What’s up your sleeve?

Recently I was at a meeting when a member gave five referrals, read out a testimonial and had also brought along a visitor. It was great. And they received, a deserved, standing ovation.

It reminded me of an occasion in my own chapter a few years ago when one of our members did a similar thing. However, there was a big difference between the two members. You see for our member it was pretty much a one-off event as they were often short of a weekly contribution (a member in the red), whereas for this recent member it was common place, they are amongst the best ‘givers’ in their chapter; always at the top of the green in the traffic lights.

A weekly contribution is key to your success in your chapter as members tend to forget the great one-off contribution but they remember someone who gives every week. And that is very important to you (being remembered for giving every week) if you are going to get the best from your chapter. It will mean more referrals.

Now, as you will know if you regularly read my blog, I don’t think members bring enough visitors to their meetings but the other thing they don’t do is give as many testimonials as they could. Now I’m not talking rubbish testimonials here (Fred did a great job), but really useful feedback on work done. Testimonials that truly build the credibility of the member (receiving it), in the minds of everyone who hears it.

The reason I don’t think enough testimonials are given is because every good referral given could lead to a useful testimonial. And more testimonials would lead to more business for every member, due to increased credibility, not only for the person receiving it, but also the member giving it.
And the great thing is that there is no real time pressure on a testimonial. So if you struggle a little for a weekly contribution why not keep a good (written) testimonial ‘up your sleeve’ for a week when you have nothing else to give.

No time for 30 minutes.

I was talking to a member this morning that had just had a One-2-One cancelled on him for the third time. He added that the time before he was just leaving his office when the person concerned rang to say he was too busy and couldn’t make the appointment.

But there was still worse to come. The person concerned had that very morning asked the member I was talking to if they could introduce him to one of his clients.

‘Absolutely no chance’, the member told me.

Although I already knew the answer I asked the member why. His answer was simple. He’s unreliable and, I knew what was coming, if he can’t be bother to have a meeting with me and find out what I do, why should I help him? And, he added, I’m not even going to try and arrange another meeting with him; that’s it.

A relationship smashed all because someone couldn’t see the value of a One-2-One.

This very same thing happened to me once but the relationship was saved, and in fact grew to be rather special, because a good friend of mine went to the person concerned and explained how they were making a big mistake by not having a One-2-One with me.

So before you let someone down, or ask for something before giving first, think carefully about how what you are doing will be viewed by the other person. In fact, think about how you would feel if the same thing were done to you.

Building great relationships are vastly important in business, but even more important in your BNI chapter.

Martin Lawson

My first memory of Martin was when he and Gillian ran workshops together. They were very useful workshops, but it was the dynamic between the pair that really made them special events.

I also remember Martin presenting the Member Success workshop at BNI Head Office. Over the years I’ve seen many directors give this workshop, but none were a match for Martin. He made the BIN pin seem like the most important tool that your BNI membership gave you.

However it was a One-2-One that I had with him that I remember the most. I had recently trained as a BNI Director and thought that a One-2-One with my boss would be a great idea; luckily Martin did too.

So one evening I found myself at the BNI Head Office and shown into his office. Martin was surprised that I had asked for a One-2-One because not many directors did.

Having been trained well I thought I would play the ‘you game’ and ask about Martin first. But I was talking with a professional and it wasn’t long before we were talking about me.

Firstly, Martin asked about me, and my family, and how he could help me. Then he asked about my business and how he could help me there, and finally he asked about how I was finding being a BNI Director and if there was something he could do that would help me.

I got so much from my time with Martin that evening and it shaped a great deal of my thinking about BNI, networking and what was good referral-giving.

Just as a matter of interest – I did find out some fascinating things about Martin that evening; I will miss him.

Welcome to Bristol Cook

On the 20th August (I went on holiday the next day) I visited Bristol Cook, a lunchtime chapter, pretty much in the centre of Bristol.

The chapter launched in January and is already thirty strong and it's easy to see why. Led by Sarah Owen, a good friend of mine, and Area Director, the chapter has a real sense of togetherness and everyone seems to like each other. I love their 'Good Egg of the Month' award.

But what I really like is their 'Referral to look for' sheet. The front is fairly standard, other than it is colour coded into Power Groups; what a great idea. However, it's the reverse of the sheet that is really impressive. It's all there.

Leadership Team, 10 Minute Speaker, 60 Second guide and the month's Network Leaders. But it goes much further than that. It then covers the Top 5 Business Givers, the Top 5 Referral Givers and the Top 5 Visitor Inviters. Each has a total: 198 visitors this year. No wonder Bristol Cook is already a 30-strong chapter.

However, once again, there is more. Bar Charts for the Business Givers, Referral Givers and Visitor Inviters. The visuals are so much better than just plain figures.

So, why do I think this is so good? Well, it's simple. The members of Bristol Cook have been accountable from 'Day One', every week they can see their Network Leaders and how well they, as a chapter, are doing. It's just brilliant. What's even better is that the chapter has a good spread of Network Leaders; a sure sign that every member is playing their part in the success of the chapter.

If your chapter doesn't present your chapter figures, at least monthly, with the aid of great visuals you, as a member, are really missing out.

Every business must know its 'numbers' for real success and your BNI chapter is no different.

I look forward to visiting Bristol Cook again and I am positive that when I do it will be a massive success and a Flagship Chapter.