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.
Monday, 3 January 2011
Friday, 31 December 2010
Ambassadors do you wear your BNI pin?
31/12/10
It’s a simple thing but this is all about every member you meet, and all of your fellow chapter members, earning more money: giving and receiving more referrals.
As an Ambassador you work with your director visiting chapters, helping where needed, to some degree acting in the role of PR, and reporting on areas where help from your director maybe of use.
But, being an Ambassador is far more effective if you are a true ambassador and by that I mean a brilliant member. Now, I know that you would not have been picked by your director to be an ambassador if you weren’t already a great member. But my question is: could you be a better member? When you walk into a chapter, can any member question your ability to guide them?
So, here are a few questions for you. Do you wear your BNI pin? Do you wear a clear name badge (not a business card)? Have you a blue badge? Do you read SuccessNet? Have you listened to Dr Ivan Misner’s CD recently? Have you read the BNI Policy Booklet? Have you read any of the BNI books? Do you attend workshop? Do you arrive early for your meetings?
Now, the above questions are not just restricted to Ambassadors, as certainly Leadership Teams and Mentors should ask themselves the same questions. I also think that any member helping to run the chapter should.
Why? Well, because of the benefits to themselves, and as I said earlier, every member they meet.
As an Ambassador, you need to be a brilliant member. The result? You become a better member! You then help other members to become better members. The result? They are better members.
Just imagine what the effect would be in your chapter if every person who had a role became a great member. It could result in half the members of your chapter being great. And, what do you think the effect would be on the other members of the group? Yes - they would become better members!
So, by being a brilliant Ambassador, you can have an incredible effect on the success of every BNI member you meet.
It’s a simple thing but this is all about every member you meet, and all of your fellow chapter members, earning more money: giving and receiving more referrals.
As an Ambassador you work with your director visiting chapters, helping where needed, to some degree acting in the role of PR, and reporting on areas where help from your director maybe of use.
But, being an Ambassador is far more effective if you are a true ambassador and by that I mean a brilliant member. Now, I know that you would not have been picked by your director to be an ambassador if you weren’t already a great member. But my question is: could you be a better member? When you walk into a chapter, can any member question your ability to guide them?
So, here are a few questions for you. Do you wear your BNI pin? Do you wear a clear name badge (not a business card)? Have you a blue badge? Do you read SuccessNet? Have you listened to Dr Ivan Misner’s CD recently? Have you read the BNI Policy Booklet? Have you read any of the BNI books? Do you attend workshop? Do you arrive early for your meetings?
Now, the above questions are not just restricted to Ambassadors, as certainly Leadership Teams and Mentors should ask themselves the same questions. I also think that any member helping to run the chapter should.
Why? Well, because of the benefits to themselves, and as I said earlier, every member they meet.
As an Ambassador, you need to be a brilliant member. The result? You become a better member! You then help other members to become better members. The result? They are better members.
Just imagine what the effect would be in your chapter if every person who had a role became a great member. It could result in half the members of your chapter being great. And, what do you think the effect would be on the other members of the group? Yes - they would become better members!
So, by being a brilliant Ambassador, you can have an incredible effect on the success of every BNI member you meet.
Wednesday, 29 December 2010
Who can I help this week?
29/12/10
I think many members find it hard to find referrals because they are trying to find referrals. We have all heard things like: ‘I need to find a referral this week’, ‘I would love to get this particular member a referral’, ‘where do you find referrals?’,’ ‘I’m not good at finding referrals’. I’ve even said it myself!
Now I know that’s not what’s really meant, but I believe that some members make finding referrals harder than it need be, because they are actually looking for referrals. After all, that’s what we give and hope to be given.
But, how about changing the way that we think? Instead of looking for referrals, look for people to help. Who do you know that would be helped if you recommended one of your fellow members? Referrals are all about helping people: friends and business contacts that have a problem or need something.
Most of us, I’m sure, have helped a friend whose car battery is flat, by exhausting ourselves pushing their car up and down the road to get it started! And, referrals are just the same, we are helping our friends that are in need.
So, how about in future looking for people that you can help and forget about looking for referrals? Whenever you see someone with a problem or someone looking for something, just try saying ‘Would you like help with that?’.
I really believe that by changing the way you think about referrals that you will see a remarkable increase in the number of referrals you find!
