13/6/09
I was invited to observe at a special presentation skills workshop organised by Anthony Wood, photographer, of the Harlequin chapter, for eight of his fellow members where they would each be filmed and then given feedback on their 60 Seconds.
After they had all had the opportunity to present, it was suggested that I might like a turn as a Regional Director. This was one of those moments! – I had to have a 60 Seconds ready to give.
You can see the result by clicking on the link:
http://www.youtube.com/watch?v=qAU6zSs2mmE
Saturday, 13 June 2009
Wednesday, 3 June 2009
Have you let anyone down recently?
3/6/09
Trust is a major factor when it comes to people referring you. Let’s face it, however good you think a member's service is, would you easily recommend them if you couldn’t completely trust them?
I’m guessing that the answer is probably no – certainly I know that I would think twice.
It’s really important that we don’t raise people’s hopes by making a promise only to dash them by breaking that promise. It wrecks our credibility and therefore any trust that person has in us.
Now I am not talking big events here; it’s the build up of those small broken promises that do the real damage.
Have you ever said to someone, ‘I’ll call you in the morning’, and not done so? Or, ‘I’ll pop it in the post’, and forgotten? Maybe, ‘How about coffee on Thursday?’ and totally forgotten about it. Even, set a date for a meeting, ‘no fail’ you said, and then changed it.
The list is endless, but each is a promise broken. Sooner or later people will stop believing you and with that goes your credibility. And, after that goes the trust a person had in you.
The result of all this is fewer referrals.
A member asked me recently how they could improve their image within the chapter, get more referrals, and my answer was easy. Keep your promises I advised, as only that very week someone else from the chapter had complained that they had stayed in all morning waiting for a promised phone call from this member!
Trust is a major factor when it comes to people referring you. Let’s face it, however good you think a member's service is, would you easily recommend them if you couldn’t completely trust them?
I’m guessing that the answer is probably no – certainly I know that I would think twice.
It’s really important that we don’t raise people’s hopes by making a promise only to dash them by breaking that promise. It wrecks our credibility and therefore any trust that person has in us.
Now I am not talking big events here; it’s the build up of those small broken promises that do the real damage.
Have you ever said to someone, ‘I’ll call you in the morning’, and not done so? Or, ‘I’ll pop it in the post’, and forgotten? Maybe, ‘How about coffee on Thursday?’ and totally forgotten about it. Even, set a date for a meeting, ‘no fail’ you said, and then changed it.
The list is endless, but each is a promise broken. Sooner or later people will stop believing you and with that goes your credibility. And, after that goes the trust a person had in you.
The result of all this is fewer referrals.
A member asked me recently how they could improve their image within the chapter, get more referrals, and my answer was easy. Keep your promises I advised, as only that very week someone else from the chapter had complained that they had stayed in all morning waiting for a promised phone call from this member!
Monday, 1 June 2009
Just out of interest – who does your printing?
1/6/09
No, I’m not asking for a referral for my company Imperial Printers but it’s a great line to use when looking for referrals for someone in your chapter.
Of course you may have to change the ‘Who does your printing?’ part, if you don’t have a printer in your chapter!
But what a great line and it is so easy to use. I can imagine myself as Columbo (I’m watching the re-runs, only joking), turning as I am about to leave a meeting and asking that ‘killer’ question, ‘Just out of interest – who does your lawn-cutting?’
It works with just about any type of business. ‘Who does your payroll?’, ‘Who services your car?’, ‘Who does your book-keeping?’
Then, depending on the answer, you have the perfect start to a conversation that may just lead to a referral. Ask your contact if they are happy with the service that they are getting from their current supplier. Would they be happy to speak to a good friend of yours that is looking for more business and that you can recommend.
Or, you may get lucky and they say, ‘Why? Do you know someone? I really need to contact someone now.’
So, why not give it a try this week. Pick someone in your chapter that you would like to find a referral for and every time you leave a meeting this week, or are about to end a telephone conversation, ask ‘Just out of interest – who does your xxxxxxx?’
No, I’m not asking for a referral for my company Imperial Printers but it’s a great line to use when looking for referrals for someone in your chapter.
Of course you may have to change the ‘Who does your printing?’ part, if you don’t have a printer in your chapter!
But what a great line and it is so easy to use. I can imagine myself as Columbo (I’m watching the re-runs, only joking), turning as I am about to leave a meeting and asking that ‘killer’ question, ‘Just out of interest – who does your lawn-cutting?’
