at your average networking event.
So, with five workshops (in my region) and MSP (Member Success Programme) there is every reason to attend on a regular basis.
But please don’t go to a workshop and expect to find a new customer there and then. Like everything, it’s about building a relationship. You might even have to attend a few workshops, but what’s the worst that can happen? You improve in what you are doing!
Monday, 21 November 2011
A sad day!
21/11/11
A chapter closed in my region this week. At the last meeting ten members were present, two substitutes, one visitor, and only a hand-full of referrals were passed. It couldn’t go on!
They had been trying to escape for months what now had always seemed inevitable because, put simply, not enough eligible visitors had attended their meetings. Not every member had done their part. For a chapter to grow it must have, on average, at least three eligible visitors every week. Every week - not every so often.
There had been a Chapter Development workshop the month before they closed: only three members attended. To most of the members it just wasn’t important enough. Some of the members had tried really hard to find visitors and I feel sorry for them. But it wasn’t the last few weeks that did the damage, it was the months before. Most members just didn’t invite often enough.
The saddest thing was a comment by one of the members. They said that growing chapters was just about making BNI more money. I guess that says it all! Growing chapters has nothing to do with making money for BNI (obviously they make money if chapters are larger but then that’s their business). It’s all about making more money for its members.
This chapter passed about ten referrals a week, another local chapter with 31 members passed 46 referrals that same week. Do you think they care that BNI are making money?
So, if you have a zero for visitors against your name on your chapter's PALMS Report, please invite someone this week, and next week, and the week after that. Because it is a very sad day when a chapter has to close!
A chapter closed in my region this week. At the last meeting ten members were present, two substitutes, one visitor, and only a hand-full of referrals were passed. It couldn’t go on!
They had been trying to escape for months what now had always seemed inevitable because, put simply, not enough eligible visitors had attended their meetings. Not every member had done their part. For a chapter to grow it must have, on average, at least three eligible visitors every week. Every week - not every so often.
There had been a Chapter Development workshop the month before they closed: only three members attended. To most of the members it just wasn’t important enough. Some of the members had tried really hard to find visitors and I feel sorry for them. But it wasn’t the last few weeks that did the damage, it was the months before. Most members just didn’t invite often enough.
The saddest thing was a comment by one of the members. They said that growing chapters was just about making BNI more money. I guess that says it all! Growing chapters has nothing to do with making money for BNI (obviously they make money if chapters are larger but then that’s their business). It’s all about making more money for its members.
This chapter passed about ten referrals a week, another local chapter with 31 members passed 46 referrals that same week. Do you think they care that BNI are making money?
So, if you have a zero for visitors against your name on your chapter's PALMS Report, please invite someone this week, and next week, and the week after that. Because it is a very sad day when a chapter has to close!
Sunday, 13 November 2011
25% of my business
13/11/11
Last week, I was at a Regional Director/Ambassador information meeting and got talking to one of the members there.
I asked how long he had been a member and as he was just coming to the end of his first year, naturally I enquired how things were going and if he was going to renew. He said very well, as he was getting 25% of his business from BNI. Now there is nothing unusual in that as many members get far more than that from their BNI membership; it was what he added next that really got me.
The other 75% of his business took him six years to build! He said 25% had been gained in one year, whereas the other 75% took six. If only he had found BNI earlier! As a locksmith he had worried if BNI would work for him so he was really pleased with the way things were going. There was no chance of him not renewing.
I wanted to know why he thought things were going so well - other than running a good business, of course. His answer was pretty straight forward – he had taken advantage of everything that was offered by his chapter and BNI and got involved.
He was attending the information meeting, not so much because he wanted to be a director, but because he wanted to find out more about BNI. Then of course he was mixing with 60 other top BNI members, Regional Directors, Area Directors and an Executive Director.
What’s my point? He was getting a great deal out of BNI and his chapter. Why? I wouldn’t mind betting because he was putting a lot in. So, if you aren’t getting as much out of your chapter as you would like, ask yourself how much are you putting in? You might just find that it’s not as much as you think.
Last week, I was at a Regional Director/Ambassador information meeting and got talking to one of the members there.
I asked how long he had been a member and as he was just coming to the end of his first year, naturally I enquired how things were going and if he was going to renew. He said very well, as he was getting 25% of his business from BNI. Now there is nothing unusual in that as many members get far more than that from their BNI membership; it was what he added next that really got me.
The other 75% of his business took him six years to build! He said 25% had been gained in one year, whereas the other 75% took six. If only he had found BNI earlier! As a locksmith he had worried if BNI would work for him so he was really pleased with the way things were going. There was no chance of him not renewing.
I wanted to know why he thought things were going so well - other than running a good business, of course. His answer was pretty straight forward – he had taken advantage of everything that was offered by his chapter and BNI and got involved.
He was attending the information meeting, not so much because he wanted to be a director, but because he wanted to find out more about BNI. Then of course he was mixing with 60 other top BNI members, Regional Directors, Area Directors and an Executive Director.
What’s my point? He was getting a great deal out of BNI and his chapter. Why? I wouldn’t mind betting because he was putting a lot in. So, if you aren’t getting as much out of your chapter as you would like, ask yourself how much are you putting in? You might just find that it’s not as much as you think.
Sunday, 23 October 2011
What’s your category?
23/10/11
All BNI members know that they are only allowed to represent one category in their chapter. However, although a clash with another member, or potential member, is one of the most common problems in BNI, it even goes further than that. Many members, even if sticking to their category, try and include everything they can within their category, trying to grab as much business as possible, but not understanding that they are losing much more than they gain.
As a business you must stand out. What makes you different to someone else doing what you do? Doing everything, for anyone, is not different. You need to be special; have a category of one!
Take BNI as an example. BNI is the world’s largest referral organisation. It is not the world’s largest networking organisation. It is not the world’s largest membership organisation. It’s not in more countries than other organisations. You can come up with lots of things that BNI does, very well, but the only thing BNI talks about is being the world’s largest referral organisation.
Now you have to be brave to focus on just one thing; think of all that business you might be missing out on. But I promise you, if you are brave, you will see the rewards. Whereas, if you are the same as everyone else, offering everything, to everyone, you will get the same result – nothing special! Think about successful people: do they do the same as everyone else? No, of course not!
So, not because of BNI, but because you want greater success, focus on your core business. Give a clear message to your fellow members and watch your referral rate climb.
All BNI members know that they are only allowed to represent one category in their chapter. However, although a clash with another member, or potential member, is one of the most common problems in BNI, it even goes further than that. Many members, even if sticking to their category, try and include everything they can within their category, trying to grab as much business as possible, but not understanding that they are losing much more than they gain.
As a business you must stand out. What makes you different to someone else doing what you do? Doing everything, for anyone, is not different. You need to be special; have a category of one!
Take BNI as an example. BNI is the world’s largest referral organisation. It is not the world’s largest networking organisation. It is not the world’s largest membership organisation. It’s not in more countries than other organisations. You can come up with lots of things that BNI does, very well, but the only thing BNI talks about is being the world’s largest referral organisation.
Now you have to be brave to focus on just one thing; think of all that business you might be missing out on. But I promise you, if you are brave, you will see the rewards. Whereas, if you are the same as everyone else, offering everything, to everyone, you will get the same result – nothing special! Think about successful people: do they do the same as everyone else? No, of course not!
So, not because of BNI, but because you want greater success, focus on your core business. Give a clear message to your fellow members and watch your referral rate climb.
Monday, 19 September 2011
What do 20 out of 21 members at the top of the Traffic Lights have in common?
19/9/11
Other than being at the top of the Member Traffic Lights I mean!
I was playing with BNI Connect today, working my way around it, looking at groups, search, profiles and all sorts of useful stuff and then I got to connections. Who should I connect with I thought. Well I tried a few of the names that popped into my head and found that not many of them were there. And, then I had an idea: how about the top person in the Member Traffic Lights from every chapter in my region?
After some research, I had 21 names and set about asking if they would like to connect with me. The amazing thing was that 20 out of the 21 were active on BNI Connect. And this resulted in more thinking ...