I think many members find it hard to find referrals because they are trying to find referrals. We have all heard things like: ‘I need to find a referral this week’, ‘I would love to get this particular member a referral’, ‘where do you find referrals?’,’ ‘I’m not good at finding referrals’. I’ve even said it myself!
Now I know that’s not what’s really meant, but I believe that some members make finding referrals harder than it need be, because they are actually looking for referrals. After all, that’s what we give and hope to be given.
But, how about changing the way that we think? Instead of looking for referrals, look for people to help. Who do you know that would be helped if you recommended one of your fellow members? Referrals are all about helping people: friends and business contacts that have a problem or need something.
Most of us, I’m sure, have helped a friend whose car battery is flat, by exhausting ourselves pushing their car up and down the road to get it started! And, referrals are just the same, we are helping our friends that are in need.
So, how about in future looking for people that you can help and forget about looking for referrals? Whenever you see someone with a problem or someone looking for something, just try saying ‘Would you like help with that?’.
I really believe that by changing the way you think about referrals that you will see a remarkable increase in the number of referrals you find!
Tuesday, 21 December 2010
Forget your BNI card file!
21/12/10
Or, should it be forgot your BNI card file?
One of the most productive ways of finding referrals is to get your BNI card file into people’s hands, so that they can look through it. You don’t need to do anything else other than to say that the cards in the file are those of people that you know and trust and that you can highly recommend. It’s also a great idea to add that you may not need their services now, but they might be of interest in the future, and that you can give them a personal introduction. You will be surprised at how often someone says, ‘just what I’ve been looking for’ when they come across one of your fellow member’s cards.
But, how do we get it into people’s hands?
Well, this is where forget/forgot, comes into play. How about this for an idea?
You take your card file to every meeting you have and also to every job you do. And, very simply, when you leave you leave your card file behind. Now, one of two things will happen. First, someone will call you to ask if you left behind a burgundy file with gold lettering on it. You then say, ‘Thank you so much, you’re a life saver. That file has all of my most important contacts in. Is it okay if I collect it tomorrow?' Obviously, they will say of course. You then add, ‘as you have the file, why not take a look through it?’ and add the words above.
The second thing that can happen is that no one calls. So, you call them and say, ‘I don’t suppose you have fold a burgundy file with gold lettering on the front?’ When they say yes, you’ve guessed it, you use the words above!
It’s such a great way to get referrals and so simple. Have fun!
Or, should it be forgot your BNI card file?
One of the most productive ways of finding referrals is to get your BNI card file into people’s hands, so that they can look through it. You don’t need to do anything else other than to say that the cards in the file are those of people that you know and trust and that you can highly recommend. It’s also a great idea to add that you may not need their services now, but they might be of interest in the future, and that you can give them a personal introduction. You will be surprised at how often someone says, ‘just what I’ve been looking for’ when they come across one of your fellow member’s cards.
But, how do we get it into people’s hands?
Well, this is where forget/forgot, comes into play. How about this for an idea?
You take your card file to every meeting you have and also to every job you do. And, very simply, when you leave you leave your card file behind. Now, one of two things will happen. First, someone will call you to ask if you left behind a burgundy file with gold lettering on it. You then say, ‘Thank you so much, you’re a life saver. That file has all of my most important contacts in. Is it okay if I collect it tomorrow?' Obviously, they will say of course. You then add, ‘as you have the file, why not take a look through it?’ and add the words above.
The second thing that can happen is that no one calls. So, you call them and say, ‘I don’t suppose you have fold a burgundy file with gold lettering on the front?’ When they say yes, you’ve guessed it, you use the words above!
It’s such a great way to get referrals and so simple. Have fun!
Tuesday, 14 December 2010
Does inviting by postcard really work?
14/12/10
It’s a question that I am often asked, both by new and longer term members. And, I have to say from my own experience, yes without a doubt. Plus it can be one of the easiest ways to invite people that you will ever come across.
Last year I took twenty seven visitors along to my chapter and a fair number of them were invited by postcard. As I say, it’s one of the easiest ways to invite and I use postcards every single week. And, here’s how.
All you need are two postcards. Fill them out now, with the details of your next meeting, and put them in your jacket pocket or handbag. Okay, you now have a week to use those two postcards, otherwise they will be wasted. And, it’s simple! Whenever you are out and about, it really doesn’t matter where, and you get talking with someone about business and you get to ‘could you handle more?’, no matter how much time pressure your are under, you have the answer. Give them your prepared postcard and ask them to call you. If they really are looking for more business they will call, if not, nothing has been lost, but they might just keep that card for future use. Someone turned up at our meeting once with a card that had been sent out by post six months earlier – I’ve still got it somewhere.