It works with just about any type of business. ‘Who does your payroll?’, ‘Who services your car?’, ‘Who does your book-keeping?’
Then, depending on the answer, you have the perfect start to a conversation that may just lead to a referral. Ask your contact if they are happy with the service that they are getting from their current supplier. Would they be happy to speak to a good friend of yours that is looking for more business and that you can recommend.
Or, you may get lucky and they say, ‘Why? Do you know someone? I really need to contact someone now.’
So, why not give it a try this week. Pick someone in your chapter that you would like to find a referral for and every time you leave a meeting this week, or are about to end a telephone conversation, ask ‘Just out of interest – who does your xxxxxxx?’
Monday, 18 May 2009
Ask for Feedback
18/5/09
Recently, my Area Director was telling me about a chapter visit she had made, and in particular about the 60 Seconds she had listened to. Or, to be more precise, one she had not heard.
She had turned to the member beside her and whispered, ‘I didn’t hear anything they said!’ And the member replied that in over a year that they hadn’t heard anything either!
I won’t tell you anything else of the story, other than to say that if there is someone in your chapter that you can’t hear, please be a good friend and let them know.
However, it got me thinking. Does any of us really know what our fellow members think of our 60 Seconds? Not just can they hear us, but do we educate them? Is our message clear? Do they know what we are looking for? Are they crystal clear about exactly what we do?
We might think that we are doing a great job, but, especially if referrals are low, do our fellow members agree?
So, I have a couple of ideas that you might like to try. The first is easy. Every time that you have a One2One make it one of your questions. Ask if your 60 Seconds are providing the right kind of information to help find you referrals.
The second idea is more difficult to do and may result in you opening yourself up to some harsh truths, but may well result in some great business in the future. Find someone in the chapter whom you really trust and whom you know will be objective and ask them to give you some real feedback on your 60 Seconds – warts and all.
If they agree, don’t take what they say personally. You asked for their help! Consider their observations and suggestions, and, if you agree, change your 60 Seconds accordingly. And then ask them for their feedback again.
Oh, and why not ask them if they would like some feedback on their 60 Seconds?
Recently, my Area Director was telling me about a chapter visit she had made, and in particular about the 60 Seconds she had listened to. Or, to be more precise, one she had not heard.
She had turned to the member beside her and whispered, ‘I didn’t hear anything they said!’ And the member replied that in over a year that they hadn’t heard anything either!
I won’t tell you anything else of the story, other than to say that if there is someone in your chapter that you can’t hear, please be a good friend and let them know.
However, it got me thinking. Does any of us really know what our fellow members think of our 60 Seconds? Not just can they hear us, but do we educate them? Is our message clear? Do they know what we are looking for? Are they crystal clear about exactly what we do?
We might think that we are doing a great job, but, especially if referrals are low, do our fellow members agree?
So, I have a couple of ideas that you might like to try. The first is easy. Every time that you have a One2One make it one of your questions. Ask if your 60 Seconds are providing the right kind of information to help find you referrals.
The second idea is more difficult to do and may result in you opening yourself up to some harsh truths, but may well result in some great business in the future. Find someone in the chapter whom you really trust and whom you know will be objective and ask them to give you some real feedback on your 60 Seconds – warts and all.
If they agree, don’t take what they say personally. You asked for their help! Consider their observations and suggestions, and, if you agree, change your 60 Seconds accordingly. And then ask them for their feedback again.
Oh, and why not ask them if they would like some feedback on their 60 Seconds?
Monday, 11 May 2009
What are you talking about at 6.30am?
11/5/09
Most good BNI members arrive at around 6.30am for their weekly chapter meeting, leaving again at just after 8.30am to continue their day's work.
The open networking part of the meeting from 6.30am until 7.10am, when the formal part of the meeting starts, therefore represents around 35% of the total meeting time.
Now, I have a question for you. Would you spend 35% of your working week talking about sport, or what you did last night? Well that is exactly what some members do at their BNI meeting during the open networking part of the meeting.
Now I’m not suggesting that the whole of the time from the moment you arrive at your meeting until the time that you sit down for the formal part of the meeting should be all work. But, should you be spending all of that time on casual chit-chat? How much work would you get done during your normal working week if you spent 35% just talking about the weather?
So, make the most of the open networking part of your weekly meeting. Have a plan, of course catch up on last night’s football scores with your best mate, that’s all part of building a great relationship, but also use the time to find out how you can help your fellow members and also to let them know how they can help you.