To get the best from your chapter, from BNI, you need to take part - to use all of the tools provided. These members are not only top of the Traffic Lights but they are also using BNI Connect. I know that the two things have to be linked! Don’t you?
So, are you getting the very best from your chapter? And, if not, are you using all of the tools provided?
If you are not I suggest you have a good look at your position on the Member Traffic Lights and get on to BNI Connect without delay.
Other than being at the top of the Member Traffic Lights I mean!
I was playing with BNI Connect today, working my way around it, looking at groups, search, profiles and all sorts of useful stuff and then I got to connections. Who should I connect with I thought. Well I tried a few of the names that popped into my head and found that not many of them were there. And, then I had an idea: how about the top person in the Member Traffic Lights from every chapter in my region?
After some research, I had 21 names and set about asking if they would like to connect with me. The amazing thing was that 20 out of the 21 were active on BNI Connect. And this resulted in more thinking ...
To get the best from your chapter, from BNI, you need to take part - to use all of the tools provided. These members are not only top of the Traffic Lights but they are also using BNI Connect. I know that the two things have to be linked! Don’t you?
So, are you getting the very best from your chapter? And, if not, are you using all of the tools provided?
If you are not I suggest you have a good look at your position on the Member Traffic Lights and get on to BNI Connect without delay.
Sunday, 4 September 2011
Short of money!
4/9/11
I was talking to a Chapter Director recently and they said that their chapter always seemed to be short of money. I asked the usual questions: do all of the visitors pay?, are all the members up to date with their meeting fees?, were they spending money on items they shouldn’t?
It seemed everything was pretty much in order so I started to dig a little deeper. I discovered that for years the chapter had not been run like a business and they had no idea what their costs were or had allowed for things to go wrong. They are not the first chapter to be short on funds and no doubt won’t be the last. So, I thought I would share my ideas on how to run a financially sound chapter.
Firstly, you need to know the chapter’s basic costs: in my region that is two full team trainings, three Leadership Team Forums and one Chapter Director Forum. In total this currently adds up to about £700 per year. Then you need to add something for things that go wrong: visitors not paying and yes, sometimes, members not paying. How much? Good question: your guess is as good as mine, but at least £100 per year. On top of that you might have other costs: stamps, socials, photocopying, not charging your AD a meeting fee, etc. As you can see the chapter’s costs could easily be getting on for £1000.00 per year.
So, how do we pay for this? Well, there is only one way: by charging more than your venue is charging you. I would suggest that you charge £2.00 more per member than you are being charged. Then the maths is easy.
Let’s say that the venue is charging the chapter £8.00 per member each week. No room hire costs – that’s really important. And, no minimum numbers if you can manage it. Add the £2.00 and the sum goes like this.
£8.00 plus £2.00 equals £10.00, times this by 51 meetings per year and you get the cost for a member per year - £510.00. Now divide this by 12 (months) and you have your cost to members, in this case £42.50 per month. I would further suggest that any member paying weekly with cash should pay more.
Two things to consider: 1) most chapters only charge visitors £10.00 so this needs to be taken into account, 2) VAT. Does the price quoted to you include VAT? If not it would add £1.60 to the £8.00 in my example – which means another £6.80 needs to be added to the monthly meeting fee per member. Suddenly £49.30 per month instead of £42.50.
And finally, your aim should be to have a bank surplus of around £500.00.
I was talking to a Chapter Director recently and they said that their chapter always seemed to be short of money. I asked the usual questions: do all of the visitors pay?, are all the members up to date with their meeting fees?, were they spending money on items they shouldn’t?
It seemed everything was pretty much in order so I started to dig a little deeper. I discovered that for years the chapter had not been run like a business and they had no idea what their costs were or had allowed for things to go wrong. They are not the first chapter to be short on funds and no doubt won’t be the last. So, I thought I would share my ideas on how to run a financially sound chapter.
Firstly, you need to know the chapter’s basic costs: in my region that is two full team trainings, three Leadership Team Forums and one Chapter Director Forum. In total this currently adds up to about £700 per year. Then you need to add something for things that go wrong: visitors not paying and yes, sometimes, members not paying. How much? Good question: your guess is as good as mine, but at least £100 per year. On top of that you might have other costs: stamps, socials, photocopying, not charging your AD a meeting fee, etc. As you can see the chapter’s costs could easily be getting on for £1000.00 per year.
So, how do we pay for this? Well, there is only one way: by charging more than your venue is charging you. I would suggest that you charge £2.00 more per member than you are being charged. Then the maths is easy.
Let’s say that the venue is charging the chapter £8.00 per member each week. No room hire costs – that’s really important. And, no minimum numbers if you can manage it. Add the £2.00 and the sum goes like this.
£8.00 plus £2.00 equals £10.00, times this by 51 meetings per year and you get the cost for a member per year - £510.00. Now divide this by 12 (months) and you have your cost to members, in this case £42.50 per month. I would further suggest that any member paying weekly with cash should pay more.
Two things to consider: 1) most chapters only charge visitors £10.00 so this needs to be taken into account, 2) VAT. Does the price quoted to you include VAT? If not it would add £1.60 to the £8.00 in my example – which means another £6.80 needs to be added to the monthly meeting fee per member. Suddenly £49.30 per month instead of £42.50.
And finally, your aim should be to have a bank surplus of around £500.00.
Thursday, 1 September 2011
I’ll have a coffee please!
1/9/11
What’s a coffee cost these days? £2.10p? More? And, in the course of a One2One how many cups might you drink? Two? Then how about your average business week: how many cups might you drink in total?
I mention this because of something I heard this week. A chapter needed to put up their weekly meeting fees and it caused something of a fuss. Now I don’t know about you, but I think our weekly meeting fees are very good value – at my chapter they are currently about £50.00 per month.
For this we get a meeting room for up to four hours every week, often storage for our BNI boxes, sometimes the use of a flipchart, a venue that opens at 6.00am, plus all sorts of other things. And, a breakfast - all in my chapter's case- for £11.75 per week. Now that has got to be great value in anybody's book!
So, I have to say that it always amazes me that members complain when a chapter needs to put up its meeting fees, as in most cases it is never by more than the cost of one coffee per week.
Furthermore, what an investment the cost of that extra ‘cup of coffee’ is: the opportunity to do business with dozens of business owners and thereby make more money for our company.
Plus meeting fees should be looked at as an investment, not a cost. Chapters only put up fees when they need to and I think that you will agree with me, if you think about it, that at less than the price of a coffee that there is nothing to make a fuss about!
What’s a coffee cost these days? £2.10p? More? And, in the course of a One2One how many cups might you drink? Two? Then how about your average business week: how many cups might you drink in total?
I mention this because of something I heard this week. A chapter needed to put up their weekly meeting fees and it caused something of a fuss. Now I don’t know about you, but I think our weekly meeting fees are very good value – at my chapter they are currently about £50.00 per month.
For this we get a meeting room for up to four hours every week, often storage for our BNI boxes, sometimes the use of a flipchart, a venue that opens at 6.00am, plus all sorts of other things. And, a breakfast - all in my chapter's case- for £11.75 per week. Now that has got to be great value in anybody's book!
So, I have to say that it always amazes me that members complain when a chapter needs to put up its meeting fees, as in most cases it is never by more than the cost of one coffee per week.
Furthermore, what an investment the cost of that extra ‘cup of coffee’ is: the opportunity to do business with dozens of business owners and thereby make more money for our company.
Plus meeting fees should be looked at as an investment, not a cost. Chapters only put up fees when they need to and I think that you will agree with me, if you think about it, that at less than the price of a coffee that there is nothing to make a fuss about!
Tuesday, 9 August 2011
£882,000
9/8/11
I have a business with a turnover of £882,000.00 per year and I’m looking for a Managing Director, Marketing & HR Director and Finance Director to run it for me. The question is, once I have found the ideal people, how much training should I give them?
I was thinking maybe a few hours. What do you think? How much training would you want them to have if it were your company? In fact, would you want to be the Managing Director?
The above was a very interesting question posed at an Area Director training (I think by Mike Holman). It certainly made me think.
A chapter of 30+ members will pass around £800k of business in the group each year. For a group of 20 members it might be £400k and one of 40+ members over £1.5 million. Now that is a big business - bigger than many of our own businesses. Even the smallest chapter is in fact a pretty big business.
