18/4/09
I was chatting to a very successful 12 year member recently at a workshop and in the course of our conversation I asked him if he had any tips on increasing the amount of business I received from my chapter. And he asked me if I knew what all my fellow members' partners did.
A little embarrassed, I had to admit that I didn’t; worse still, that there were some members in my chapter whom I didn’t even know if they had a partner.
He explained that during his 12 years as a member that he had discovered that the One2One was the most important thing that he did. He had regular One2Ones with all of the members of his chapter and that he took an interest in everything that they and their family did.
This had not only gained him a number of really good friends but over the years a great deal of business. Why? Because a great many members' partners work, and, on more than one occasion, have turned out to be just the contact he needed.
So, I have the same question for you. Do you know what your fellow members' partners do? If not, you could be missing out on some really valuable business.
Saturday, 18 April 2009
Friday, 10 April 2009
Have you hit Tesco?
10/4/09
One thing I often hear in chapters is that members have no time to look for visitors.
I’m not going to go into how business people don’t have time to find new business, but what I will say is that finding visitors need take no time at all. Well, very little!
Most of us shop these days, and whether it’s Tesco, or any other supermarket, or in fact just about any DIY store, people to invite are just sitting there right in front of us at the checkout.
If you haven’t done so before, have a look at the wall behind the tills: you will find a large business card holder full of cards of companies looking for business. The companies that advertise there are spending a great deal of money to have their cards on display. They are looking for business.
And, that’s the key: they are looking for more business. That’s all a visitor is, someone who is looking for more work, nothing more.
So, next time you are out shopping, look for those business cards and make your visitor inviting easy.
One thing I often hear in chapters is that members have no time to look for visitors.
I’m not going to go into how business people don’t have time to find new business, but what I will say is that finding visitors need take no time at all. Well, very little!
Most of us shop these days, and whether it’s Tesco, or any other supermarket, or in fact just about any DIY store, people to invite are just sitting there right in front of us at the checkout.
If you haven’t done so before, have a look at the wall behind the tills: you will find a large business card holder full of cards of companies looking for business. The companies that advertise there are spending a great deal of money to have their cards on display. They are looking for business.
And, that’s the key: they are looking for more business. That’s all a visitor is, someone who is looking for more work, nothing more.
So, next time you are out shopping, look for those business cards and make your visitor inviting easy.
Saturday, 4 April 2009
Practise what you preach!
4/4/09
Credibility and personal branding are so important in your chapter and I believe that a great many members just don't understand how important these two things are.
I have a great book called the Perfect Portfolio and in it, amongst other things, the author suggests that you need to open with a 'Bang' and close with a 'Bang', but more important than that, you will only sell what is in your portfolio. In my case as a printer, these is no point going out selling colour leaflets if my portfolio is full of 2-colour letterheads. Things just don't stack up.
And, it is exactly the same in your BNI chapter. Only in your chapter you and your company are your portfolio. I will give you some examples to explain.
We once had a web designer join our chapter, only to discover a short time later that they didn't have a web site themselves. Guess what that did to their credibility? How hard do you think it was to refer a web designer who didn't have a web site? Can I add here that if you are a web designer and you look after your chapter's web site, make sure that the chapter site is always up to date, as if it's not, it will hurt your credibility.
If you are a copywriter your 60 Seconds need to be perfect, every word in exactly the right place and every 60 Seconds exactly that - 60 seconds.
On the other hand if you are a Business Coach who says that you can help companies find more business and increase sales, then you must have business yourself. A great way of also showing how good you are at gaining people new business is to be the top visitor bringer to your chapter.
Then of course you have the Personal Coach - they listen, consider, and help. What do you think it says about that coach if throughout the meeting they are constantly interrupting and not understanding what is being said?
I think that by now you are probably getting the picture - that you have to be what you are selling. You have to look the part. If you are expecting to sell an expensive service you really can't hand out a cheap looking business card you got off the web - you want someone to give you thousands of pounds but can only afford £20 for business cards. Again it doesn't add up.
So, credibility, it's built on everything you do in your chapter, everything you say, everything you show.
If you are not getting the number of referrals that you think you should, may I suggest that you find a member that you can trust to tell you the truth and ask if your credibiltiy and branding match up to what you are selling. And, if not, how you could improve things.
If you can increase your credibility your referrals will follow suit.
Credibility and personal branding are so important in your chapter and I believe that a great many members just don't understand how important these two things are.
I have a great book called the Perfect Portfolio and in it, amongst other things, the author suggests that you need to open with a 'Bang' and close with a 'Bang', but more important than that, you will only sell what is in your portfolio. In my case as a printer, these is no point going out selling colour leaflets if my portfolio is full of 2-colour letterheads. Things just don't stack up.
And, it is exactly the same in your BNI chapter. Only in your chapter you and your company are your portfolio. I will give you some examples to explain.
We once had a web designer join our chapter, only to discover a short time later that they didn't have a web site themselves. Guess what that did to their credibility? How hard do you think it was to refer a web designer who didn't have a web site? Can I add here that if you are a web designer and you look after your chapter's web site, make sure that the chapter site is always up to date, as if it's not, it will hurt your credibility.