Most good BNI members arrive at around 6.30am for their weekly chapter meeting, leaving again at just after 8.30am to continue their day's work.
The open networking part of the meeting from 6.30am until 7.10am, when the formal part of the meeting starts, therefore represents around 35% of the total meeting time.
Now, I have a question for you. Would you spend 35% of your working week talking about sport, or what you did last night? Well that is exactly what some members do at their BNI meeting during the open networking part of the meeting.
Now I’m not suggesting that the whole of the time from the moment you arrive at your meeting until the time that you sit down for the formal part of the meeting should be all work. But, should you be spending all of that time on casual chit-chat? How much work would you get done during your normal working week if you spent 35% just talking about the weather?
So, make the most of the open networking part of your weekly meeting. Have a plan, of course catch up on last night’s football scores with your best mate, that’s all part of building a great relationship, but also use the time to find out how you can help your fellow members and also to let them know how they can help you.
Thursday, 7 May 2009
Know your 10 Minute Speaker!
7/5/09
Something that really impressed me at the recent BNI Directors' Conference in Amsterdam was the way in which David O'Dell introduced the speakers. He had been given a biography on the person that he was to introduce, but instead used his own personal knowledge of the speaker, gained from the relationship he had with them, to make the introduction. Not only did it build his own credibility but it gave a far better and warmer introduction to the person he was introducing. It was genuine and really demonstrated his liking and trust of the person concerned and really started the whole presentation in a very positive way.
This was so much better than the often badly read, married to so and so, children none, pets none, home town, Oh, can't read that but I think it says they were there for eleven years, and so it goes on. What does that say about the person and what you think about them?
So, Secretary/Treasurers how about this for an idea?
If you don't already know the 10 Minute speaker really well, how about having a One2One with them a couple of weeks before they are due to speak? Not only will you be able to give them a much better introduction, but you will be building your own credibility, and increasing the number of referrals you pass between each other. But may I suggest that it might be worth asking the speaker if they mind you doing your own introduction of them just in case there is something in their biography that they really want the group to know.
Overall this is what they call a Win, Win, Win situation!
Something that really impressed me at the recent BNI Directors' Conference in Amsterdam was the way in which David O'Dell introduced the speakers. He had been given a biography on the person that he was to introduce, but instead used his own personal knowledge of the speaker, gained from the relationship he had with them, to make the introduction. Not only did it build his own credibility but it gave a far better and warmer introduction to the person he was introducing. It was genuine and really demonstrated his liking and trust of the person concerned and really started the whole presentation in a very positive way.
This was so much better than the often badly read, married to so and so, children none, pets none, home town, Oh, can't read that but I think it says they were there for eleven years, and so it goes on. What does that say about the person and what you think about them?
So, Secretary/Treasurers how about this for an idea?
If you don't already know the 10 Minute speaker really well, how about having a One2One with them a couple of weeks before they are due to speak? Not only will you be able to give them a much better introduction, but you will be building your own credibility, and increasing the number of referrals you pass between each other. But may I suggest that it might be worth asking the speaker if they mind you doing your own introduction of them just in case there is something in their biography that they really want the group to know.
Overall this is what they call a Win, Win, Win situation!
Sunday, 26 April 2009
12th Annual BNI European Conference – Amsterdam:
26/4/09
my third conference and, I have to say, the best so far. My first, in Southampton I have to admit is just a dull memory. All I can remember is a team building game and that Frank De Raffele was brilliant: I thought about BNI the same way he did.
Dublin was better, I knew the ropes now, was on one of the Steering Committees for the year, there was a great presentation by Andrew Hall and I was sitting next to one of the lovely ladies from BNI Head Office at the Awards Dinner.
I know I’ve only just arrived back, so everything is fresh in my mind, but Amsterdam was without doubt the best!
We started, even before the conference started, at 7.30am Friday morning with a London North West group One2One with Sandra and Andy Hart. I would have been happy to have gone home after breakfast with the advice they gave, but then the conference was opened by Frank De Raffele. What a great way to set the tone for the next two days! My personal highlight of the morning was choosing to attend the Breakout Session by Mike Holman which was straight talking and full of sound practical advice. In the afternoon was an hour of 10 Minute presentations: a very thought provoking one by Peter Hemmen (Netherlands), based on Roger Bannister’s 4 minute mile, about changing your mindset, a great One2One plan from Samantha Rathling (Ireland South & West) which provides a referral every time, but the best in my mind was a sensational 10 Minute by Kathleen Waller (London North West) on how to present an outstanding 10 Minute. It had everything - other than the use of props!