Now the Leadership Team (and others on the team) are responsible for that business; their job is to maintain it and grow it. And like, John Lewis, we are all shareholders of the business, in that we share in the profits: the ‘Thank You for the Business’. So, we all want a well-run business by well-trained people. Don’t we?
The better the business is run the more profit it makes. Our chapters are just the same. What would you think if you gave your £882k business to a new team only to find it was turning over only £500k 6 months later?
So, I have a question for you. How much training should we and our chapter Leadership Teams get?
I have a business with a turnover of £882,000.00 per year and I’m looking for a Managing Director, Marketing & HR Director and Finance Director to run it for me. The question is, once I have found the ideal people, how much training should I give them?
I was thinking maybe a few hours. What do you think? How much training would you want them to have if it were your company? In fact, would you want to be the Managing Director?
The above was a very interesting question posed at an Area Director training (I think by Mike Holman). It certainly made me think.
A chapter of 30+ members will pass around £800k of business in the group each year. For a group of 20 members it might be £400k and one of 40+ members over £1.5 million. Now that is a big business - bigger than many of our own businesses. Even the smallest chapter is in fact a pretty big business.
Now the Leadership Team (and others on the team) are responsible for that business; their job is to maintain it and grow it. And like, John Lewis, we are all shareholders of the business, in that we share in the profits: the ‘Thank You for the Business’. So, we all want a well-run business by well-trained people. Don’t we?
The better the business is run the more profit it makes. Our chapters are just the same. What would you think if you gave your £882k business to a new team only to find it was turning over only £500k 6 months later?
So, I have a question for you. How much training should we and our chapter Leadership Teams get?
Sunday, 31 July 2011
Successnet
31/7/11
Our quarterly magazine Successnet is always crammed full of really useful stuff and the current Summer edition is no different. Andy Bounds is on the cover and, as I think he is a brilliant speaker, I was interested to see what he had to say.
However it wasn’t until I was having a meeting with one of my Ambassadors, Geoff Alexander, that one of Andy’s comments hit home.
Andy was talking about presenting and the fact that for every 60 Seconds he gives he still spends at least 30 minutes writing and practising it. Now Andy, as I have already said, is a brilliant speaker and yet he still spends a minimum of 30 minutes for every 60 Seconds he gives. Maybe that is why he is so good!
But, and this is really the point of this blog, as a business mentor and long-term BNI member, I am amazed at the number of members who think that they can get the best out of their membership without any practice. Geoff and I discussed this and wondered where things changed as we, as people, grew.
As a baby we all took weeks to learn how to walk. First we would crawl, then stand, fall over, gain our balance, walk a bit, then a bit more, fall over again, and then finally walk. It might be another year before we were good at this walking lark. But, once we had it mastered we were away!
It was exactly the same with our favourite sport, getting a date, learning the job we do, in fact with everything else that we are good at. We continue to learn all of the time.
But, some member’s, think that they can find referrals and visitors, build relationships, without any practice, without learning any new skills, without putting in any real effort and, to be honest, that amazes me.
Everything we do well took a great deal of time and practice and it is exactly the same with our chapter membership. So, my question is – how long do you spend learning and practising to get the very best from your chapter membership?
Note: Just been watching Saturday Kitchen – Lenny Henry was a guest. He said he understood and was able to play Shakespeare’s Othello having studied it for 6 years.
Our quarterly magazine Successnet is always crammed full of really useful stuff and the current Summer edition is no different. Andy Bounds is on the cover and, as I think he is a brilliant speaker, I was interested to see what he had to say.
However it wasn’t until I was having a meeting with one of my Ambassadors, Geoff Alexander, that one of Andy’s comments hit home.
Andy was talking about presenting and the fact that for every 60 Seconds he gives he still spends at least 30 minutes writing and practising it. Now Andy, as I have already said, is a brilliant speaker and yet he still spends a minimum of 30 minutes for every 60 Seconds he gives. Maybe that is why he is so good!
But, and this is really the point of this blog, as a business mentor and long-term BNI member, I am amazed at the number of members who think that they can get the best out of their membership without any practice. Geoff and I discussed this and wondered where things changed as we, as people, grew.
As a baby we all took weeks to learn how to walk. First we would crawl, then stand, fall over, gain our balance, walk a bit, then a bit more, fall over again, and then finally walk. It might be another year before we were good at this walking lark. But, once we had it mastered we were away!
It was exactly the same with our favourite sport, getting a date, learning the job we do, in fact with everything else that we are good at. We continue to learn all of the time.
But, some member’s, think that they can find referrals and visitors, build relationships, without any practice, without learning any new skills, without putting in any real effort and, to be honest, that amazes me.
Everything we do well took a great deal of time and practice and it is exactly the same with our chapter membership. So, my question is – how long do you spend learning and practising to get the very best from your chapter membership?
Note: Just been watching Saturday Kitchen – Lenny Henry was a guest. He said he understood and was able to play Shakespeare’s Othello having studied it for 6 years.
Saturday, 23 July 2011
Use your mobile: two
23/7/11
I have another simple way that I use my mobile.
I’m not sure who said it, but I really believe that in a great many cases what they said is true: “Greatness is really about doing the ordinary, everyday things, consistently well.”
For example, if you invite visitors every week, week in, week out, to your chapter, they will come to your meetings. I invite people every week, using very simple methods, and I average about one visitor every couple of weeks. I really believe that it’s all about being consistent and keeping it simple.
And, that’s where my mobile comes in again. Okay, it’s not the textbook way of inviting (people you know, using their name), but it’s another visitor stream that when added to my other inviting helps to give me my results.
I have a simple message on my mobile: ''If you can handle more business please give me a call. David.” And when I’m out and about and see a mobile number on a sign-written van, or similar, I just send a text.
Now I have to admit that the returns are low, but it’s simple, takes no time, and the few visitors I do get with this method are worth it.
What do you think? Plain crazy?
I have another simple way that I use my mobile.
I’m not sure who said it, but I really believe that in a great many cases what they said is true: “Greatness is really about doing the ordinary, everyday things, consistently well.”
For example, if you invite visitors every week, week in, week out, to your chapter, they will come to your meetings. I invite people every week, using very simple methods, and I average about one visitor every couple of weeks. I really believe that it’s all about being consistent and keeping it simple.
And, that’s where my mobile comes in again. Okay, it’s not the textbook way of inviting (people you know, using their name), but it’s another visitor stream that when added to my other inviting helps to give me my results.
I have a simple message on my mobile: ''If you can handle more business please give me a call. David.” And when I’m out and about and see a mobile number on a sign-written van, or similar, I just send a text.
Now I have to admit that the returns are low, but it’s simple, takes no time, and the few visitors I do get with this method are worth it.
What do you think? Plain crazy?
Saturday, 25 June 2011
Use your mobile: one
25/6/11
Today you can just about run your entire business from a mobile phone and this makes the mobile a very useful tool for inviting visitors to your chapter. Tell me something I didn’t know you cry!
Well, just in case you don’t know, I’m going to tell you about some of the ways that I use my mobile.
Very few of us go anywhere without our mobile, yet few people carry a notebook, not everyone carries a pen, and even fewer people carry a camera everywhere they go. The mobile has even overtaken the handbag for ladies as the thing not to leave home without. And, as for the American Express card, well that doesn’t stand a chance!
So, just how do I use my mobile to find visitors?
We should all be building a database of people to invite to our chapters, and potential visitors can crop up anywhere, and at the most inappropriate times. And, that’s where your mobile can be such a brilliant tool: it’s just great at data capture.
Whenever you see a sign-written vehicle you just snap a picture and you have all the contact details you need. Company name, location, phone number, email address, web address - everything required for an invitation. Sometimes even a contact; otherwise just a little research will give you this. Easiest is a quick phone call or else a little time spent on their web site.
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Then all you do is invite the person by the method that works best for you.
What do you think?
Look out for – Use your mobile: two.
Today you can just about run your entire business from a mobile phone and this makes the mobile a very useful tool for inviting visitors to your chapter. Tell me something I didn’t know you cry!