If you are a copywriter your 60 Seconds need to be perfect, every word in exactly the right place and every 60 Seconds exactly that - 60 seconds.
On the other hand if you are a Business Coach who says that you can help companies find more business and increase sales, then you must have business yourself. A great way of also showing how good you are at gaining people new business is to be the top visitor bringer to your chapter.
Then of course you have the Personal Coach - they listen, consider, and help. What do you think it says about that coach if throughout the meeting they are constantly interrupting and not understanding what is being said?
I think that by now you are probably getting the picture - that you have to be what you are selling. You have to look the part. If you are expecting to sell an expensive service you really can't hand out a cheap looking business card you got off the web - you want someone to give you thousands of pounds but can only afford £20 for business cards. Again it doesn't add up.
So, credibility, it's built on everything you do in your chapter, everything you say, everything you show.
If you are not getting the number of referrals that you think you should, may I suggest that you find a member that you can trust to tell you the truth and ask if your credibiltiy and branding match up to what you are selling. And, if not, how you could improve things.
If you can increase your credibility your referrals will follow suit.
Sunday, 29 March 2009
Why stand up?
29/3/09
A question you often hear from new members in BNI is - Why do I have to stand when I am talking?
I’ve also seen many visitors stay sitting when it is their turn to speak, lots of frantic gesturing from the members trying to get a person to stand and, most often, a request from the Chapter Director for someone to stand, this being followed by an uneasy or embarrassed rise by the person concerned from their chair.
So, why do we stand when talking?
Well, I guess the easy answer is that it is more business like. But, in truth there are far more important reasons than that and they all add up to just one thing. More business!
When we stand to talk we naturally speak louder, we can be seen and everyone’s attention is focused on us. Our words are clearer and more easily heard, which means that our presentation is far more effective. I hope that you will agree that it’s not too hard to connect a more effective presentation to gaining more business.
And, don’t rush when you do stand to speak. Only start talking once you are standing and finish talking before you sit down again. I miss so much of members' 60 Seconds who start talking the moment they start to rise from their seats and trail off as they sit again at the end.
A question you often hear from new members in BNI is - Why do I have to stand when I am talking?
I’ve also seen many visitors stay sitting when it is their turn to speak, lots of frantic gesturing from the members trying to get a person to stand and, most often, a request from the Chapter Director for someone to stand, this being followed by an uneasy or embarrassed rise by the person concerned from their chair.
So, why do we stand when talking?
Well, I guess the easy answer is that it is more business like. But, in truth there are far more important reasons than that and they all add up to just one thing. More business!
When we stand to talk we naturally speak louder, we can be seen and everyone’s attention is focused on us. Our words are clearer and more easily heard, which means that our presentation is far more effective. I hope that you will agree that it’s not too hard to connect a more effective presentation to gaining more business.
And, don’t rush when you do stand to speak. Only start talking once you are standing and finish talking before you sit down again. I miss so much of members' 60 Seconds who start talking the moment they start to rise from their seats and trail off as they sit again at the end.
Sunday, 22 March 2009
Two signs of a great chapter!
22/3/09
Obviously there are many things that make a great chapter and, even if I came up with a Top 10 list, someone else would have their own opinion.
For example, it could be the amount of business that a chapter has been thanked for in the ‘Thank you for the business’ (Show me the Money) box, it could be the number of referrals passed, the fact that most members have been to all of the workshops, or that every week they have two or more visitors, or it could be that their chapter has 44 members, or maybe that they have wonderful social events.
In truth I suspect that it will be a combination of all of these things and more.
But, if you want two, easy to spot signs of a great chapter just count the number of members at the meeting by 6.30am and again at 9.00am. Great chapters are buzzing by 6.30am and are still full at 9.00am.
So, have a quick count of the members at your next meeting. If more than 60% of your fellow members are present then you might just have yourself a great chapter.
Obviously there are many things that make a great chapter and, even if I came up with a Top 10 list, someone else would have their own opinion.
For example, it could be the amount of business that a chapter has been thanked for in the ‘Thank you for the business’ (Show me the Money) box, it could be the number of referrals passed, the fact that most members have been to all of the workshops, or that every week they have two or more visitors, or it could be that their chapter has 44 members, or maybe that they have wonderful social events.
In truth I suspect that it will be a combination of all of these things and more.
But, if you want two, easy to spot signs of a great chapter just count the number of members at the meeting by 6.30am and again at 9.00am. Great chapters are buzzing by 6.30am and are still full at 9.00am.
So, have a quick count of the members at your next meeting. If more than 60% of your fellow members are present then you might just have yourself a great chapter.
Friday, 13 March 2009
Chapter Director blown away!
13/3/09
My business, Imperial Printers, had a stand at the first Richmond Networking Expo 09 on Thursday, as in fact did my BNI chapter - Business Class.
The event was sponsored by the Best of Richmond and held at the Harlequins' Rugby ground and was a great success. It was also the first time that we had been an exhibitor at an event and we too had a brilliant time, although I have to say that standing for seven hours is pretty hard on the legs!