Saturday opened with the National Directors’ Report, this year hosted by Charlie Lawson and Tim Cook, and included a little Directors Quiz. I’m glad to report that I scored in the top 20%! This was followed by another set of Breakout Sessions and, judging by the feedback at the end of the conference, provided the outstanding moment of the whole two days! This was a truly motivating and, for some, life changing, session by Dinah Liversidge, entitled ‘Building Your Business by Building Your Credibility’. A spontaneous standing ovation and queue of people wanting to shake her hand said all that was needed to be said. But still we had the afternoon to come, and for me, overall, this provided my own personal highlight. Rob Brown - what a show! - 'Stand Up and Stand Out'. If I just took 10% of what he showed us and put it into action, it would change me and my business for the better. Again this one session would have made the conference so much more than just worthwhile; in a way it was my own ‘life changing’ moment.
Well, what was left to come? The Black Tie Awards Dinner. Would we get an award this year? Yes we did: an award for opening new chapters. And I was happy to have been able to help London North West win it by launching the Iolanthe chapter during the year. But there was still more to come! After the awards and before the serious part of the evening started, the dancing, Gillian and Martin Lawson had a very special announcement to make. They were retiring with immediate effect, official date 1st May, and Charlie Lawson and Tim Cook were taking over as Joint National Directors.
What a moment when Martin thanked Gillian for all she had done over the last thirteen years, watched by all of their children who had joined us for the occasion.
And the saddest part of the two days? Being caught by Sandra Hart at midnight, while everyone else was dancing, checking my BNI emails!
my third conference and, I have to say, the best so far. My first, in Southampton I have to admit is just a dull memory. All I can remember is a team building game and that Frank De Raffele was brilliant: I thought about BNI the same way he did.
Dublin was better, I knew the ropes now, was on one of the Steering Committees for the year, there was a great presentation by Andrew Hall and I was sitting next to one of the lovely ladies from BNI Head Office at the Awards Dinner.
I know I’ve only just arrived back, so everything is fresh in my mind, but Amsterdam was without doubt the best!
We started, even before the conference started, at 7.30am Friday morning with a London North West group One2One with Sandra and Andy Hart. I would have been happy to have gone home after breakfast with the advice they gave, but then the conference was opened by Frank De Raffele. What a great way to set the tone for the next two days! My personal highlight of the morning was choosing to attend the Breakout Session by Mike Holman which was straight talking and full of sound practical advice. In the afternoon was an hour of 10 Minute presentations: a very thought provoking one by Peter Hemmen (Netherlands), based on Roger Bannister’s 4 minute mile, about changing your mindset, a great One2One plan from Samantha Rathling (Ireland South & West) which provides a referral every time, but the best in my mind was a sensational 10 Minute by Kathleen Waller (London North West) on how to present an outstanding 10 Minute. It had everything - other than the use of props!
Saturday opened with the National Directors’ Report, this year hosted by Charlie Lawson and Tim Cook, and included a little Directors Quiz. I’m glad to report that I scored in the top 20%! This was followed by another set of Breakout Sessions and, judging by the feedback at the end of the conference, provided the outstanding moment of the whole two days! This was a truly motivating and, for some, life changing, session by Dinah Liversidge, entitled ‘Building Your Business by Building Your Credibility’. A spontaneous standing ovation and queue of people wanting to shake her hand said all that was needed to be said. But still we had the afternoon to come, and for me, overall, this provided my own personal highlight. Rob Brown - what a show! - 'Stand Up and Stand Out'. If I just took 10% of what he showed us and put it into action, it would change me and my business for the better. Again this one session would have made the conference so much more than just worthwhile; in a way it was my own ‘life changing’ moment.
Well, what was left to come? The Black Tie Awards Dinner. Would we get an award this year? Yes we did: an award for opening new chapters. And I was happy to have been able to help London North West win it by launching the Iolanthe chapter during the year. But there was still more to come! After the awards and before the serious part of the evening started, the dancing, Gillian and Martin Lawson had a very special announcement to make. They were retiring with immediate effect, official date 1st May, and Charlie Lawson and Tim Cook were taking over as Joint National Directors.
What a moment when Martin thanked Gillian for all she had done over the last thirteen years, watched by all of their children who had joined us for the occasion.
And the saddest part of the two days? Being caught by Sandra Hart at midnight, while everyone else was dancing, checking my BNI emails!
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