Well, just in case you don’t know, I’m going to tell you about some of the ways that I use my mobile.
Very few of us go anywhere without our mobile, yet few people carry a notebook, not everyone carries a pen, and even fewer people carry a camera everywhere they go. The mobile has even overtaken the handbag for ladies as the thing not to leave home without. And, as for the American Express card, well that doesn’t stand a chance!
So, just how do I use my mobile to find visitors?
We should all be building a database of people to invite to our chapters, and potential visitors can crop up anywhere, and at the most inappropriate times. And, that’s where your mobile can be such a brilliant tool: it’s just great at data capture.
Whenever you see a sign-written vehicle you just snap a picture and you have all the contact details you need. Company name, location, phone number, email address, web address - everything required for an invitation. Sometimes even a contact; otherwise just a little research will give you this. Easiest is a quick phone call or else a little time spent on their web site.
What do you think?
Look out for – Use your mobile: two.
Monday, 20 June 2011
Whose contact?
20/6/11
I was asked an interesting question recently about referrals and it got me thinking. As always when I’m asked something my mind goes shooting all over the place; there are always so many possibilities. It got me thinking of moral judgements, the game ‘A question of Scruples’ and a TV show I remember, which I think was called ‘Dilemmas’.
Now I bet you are thinking that this must have been a pretty important question and I guess it was, but only if you really think about it. If you thought about building goodwill and trust; being positive and supportive.
I’ll tell you what I think because the same thing happened to me years ago and it certainly wasn’t handled by the member concerned the way I handle similar situations. Now I wasn’t too bothered but some members might be rather more concerned. Certainly the person who asked me was. I’d be interested to know what you think.
So, this is my story. I was talking with my next door neighbour and during the course of the conversation I discovered that they were going to have a number of jobs done around the house over the coming months. I talked to them about all the great businesses that I knew and could recommend, showed them my BNI wallet and gave them the cards of some of the members. They decided to start with one job so I was able to pass a referral. Just like it is supposed to happen: it was great!
It was what happened next that is the subject of the dilemma: several more referrals, but none of them given by me. Now this was my contact, my next door neighbour, I had recommended other members of the group, but others ‘claimed’ the referrals in the chapter. Now maybe I’m a bit old fashioned, but when this situation happens to me, when the person I am working for asks for another contact, I say “that’s great, I’ll ask xxxxxx (the person who gave me the referral) to introduce you to them.”
Just imagine how the member who gave me the original referral feels. How much goodwill and trust I am building with them.
So, what do you think?
I was asked an interesting question recently about referrals and it got me thinking. As always when I’m asked something my mind goes shooting all over the place; there are always so many possibilities. It got me thinking of moral judgements, the game ‘A question of Scruples’ and a TV show I remember, which I think was called ‘Dilemmas’.
Now I bet you are thinking that this must have been a pretty important question and I guess it was, but only if you really think about it. If you thought about building goodwill and trust; being positive and supportive.
I’ll tell you what I think because the same thing happened to me years ago and it certainly wasn’t handled by the member concerned the way I handle similar situations. Now I wasn’t too bothered but some members might be rather more concerned. Certainly the person who asked me was. I’d be interested to know what you think.
So, this is my story. I was talking with my next door neighbour and during the course of the conversation I discovered that they were going to have a number of jobs done around the house over the coming months. I talked to them about all the great businesses that I knew and could recommend, showed them my BNI wallet and gave them the cards of some of the members. They decided to start with one job so I was able to pass a referral. Just like it is supposed to happen: it was great!
It was what happened next that is the subject of the dilemma: several more referrals, but none of them given by me. Now this was my contact, my next door neighbour, I had recommended other members of the group, but others ‘claimed’ the referrals in the chapter. Now maybe I’m a bit old fashioned, but when this situation happens to me, when the person I am working for asks for another contact, I say “that’s great, I’ll ask xxxxxx (the person who gave me the referral) to introduce you to them.”
Just imagine how the member who gave me the original referral feels. How much goodwill and trust I am building with them.
So, what do you think?
Thursday, 26 May 2011
Not giving the best signals!
26/5/11
I visited a chapter recently and became aware of a member not giving out the best of signals. Anyone can have an off moment but, as with all things, with repetition you notice things; that’s why marketing and branding works. And I guess you could say this was personal marketing and branding. Only of the negative kind!
The first thing I noticed was that the member spent a lot of time texting, not paying any attention to what was going on in the meeting. Then, when they did their 60 Seconds, they had one hand in a pocket and it sounded like they were ‘winging it’. No preparation. Most of the remainder of the meeting they just looked plain bored. Finally they had no contribution.
On the whole not a great advert for someone I would want to work with!
Now, I don’t know anything about the person concerned. They may have been feeling ill, have major problems at home or at work, or just crashed their car. Maybe they are just like the impression they gave me and everyone else in the room. I don’t know.
But, what I do know is this and it is really important. If you are going to maximise your referral potential, however you are feeling, you must take part fully in your BNI meetings. As, if even only a few people notice that you are not giving the best signals, it will affect your referral rate.
So, please always give your fellow chapter members the courtesy that they deserve and that they hopefully give you.
The result will be more referral opportunities.
I visited a chapter recently and became aware of a member not giving out the best of signals. Anyone can have an off moment but, as with all things, with repetition you notice things; that’s why marketing and branding works. And I guess you could say this was personal marketing and branding. Only of the negative kind!
The first thing I noticed was that the member spent a lot of time texting, not paying any attention to what was going on in the meeting. Then, when they did their 60 Seconds, they had one hand in a pocket and it sounded like they were ‘winging it’. No preparation. Most of the remainder of the meeting they just looked plain bored. Finally they had no contribution.
On the whole not a great advert for someone I would want to work with!
Now, I don’t know anything about the person concerned. They may have been feeling ill, have major problems at home or at work, or just crashed their car. Maybe they are just like the impression they gave me and everyone else in the room. I don’t know.
But, what I do know is this and it is really important. If you are going to maximise your referral potential, however you are feeling, you must take part fully in your BNI meetings. As, if even only a few people notice that you are not giving the best signals, it will affect your referral rate.
So, please always give your fellow chapter members the courtesy that they deserve and that they hopefully give you.
The result will be more referral opportunities.
Saturday, 14 May 2011
I didn’t join BNI to help grow the chapter!
14/5/11
I heard of a member who left his chapter last week because he was asked to help the chapter in bringing visitors to the group. He said that he didn’t join BNI to help grow the chapter. I have to say that I wasn’t surprised to hear this, knowing the member concerned, but I did wonder how he ever became a member in the first place.
Question 7 on the BNI application form asks: ‘What is your ability to bring qualified referrals and/or visitors to the chapter?’ I would love to know what his answer was.
But what did surprise me was some of his other comments. One was that he only joined so that other members could give an easy referral! Can you believe that?
Another was that he didn’t get enough business. He actually received more referrals than any other member of the group and yet he wasn’t prepared to help grow the chapter so that he would get more. Truly unbelievable!
But, it was his last comment that really stunned me. In fact I really can’t believe he said it. And, if it should happen, I hope that whatever chapter committee it is acts as I’m sure you will think it should, as he finished by stating …
“I’ll think about re-joining when the chapter is bigger.”
I was speechless!
I heard of a member who left his chapter last week because he was asked to help the chapter in bringing visitors to the group. He said that he didn’t join BNI to help grow the chapter. I have to say that I wasn’t surprised to hear this, knowing the member concerned, but I did wonder how he ever became a member in the first place.
Question 7 on the BNI application form asks: ‘What is your ability to bring qualified referrals and/or visitors to the chapter?’ I would love to know what his answer was.
But what did surprise me was some of his other comments. One was that he only joined so that other members could give an easy referral! Can you believe that?
Another was that he didn’t get enough business. He actually received more referrals than any other member of the group and yet he wasn’t prepared to help grow the chapter so that he would get more. Truly unbelievable!
But, it was his last comment that really stunned me. In fact I really can’t believe he said it. And, if it should happen, I hope that whatever chapter committee it is acts as I’m sure you will think it should, as he finished by stating …
“I’ll think about re-joining when the chapter is bigger.”
