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!
Saturday, 22 January 2011
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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