Anyway, this morning, in the cold light of day, things are still buzzing at BNI Business Class and the feedback from the members is just amazing. And, as for our chapter director, well he is just totally 'blown away' by the whole thing. Below is an email he sent me about the event, which I think says it all.
The definition of giving
There is an old adage in football: teams that drink together, win together. I suppose it means that if your teammates are also your friends you will make that extra effort for them.
There can be no doubt that the people in our chapter are friends.
Yesterday, at the Best of Richmond Expo, BNI had a stand and BNI Business Class had our own separate stand.
All our members were in evidence from 3pm. This included setting up what was an innovative, attractive and welcoming stand. It told those who attended the Expo that, all the talk of gloom is just that, talk, because at Business Class, business is done and business is fun.
None of them were selling their own products, instead they were each working to get business for their fellow members. And the result? A stampede of people desperate to join our chapter.
And when I left the show late into the evening, what were the remaining members doing?
Drinking together!
My business, Imperial Printers, had a stand at the first Richmond Networking Expo 09 on Thursday, as in fact did my BNI chapter - Business Class.
The event was sponsored by the Best of Richmond and held at the Harlequins' Rugby ground and was a great success. It was also the first time that we had been an exhibitor at an event and we too had a brilliant time, although I have to say that standing for seven hours is pretty hard on the legs!
Anyway, this morning, in the cold light of day, things are still buzzing at BNI Business Class and the feedback from the members is just amazing. And, as for our chapter director, well he is just totally 'blown away' by the whole thing. Below is an email he sent me about the event, which I think says it all.
The definition of giving
There is an old adage in football: teams that drink together, win together. I suppose it means that if your teammates are also your friends you will make that extra effort for them.
There can be no doubt that the people in our chapter are friends.
Yesterday, at the Best of Richmond Expo, BNI had a stand and BNI Business Class had our own separate stand.
All our members were in evidence from 3pm. This included setting up what was an innovative, attractive and welcoming stand. It told those who attended the Expo that, all the talk of gloom is just that, talk, because at Business Class, business is done and business is fun.
The members then spent the rest of the Expo talking to potential visitors about how great our chapter is.
None of them were selling their own products, instead they were each working to get business for their fellow members. And the result? A stampede of people desperate to join our chapter.
And when I left the show late into the evening, what were the remaining members doing?
Drinking together!
Sunday, 8 March 2009
Is your meeting like a great party?
8/3/09
And, no I don’t mean with lots of champagne, loud music and dancing!
I’m sure that like me, sometime in your life, you have been invited to a party that, to be honest, wasn’t that great. For some reason the party just didn’t get going; there was music, more than enough to drink, and friends in the room. But there was no spark, no feeling of fun, so you had a drink, grabbed a plate full of food, smiled at a few people and tried to have a good time. All the time wondering how soon it would be polite to make your excuses and leave.
On the other hand (I hope) we have all been to really fantastic parties, where as soon as you walk in the room you just know that you are going to have a good time. Funny thing is that if you think about it there is nothing different about the structure of the party: music, drink, food and people. And yet it’s totally different and the thought of leaving doesn’t even cross your mind. You love the music, dance the night away, laugh, and just can’t stop talking. Until in the end your host has to push you out of their door and promises to have another party soon.
Well, that is what our chapter meetings need to feel like. When visitors, and members, come to our meetings do they wish they hadn’t come or do they feel as if the meeting is over almost as soon as they are welcomed into the room?
Every BNI meeting has the same structure - our twenty point agenda - so it is up to us to make our meetings feel like that great party.
Make sure that you are part of the energy in the room by getting to your meetings early and acting like the perfect host. I think you will be surprised at the difference that it will make to your chapter.
And, no I don’t mean with lots of champagne, loud music and dancing!
I’m sure that like me, sometime in your life, you have been invited to a party that, to be honest, wasn’t that great. For some reason the party just didn’t get going; there was music, more than enough to drink, and friends in the room. But there was no spark, no feeling of fun, so you had a drink, grabbed a plate full of food, smiled at a few people and tried to have a good time. All the time wondering how soon it would be polite to make your excuses and leave.
On the other hand (I hope) we have all been to really fantastic parties, where as soon as you walk in the room you just know that you are going to have a good time. Funny thing is that if you think about it there is nothing different about the structure of the party: music, drink, food and people. And yet it’s totally different and the thought of leaving doesn’t even cross your mind. You love the music, dance the night away, laugh, and just can’t stop talking. Until in the end your host has to push you out of their door and promises to have another party soon.
Well, that is what our chapter meetings need to feel like. When visitors, and members, come to our meetings do they wish they hadn’t come or do they feel as if the meeting is over almost as soon as they are welcomed into the room?
Every BNI meeting has the same structure - our twenty point agenda - so it is up to us to make our meetings feel like that great party.
Make sure that you are part of the energy in the room by getting to your meetings early and acting like the perfect host. I think you will be surprised at the difference that it will make to your chapter.
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