I was speechless!
Monday, 9 May 2011
BNI: One Bite at a Time
9/5/11
I have been writing my blog now for over three years and a number of people have suggested that I should publish it as a book. The result is ‘BNI: One Bite at a Time!’
The book has also had testimonials from a number of BNI Directors:
“I frequently use David's blogs as Education slots because they are so practical, easy to deliver. This book will make a great resource for Education Coordinators and members alike.” Sid Grant, Executive Director BNI Scotland North.
“David is an experienced and successful BNI member and his book is full of real life practical examples of how to make BNI work for you.” Tim Cook - National Director BNI UK & Ireland.
"I often refer to articles from David's blog when I train members in Japan. Simply because it helps them be more productive as a BNI member." Asato Ohno – National Director BNI Japan.
I have included an index by subject so all blogs on a particular topic can be found easily: for example Visitors, Referrals, 60 Seconds, Substitutes, Credibility, etc.
Should you like a copy of my book it can be ordered via the link below at £10.00 + £1.50 post & packing (UK) or by email from david@7training.co.uk.
You can order you book here.
If you are outside the UK and would like to order a copy please send me an email and I will check out the postage cost for you.
Thank you - David
I have been writing my blog now for over three years and a number of people have suggested that I should publish it as a book. The result is ‘BNI: One Bite at a Time!’
Dr. Ivan Misner has written the foreword and this is part of what he has to say: “David Wimblett has compiled this invaluable, easy-to-read handbook on how to approach BNI membership for truly powerful results.”
The book has also had testimonials from a number of BNI Directors:
“Congratulations on such an excellent blog! As you know I regularly make reference to the material contained on this site on the NZ blog and am constantly impressed by the fresh and practical nature of the material.” Graham Southwell - National Director BNI New Zealand.
“David is an experienced and successful BNI member and his book is full of real life practical examples of how to make BNI work for you.” Tim Cook - National Director BNI UK & Ireland.
"I often refer to articles from David's blog when I train members in Japan. Simply because it helps them be more productive as a BNI member." Asato Ohno – National Director BNI Japan.
I have included an index by subject so all blogs on a particular topic can be found easily: for example Visitors, Referrals, 60 Seconds, Substitutes, Credibility, etc.
Should you like a copy of my book it can be ordered via the link below at £10.00 + £1.50 post & packing (UK) or by email from david@7training.co.uk.
You can order you book here.
If you are outside the UK and would like to order a copy please send me an email and I will check out the postage cost for you.
Thank you - David
Friday, 1 April 2011
It’s too far!
1/4/11
In the last four days I’ve heard four remarks about travel and it was the fourth that got me thinking.
First there was someone who had gone to Manchester for a party, there and back in a day, a four hundred and twenty four mile round trip. Then there was a mother who had been to their son’s university in Bristol, a two hundred and twenty mile round trip, again in one day. That was followed by a couple who had visited the Bluewater shopping centre for the day, a round trip of ninety six miles.
I guess nothing special in any of those. It was the last one that got me: twenty five miles was too far to go for a BNI workshop!
From there my mind jumped to when I was in Kenya last year with my wife and we visited a school run by a charity. A school of just thirty two lucky children. A little boy we spoke to, aged seven, walked 7k every day in the dark by himself to get to the school.
And yet the member that I was talking to thought forty minutes to get to a workshop was far too long.
What I don’t understand is why? Ninety miles for some window shopping seems to be fine but thirty odd miles to improve a business is not.
BNI workshops can only improve a business: it’s impossible for them not to. Why? Well, however often you have been before, you will always learn something, the room is always full of different people and you never know just who you might meet (it could be your next best client), and it builds your credibility.
All of which will help grow a business: your business. It’s just a matter of priority, of value. What you will do for the success of your business.
So, I guess my question is: was the workshop too far? I don’t think so. More like their business wasn’t worth the effort! What do you think?
Sunday, 27 March 2011
Oh. They’re not here!
27/3/11
Has that ever happened to you? You have a visitor and you have told them that you have a great contact that they should meet. But, when the visitor arrives the member concerned isn’t there. In fact they turn up late. I’ve even seen it happen that the member concerned is absent!
The visitor doesn’t get to meet the member before the meeting starts and the member is gone when the visitor returns from Visitor Orientation.
It’s bad in so many ways!
First, the visitor has been let down. They were promised a meeting with a great contact for their business or them personally.
Second, it has made you look bad in the eyes of your visitor. Not so bad if they are a great contact of yours, but, if the relationship is new, damage may have been done.
Third, the member has lost out. They didn’t get to meet the visitor and it’s just possible that they may never now.
Fourth, it reflects badly on the whole chapter. Are the members reliable? It may seem like just a small thing, something that really doesn’t matter, but, we all know of things that have been won by the smallest of margins: of things that happen, because we were in just the right place, at just the right time.
So, what time will you arrive at your next meeting? 6.30am at the latest (unless you are a lunchtime group)? If you do, I’d almost guarantee that you will get more business from your chapter if you are there every week at that time!
Has that ever happened to you? You have a visitor and you have told them that you have a great contact that they should meet. But, when the visitor arrives the member concerned isn’t there. In fact they turn up late. I’ve even seen it happen that the member concerned is absent!
The visitor doesn’t get to meet the member before the meeting starts and the member is gone when the visitor returns from Visitor Orientation.
It’s bad in so many ways!
First, the visitor has been let down. They were promised a meeting with a great contact for their business or them personally.
Second, it has made you look bad in the eyes of your visitor. Not so bad if they are a great contact of yours, but, if the relationship is new, damage may have been done.
Third, the member has lost out. They didn’t get to meet the visitor and it’s just possible that they may never now.
Fourth, it reflects badly on the whole chapter. Are the members reliable? It may seem like just a small thing, something that really doesn’t matter, but, we all know of things that have been won by the smallest of margins: of things that happen, because we were in just the right place, at just the right time.
So, what time will you arrive at your next meeting? 6.30am at the latest (unless you are a lunchtime group)? If you do, I’d almost guarantee that you will get more business from your chapter if you are there every week at that time!
Friday, 4 March 2011
All cleaned up!
4/3/11
I’ve written several times on the value of One2Ones, as there is no better way to increase the amount of business done between members. A really effective One2One will allow you to get to know the other person better, to build trust, to find out what sort of business they are looking for, what kind of business they don’t want, and how to start conversations about them. You will learn a great deal about them and they a great deal about you. You will build a deeper relationship and, hopefully, like them more!
All of this will result in more business for both parties. So, I really can’t recommend having One2Ones anything like enough. In fact, if you are not having regular and effective One2Ones you really are missing out on business.
Going to a fellow member’s place of work is one of the best ways of having a One2One, as it often tells you things that would never come up in the course of a One2One, held, say, in a coffee shop. For example what the offices are like, the other people in the business, how busy the firm is. Pictures hanging on the walls often lead to interesting stories. All build a greater understanding of the business and a deeper relationship with the person.
It also means that you need to have another One2One!
Okay, some members don’t have an office but it’s very few, and I’ve learnt a great deal about someone by going to their ‘home’ office. If a trade, why not have your One2One on site? It’s a great way to see how they work plus the quality of the work done. All very important information if you are going to refer someone with confidence.
But, my main reason for writing this blog, is a testimonial that was read at a recent meeting I attended. It was for a One2One! Very unusual, but a member had become a story worth talking about. It’s what we all need to become: someone that people will talk about. As I am doing now!
A member had gone for a One2One at another member's place of business: Dominion Auto Services. Two things stuck in my mind: the member said that they had never seen such a clean workshop, but the thing that really impressed me was that when the member returned to their car it was gleaming. It had been given a full wash and polish. Now that is really adding value to a One2One and what a brilliant way to be remembered!
So, what can you do that will really add value to your next One2One to ensure that you get talked about?
Harry Dass - Dominion Auto Services – 020 8813 8350
I’ve written several times on the value of One2Ones, as there is no better way to increase the amount of business done between members. A really effective One2One will allow you to get to know the other person better, to build trust, to find out what sort of business they are looking for, what kind of business they don’t want, and how to start conversations about them. You will learn a great deal about them and they a great deal about you. You will build a deeper relationship and, hopefully, like them more!
All of this will result in more business for both parties. So, I really can’t recommend having One2Ones anything like enough. In fact, if you are not having regular and effective One2Ones you really are missing out on business.
Going to a fellow member’s place of work is one of the best ways of having a One2One, as it often tells you things that would never come up in the course of a One2One, held, say, in a coffee shop. For example what the offices are like, the other people in the business, how busy the firm is. Pictures hanging on the walls often lead to interesting stories. All build a greater understanding of the business and a deeper relationship with the person.
It also means that you need to have another One2One!
Okay, some members don’t have an office but it’s very few, and I’ve learnt a great deal about someone by going to their ‘home’ office. If a trade, why not have your One2One on site? It’s a great way to see how they work plus the quality of the work done. All very important information if you are going to refer someone with confidence.
But, my main reason for writing this blog, is a testimonial that was read at a recent meeting I attended. It was for a One2One! Very unusual, but a member had become a story worth talking about. It’s what we all need to become: someone that people will talk about. As I am doing now!
A member had gone for a One2One at another member's place of business: Dominion Auto Services. Two things stuck in my mind: the member said that they had never seen such a clean workshop, but the thing that really impressed me was that when the member returned to their car it was gleaming. It had been given a full wash and polish. Now that is really adding value to a One2One and what a brilliant way to be remembered!
So, what can you do that will really add value to your next One2One to ensure that you get talked about?
Harry Dass - Dominion Auto Services – 020 8813 8350
Wednesday, 2 March 2011
How well do you perform your chapter role?
2/3/11
Every role in your chapter, be it the Chapter Director or the Events Coordinator, is uniquely responsible for the ultimate success of the chapter.
The Chapter Director needs to run a brilliant meeting, motivate the group, and ensure that the agenda is followed and meeting finished on time. The Membership Coordinator needs to run a strong committee, so that the polices are followed, for the benefit of all, and to plan the continued growth of the chapter. The Secretary/Treasurer needs to keep the group in profit and organise the speakers.
Then we have the Visitor Hosts, those members that are at the chapters bright and early, and make that vital first impression on our visitors. The committee members, who along with the Membership Coordinator, help and support the whole group. The Mentor Coordinator, and mentors, who help new members, and others, to feel welcome in the chapter and get the very best from their membership.
And, of course, the Education Coordinator who organises our education and the Events Coordination who arranges socials and gets us all to the workshops.
Every one of those people who does a great job will help the chapter grow and each of us in turn to earn more money.
But, have you, if you hold a role, ever thought about what happens if you do a bad job? Or, at least, not a very good one.
We talk a great deal about VCP in BNI. Visibility, credibility, profitability and assume that it is a good thing. As if by being visible, it will make us credible, and therefore profitable. But, I have news for you – it won’t. Visibility isn’t enough on its own. You also need to be very good.
And, I have two examples for you to prove my point. The first member had been a member of their chapter for some time and considered a pretty reasonable member, then they joined the Leadership Team. Every week they forgot something, so no-one had any idea what was going on. They were totally disorganised. Their referral rate dropped as members lost confidence in them.
The second member took over a role half way through a term because someone had left the chapter. They were a long term member and were considered to be, well to be honest, fairly average. But the way that they performed their role transformed how people thought about them. Their credibility soared and with it the other members' efforts to find them referrals.
So, my question to you is this. Is the way that you perform your chapter role making you look like a credible business person? If not, you could be getting a lot less referrals than you might if it did.
Every role in your chapter, be it the Chapter Director or the Events Coordinator, is uniquely responsible for the ultimate success of the chapter.
The Chapter Director needs to run a brilliant meeting, motivate the group, and ensure that the agenda is followed and meeting finished on time. The Membership Coordinator needs to run a strong committee, so that the polices are followed, for the benefit of all, and to plan the continued growth of the chapter. The Secretary/Treasurer needs to keep the group in profit and organise the speakers.
Then we have the Visitor Hosts, those members that are at the chapters bright and early, and make that vital first impression on our visitors. The committee members, who along with the Membership Coordinator, help and support the whole group. The Mentor Coordinator, and mentors, who help new members, and others, to feel welcome in the chapter and get the very best from their membership.
And, of course, the Education Coordinator who organises our education and the Events Coordination who arranges socials and gets us all to the workshops.
Every one of those people who does a great job will help the chapter grow and each of us in turn to earn more money.
But, have you, if you hold a role, ever thought about what happens if you do a bad job? Or, at least, not a very good one.
We talk a great deal about VCP in BNI. Visibility, credibility, profitability and assume that it is a good thing. As if by being visible, it will make us credible, and therefore profitable. But, I have news for you – it won’t. Visibility isn’t enough on its own. You also need to be very good.
And, I have two examples for you to prove my point. The first member had been a member of their chapter for some time and considered a pretty reasonable member, then they joined the Leadership Team. Every week they forgot something, so no-one had any idea what was going on. They were totally disorganised. Their referral rate dropped as members lost confidence in them.
The second member took over a role half way through a term because someone had left the chapter. They were a long term member and were considered to be, well to be honest, fairly average. But the way that they performed their role transformed how people thought about them. Their credibility soared and with it the other members' efforts to find them referrals.
So, my question to you is this. Is the way that you perform your chapter role making you look like a credible business person? If not, you could be getting a lot less referrals than you might if it did.
Saturday, 26 February 2011
Why every week?
26/2/11
Something that I am asked from time to time is why we hold our meetings every week. After all, I am told, other networking groups don’t and it’s a big commitment having to come weekly. Surely every other week would be better?
For some people this type of networking may be ideal, it may be all that they can manage for a number of reasons, but BNI chapters meet weekly because we build strong relationships.We know that to get to trust someone, to know them, to like them, takes time and this can’t be achieved by seeing each other sporadically. After all, would you just want to see one of your best friends every few weeks and, furthermore, not even know if they were going to turn up for a meeting that you had arranged?
BNI is all about strong relationships. Relationships that are strong enough so that we can recommend our very best contacts to fellow members. I for one would certainly not risk my reputation on someone I hardly knew.
But, how about this for an even more compelling reason?
BNI have tried and tested most things over the years and give us the very best of what they have learnt works. Recently I was listening to a CD by Ivan Misner and was interested to learn that early on BNI tried fortnightly meetings: members thought that they might be better. However, they soon changed their minds! Why? Because, they discovered that a chapter that meet fortnightly passed 52% less referrals than a chapter that met weekly. So, if you want just one good reason for meeting weekly I don’t think you need to look any further than more than double the amount of business passed in the group.
One last thing. How often when a member is absent for a week, or a chapter is closed for a week, are twice the number of referrals passed the following week? Never – in my experience!
Something that I am asked from time to time is why we hold our meetings every week. After all, I am told, other networking groups don’t and it’s a big commitment having to come weekly. Surely every other week would be better?
For some people this type of networking may be ideal, it may be all that they can manage for a number of reasons, but BNI chapters meet weekly because we build strong relationships.We know that to get to trust someone, to know them, to like them, takes time and this can’t be achieved by seeing each other sporadically. After all, would you just want to see one of your best friends every few weeks and, furthermore, not even know if they were going to turn up for a meeting that you had arranged?
BNI is all about strong relationships. Relationships that are strong enough so that we can recommend our very best contacts to fellow members. I for one would certainly not risk my reputation on someone I hardly knew.
But, how about this for an even more compelling reason?
BNI have tried and tested most things over the years and give us the very best of what they have learnt works. Recently I was listening to a CD by Ivan Misner and was interested to learn that early on BNI tried fortnightly meetings: members thought that they might be better. However, they soon changed their minds! Why? Because, they discovered that a chapter that meet fortnightly passed 52% less referrals than a chapter that met weekly. So, if you want just one good reason for meeting weekly I don’t think you need to look any further than more than double the amount of business passed in the group.
One last thing. How often when a member is absent for a week, or a chapter is closed for a week, are twice the number of referrals passed the following week? Never – in my experience!
Friday, 4 February 2011
Only present to visitors!
4/2/11
Every week we should have visitors at our chapters: business people we have never met before.
Our 60 Seconds may be the only opportunity we have at the meeting to let these visitors know who we are and what we do, how we can help them and their contacts. We need to impress!
But, how do we do this? Well, for a start, not by cramming everything we do into our 60 Seconds, that is just a certain way to make sure a visitor forgets us for good. In fact, it will have exactly the same effect on our fellow members.
So, how do we do it?
I guess like me, you have been at your meeting and a member stands up and they say exactly what they said last week, and the week before that, and the week before that, and you just switch off – it’s boring! They themselves are bored. Then, there is the member who stands and says, ‘like I said last week’ and sits down again after 28 seconds. There are countless examples of wasted 60 Seconds. However, if you forget your fellow members (and the fact that you think they know exactly what you do) and only think about the visitors, about making them want to talk to you after the meeting, for maximum results your 60 Seconds will be planned, specific, and a full one minute.
This will then have two major benefits: 1) the visitors will be more likely to want to meet up with you later, and 2), and, far more importantly, your fellow members will learn a great deal more about you and find it easier to refer you.
So, concentrate on presenting to your chapter visitors and you will reap the rewards of your fellow members being both better educated and motivated to help you!
Every week we should have visitors at our chapters: business people we have never met before.
Our 60 Seconds may be the only opportunity we have at the meeting to let these visitors know who we are and what we do, how we can help them and their contacts. We need to impress!
But, how do we do this? Well, for a start, not by cramming everything we do into our 60 Seconds, that is just a certain way to make sure a visitor forgets us for good. In fact, it will have exactly the same effect on our fellow members.
So, how do we do it?
I guess like me, you have been at your meeting and a member stands up and they say exactly what they said last week, and the week before that, and the week before that, and you just switch off – it’s boring! They themselves are bored. Then, there is the member who stands and says, ‘like I said last week’ and sits down again after 28 seconds. There are countless examples of wasted 60 Seconds. However, if you forget your fellow members (and the fact that you think they know exactly what you do) and only think about the visitors, about making them want to talk to you after the meeting, for maximum results your 60 Seconds will be planned, specific, and a full one minute.
This will then have two major benefits: 1) the visitors will be more likely to want to meet up with you later, and 2), and, far more importantly, your fellow members will learn a great deal more about you and find it easier to refer you.
So, concentrate on presenting to your chapter visitors and you will reap the rewards of your fellow members being both better educated and motivated to help you!
Saturday, 22 January 2011
Is your chapter Referral to Look for Sheet a well kept secret?
22/1/11
Hopefully, your chapter has a Referral to Look for Sheet: a simple sheet with every member’s contact details on and a space to make notes. And, if your chapter has one, every member uses it as it’s such a simple way of increasing the number of referrals you give. If your chapter doesn’t have one then why not ask your designer or printer to set one up for the chapter?
To use the sheet is simple, as in the space for notes you just record any specific referrals asked for, as, let’s face it, very few of us will remember the exact requests of forty members; I doubt even that of thirty members. Then when you are back in your office later that day after the meeting, or any time during the following week, you can refresh your memory about what your fellow members are really looking for. Just by doing this will make a big difference to the number of referrals you give.
And, as Giver’s Gain, what’s more the number of referrals that you will receive.
But, what will make an even bigger difference is if you don’t keep your sheet a secret! You have a sheet with a need from every member on it, but then you just put it in your case or leave it on your desk. If nothing else share it with your partner. After all who else wants you to succeed as much as you do? And, then, how about showing the sheet to your work colleagues or staff?
All of these people will be happy to help you if you only ask. So, if your Referral to Look for Sheet is your best kept secret then please tell people about it and see your referrals grow!
Hopefully, your chapter has a Referral to Look for Sheet: a simple sheet with every member’s contact details on and a space to make notes. And, if your chapter has one, every member uses it as it’s such a simple way of increasing the number of referrals you give. If your chapter doesn’t have one then why not ask your designer or printer to set one up for the chapter?
To use the sheet is simple, as in the space for notes you just record any specific referrals asked for, as, let’s face it, very few of us will remember the exact requests of forty members; I doubt even that of thirty members. Then when you are back in your office later that day after the meeting, or any time during the following week, you can refresh your memory about what your fellow members are really looking for. Just by doing this will make a big difference to the number of referrals you give.
And, as Giver’s Gain, what’s more the number of referrals that you will receive.
But, what will make an even bigger difference is if you don’t keep your sheet a secret! You have a sheet with a need from every member on it, but then you just put it in your case or leave it on your desk. If nothing else share it with your partner. After all who else wants you to succeed as much as you do? And, then, how about showing the sheet to your work colleagues or staff?
All of these people will be happy to help you if you only ask. So, if your Referral to Look for Sheet is your best kept secret then please tell people about it and see your referrals grow!
Saturday, 15 January 2011
Not enough business from your chapter?
15/1/11
I suppose it’s a rather silly question really, as I guess we would all like more business from our chapters. But, what I mean is, do you get a lot less business than you had hoped for?
It’s a perennial issue and one that I know troubled Dr. Ivan Misner in the early days of BNI: he talks about the problem on the CD that we get in our new member box.
Now there are many reasons why a member might not get as much business as they had hoped for from their chapter - too many to go into here. So, instead, I would like to talk about one of the most effective ways of increasing the number of referrals you get, and in fact give, from your fellow members.
The answer? One2Ones.
So, if at the moment you are getting less business from your chapter than you would like, ask yourself this question. How many One2Ones have you had in the last three months? Less than six and you will be missing out on a great deal of business. None? Well, to be honest, I really don’t know what to say …
Because every well structured One2One that you have will increase your chances of receiving great referrals.
Why?
Where do I start!? An improved relationship. A better understanding of the member's business. The opportunity to explain exactly what you do. The opportunity to explain exactly what you are looking for. The opportunity to explain exactly what you don’t want. The chance to find out if the member really understands what you do. The list is almost endless!
The most important fact is that every good, and I stress good, One2One you have will increase the amount of business you receive from your chapter. So, if you are not getting the amount of business that you would like from your chapter, don't complain, don’t leave, instead book some One2Ones.
But, don’t go mad! One a week is just about perfect, as you can then spend time thinking about the member and seeing what you can do for them.
I suppose it’s a rather silly question really, as I guess we would all like more business from our chapters. But, what I mean is, do you get a lot less business than you had hoped for?
It’s a perennial issue and one that I know troubled Dr. Ivan Misner in the early days of BNI: he talks about the problem on the CD that we get in our new member box.
Now there are many reasons why a member might not get as much business as they had hoped for from their chapter - too many to go into here. So, instead, I would like to talk about one of the most effective ways of increasing the number of referrals you get, and in fact give, from your fellow members.
The answer? One2Ones.
So, if at the moment you are getting less business from your chapter than you would like, ask yourself this question. How many One2Ones have you had in the last three months? Less than six and you will be missing out on a great deal of business. None? Well, to be honest, I really don’t know what to say …
Because every well structured One2One that you have will increase your chances of receiving great referrals.
Why?
Where do I start!? An improved relationship. A better understanding of the member's business. The opportunity to explain exactly what you do. The opportunity to explain exactly what you are looking for. The opportunity to explain exactly what you don’t want. The chance to find out if the member really understands what you do. The list is almost endless!
The most important fact is that every good, and I stress good, One2One you have will increase the amount of business you receive from your chapter. So, if you are not getting the amount of business that you would like from your chapter, don't complain, don’t leave, instead book some One2Ones.
But, don’t go mad! One a week is just about perfect, as you can then spend time thinking about the member and seeing what you can do for them.
Monday, 10 January 2011
It’s a No!
10/1/11
Something we all fear is rejection, admittedly some more than others, but in some form we all hate being rejected. After all, being rejected says something about us, doesn’t it? But, every one of us has been turned down in our past and we have got over the disappointment. Again this has affected each of us in different ways; some of us have been spurred on, while others have shied away from any situations where rejection might be a possible outcome.
However, we all know of cases where someone has been rejected in one place only to be accepted in another. It is said that J K Rowling was turned down by 26 publishers before she had her first book accepted. Certainly she was not going to let being turned down stop her! And how stupid must those 26 publishers be feeling now?
Now, this might all be sounding a little deep and to have very little to do with us as BNI members.
However, it has a great deal to do with our success as a member and that of our chapters.
One of the reasons that I am given by members for not inviting visitors is the fear of the person asked saying no. The thing about that, is that any no is not a rejection of you, it’s a rejection to visiting your chapter. So, it’s not personal. Okay, it may be a rejection of something that you have recommended, but are you worried if someone doesn’t go to see a film you suggest? I doubt it.
But, the bigger issue is this: if you are just frightened about getting a ‘no’, by not asking you are presenting yourself with your own ‘no’. The thing is, to get a ‘yes’, you have to ask the question!
So, next time you hesitate to ask a question, where the answer could be no, think of J K Rowling, her millions and her 26 nos. Then invite that person and you never know you might just help your chapter to be 40 plus strong and share in a million pounds worth of business!
Something we all fear is rejection, admittedly some more than others, but in some form we all hate being rejected. After all, being rejected says something about us, doesn’t it? But, every one of us has been turned down in our past and we have got over the disappointment. Again this has affected each of us in different ways; some of us have been spurred on, while others have shied away from any situations where rejection might be a possible outcome.
However, we all know of cases where someone has been rejected in one place only to be accepted in another. It is said that J K Rowling was turned down by 26 publishers before she had her first book accepted. Certainly she was not going to let being turned down stop her! And how stupid must those 26 publishers be feeling now?
Now, this might all be sounding a little deep and to have very little to do with us as BNI members.
However, it has a great deal to do with our success as a member and that of our chapters.
One of the reasons that I am given by members for not inviting visitors is the fear of the person asked saying no. The thing about that, is that any no is not a rejection of you, it’s a rejection to visiting your chapter. So, it’s not personal. Okay, it may be a rejection of something that you have recommended, but are you worried if someone doesn’t go to see a film you suggest? I doubt it.
But, the bigger issue is this: if you are just frightened about getting a ‘no’, by not asking you are presenting yourself with your own ‘no’. The thing is, to get a ‘yes’, you have to ask the question!
So, next time you hesitate to ask a question, where the answer could be no, think of J K Rowling, her millions and her 26 nos. Then invite that person and you never know you might just help your chapter to be 40 plus strong and share in a million pounds worth of business!
Saturday, 8 January 2011
No 60 Seconds
8/1/11
At a recent Presentation Skills workshop, the trainer, having just helped the members in attendance write two new 60 Seconds, asked if anyone would like the opportunity to practise their new 60 Seconds on the group. Not one hand went up! After a little coaxing three of the forty or so members in the room gave a 60 Seconds and I have to say, knowing a couple of the members concerned, their presentations were much improved. But, the amazing thing is that this type of situation happens at many workshops: when given the chance to showcase their businesses members don’t appear to want to.
On this particular evening at least half of the members in the room were new to each other, so what better way of letting these members know what they did than to be one of only three members doing a full 60 Seconds? As business people we pay a great deal of money to advertise our businesses and we also need to take advantage of every opportunity given to us. So, when you are next at a workshop and the trainer asks if you would like to give your 60 Seconds, please make sure that your hand is up first out of all those in the room and that you get the chance to let all of those there know exactly how you can help them and what you are looking for. You may just be surprised at the result!
At a recent Presentation Skills workshop, the trainer, having just helped the members in attendance write two new 60 Seconds, asked if anyone would like the opportunity to practise their new 60 Seconds on the group. Not one hand went up! After a little coaxing three of the forty or so members in the room gave a 60 Seconds and I have to say, knowing a couple of the members concerned, their presentations were much improved. But, the amazing thing is that this type of situation happens at many workshops: when given the chance to showcase their businesses members don’t appear to want to.
On this particular evening at least half of the members in the room were new to each other, so what better way of letting these members know what they did than to be one of only three members doing a full 60 Seconds? As business people we pay a great deal of money to advertise our businesses and we also need to take advantage of every opportunity given to us. So, when you are next at a workshop and the trainer asks if you would like to give your 60 Seconds, please make sure that your hand is up first out of all those in the room and that you get the chance to let all of those there know exactly how you can help them and what you are looking for. You may just be surprised at the result!
Monday, 3 January 2011
Does what you wear suit what you do?
3/1/11
Does what you wear really matter? is a question I wish I were asked more often because yes, it does – a great deal more than you might think.
Should it? Probably not. But then a great number of shops and designer labels would be out of business if clothes didn’t matter! So yes, what you wear to your chapter meetings and workshops does matter. Now I’m not suggesting that we all start wearing suits everywhere that we go, but you should be wearing what represents your business. And, if you are in the trades, that’s a nice clean set of overalls, not those that you would climb around under the floor in.
Why? Because every time we meet fellow members, and visitors, we are in fact in two totally, but equally important, situations. One is obvious: we are selling ourselves. But, at the same time we are being interviewed! So, the answer as to what you should wear is simple. whatever you would be happy wearing either when selling or going for an interview.
Let’s face it, in both of those situations we would want to look our best: washed hair, clean hands, and clothes to suit the job.
Now you might be thinking: but my fellow members know me, I’ve got better things to do than worry about what I look like! That may be true, but you’re missing the point. You would make the effort for a sales meeting or an interview, and if you want the best from your fellow chapter members, and please don’t forget your weekly visitors and the members you don’t know that you meet at workshops, they have to be given the same respect. Every single time!
At the end of the day it’s about personal branding and a great number of the things that we react to are both visual and subconscious. The question is, are you making your brand easy to refer?
It’s all about confidence and the right ‘buying’ signs. About being comfortable.
I visited a chapter recently and met a member who was something big in finance, he was dressed like he was going to a summer BBQ, and that didn’t fit the image of someone big in finance stored in my mind. What did it matter? He sounded good. But, in fact it mattered a great deal! I was unsure if I would be happy to refer him. My loss, you may be thinking. True. But, what’s more important is that it was his loss. All I know is that he is something big in finance – nothing more. Short sighted of me? Maybe. But, competition is tough and if I can find someone that makes things easier for me, that is where I will ‘buy’.
So, image is really important, make sure that yours matches what you do, and you will be helping people to refer you.
Does what you wear really matter? is a question I wish I were asked more often because yes, it does – a great deal more than you might think.
Should it? Probably not. But then a great number of shops and designer labels would be out of business if clothes didn’t matter! So yes, what you wear to your chapter meetings and workshops does matter. Now I’m not suggesting that we all start wearing suits everywhere that we go, but you should be wearing what represents your business. And, if you are in the trades, that’s a nice clean set of overalls, not those that you would climb around under the floor in.
Why? Because every time we meet fellow members, and visitors, we are in fact in two totally, but equally important, situations. One is obvious: we are selling ourselves. But, at the same time we are being interviewed! So, the answer as to what you should wear is simple. whatever you would be happy wearing either when selling or going for an interview.
Let’s face it, in both of those situations we would want to look our best: washed hair, clean hands, and clothes to suit the job.
Now you might be thinking: but my fellow members know me, I’ve got better things to do than worry about what I look like! That may be true, but you’re missing the point. You would make the effort for a sales meeting or an interview, and if you want the best from your fellow chapter members, and please don’t forget your weekly visitors and the members you don’t know that you meet at workshops, they have to be given the same respect. Every single time!
At the end of the day it’s about personal branding and a great number of the things that we react to are both visual and subconscious. The question is, are you making your brand easy to refer?
It’s all about confidence and the right ‘buying’ signs. About being comfortable.
I visited a chapter recently and met a member who was something big in finance, he was dressed like he was going to a summer BBQ, and that didn’t fit the image of someone big in finance stored in my mind. What did it matter? He sounded good. But, in fact it mattered a great deal! I was unsure if I would be happy to refer him. My loss, you may be thinking. True. But, what’s more important is that it was his loss. All I know is that he is something big in finance – nothing more. Short sighted of me? Maybe. But, competition is tough and if I can find someone that makes things easier for me, that is where I will ‘buy’.
So, image is really important, make sure that yours matches what you do, and you will be helping people to refer you.
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