If all else fails, put your card under the windscreen wiper of a trade van!
Then of course there are the 20 postcards that every new member should bring to our chapters. How many new members do you know that have brought these in? Did you? These postcards are sent to the new member’s best contacts: just imagine the results that we could get if they did!
And there are some chapters who know just how easy postcards are to use that they design and print their own. Now I don’t know if the results are any better than using those postcards supplied by BNI, but it does show how effective chapters believe postcards to be.
So, do postcards work? Yes, as I say without a doubt. Why not try them and let me know how you get on?
Below are a couple of examples of chapter postcards I picked up a while ago. Please remember, if you would like to design your own chapter postcard, get your design passed by your BNI Director.
It’s a question that I am often asked, both by new and longer term members. And, I have to say from my own experience, yes without a doubt. Plus it can be one of the easiest ways to invite people that you will ever come across.
Last year I took twenty seven visitors along to my chapter and a fair number of them were invited by postcard. As I say, it’s one of the easiest ways to invite and I use postcards every single week. And, here’s how.
All you need are two postcards. Fill them out now, with the details of your next meeting, and put them in your jacket pocket or handbag. Okay, you now have a week to use those two postcards, otherwise they will be wasted. And, it’s simple! Whenever you are out and about, it really doesn’t matter where, and you get talking with someone about business and you get to ‘could you handle more?’, no matter how much time pressure your are under, you have the answer. Give them your prepared postcard and ask them to call you. If they really are looking for more business they will call, if not, nothing has been lost, but they might just keep that card for future use. Someone turned up at our meeting once with a card that had been sent out by post six months earlier – I’ve still got it somewhere.
If all else fails, put your card under the windscreen wiper of a trade van!
Then of course there are the 20 postcards that every new member should bring to our chapters. How many new members do you know that have brought these in? Did you? These postcards are sent to the new member’s best contacts: just imagine the results that we could get if they did!
And there are some chapters who know just how easy postcards are to use that they design and print their own. Now I don’t know if the results are any better than using those postcards supplied by BNI, but it does show how effective chapters believe postcards to be.
So, do postcards work? Yes, as I say without a doubt. Why not try them and let me know how you get on?
Below are a couple of examples of chapter postcards I picked up a while ago. Please remember, if you would like to design your own chapter postcard, get your design passed by your BNI Director.
Saturday, 11 December 2010
Do you wear your BNI ribbons?
11/12/10
BNI ribbons - you know the ones I mean: Leadership Team, Visitor Host, Membership Committee, Education Co-ordinator, Ambassador, 7 Year Member, etc.
Well, I was making a chapter visit recently and updating the ribbons for the years of membership of the members in the group. For one member I had a six year ribbon and I noticed that as I approached them they didn’t already have a five year ribbon. So, I was feeling pretty good about being able to give them their ribbon. But, when I did, I was rather shocked because they said they didn’t want it - they didn’t wear ribbons!
I almost told them that’s not an option (but I guess it is), so instead asked why. And, their answer worried me, as the benefits of wearing the year ribbon it seemed had not been explained: the member thought there was no point and that they were silly!
I guess with the Leadership Team ribbons and the others of that type their function is obvious, but I suppose with the year ribbons their purpose is not so clear.
In short, the year ribbons are all about credibility: both the member’s and BNI’s. Think what it says about you if you wear a 6 year ribbon. Firstly, that you have been a member of your chapter for six years: five years running your chapter have been happy to renew you. It also shows that you have been in business for at least six years. And, if the ribbon is attached to a blue Notable Networker badge, what does that say? All of these things help to build your credibility, your reputation. Surely no chapter would renew your membership if you were rubbish at your job? And, what does that mean? Yes, more business!
Then there is the credibility of BNI, or, more importantly, your chapter. When visitors come to our chapters we want them to buy into them, to join us. So, what does it say about our chapter if we have members who have been in the group for six years, ten years, twelve years even? It says that BNI is a serious business. That these people really believe in what they are doing, that they believe in each other. And, again, what does that mean? Yes, you’ve got it, more business.
So, please wear your ribbons because it just makes good business sense!
BNI ribbons - you know the ones I mean: Leadership Team, Visitor Host, Membership Committee, Education Co-ordinator, Ambassador, 7 Year Member, etc.
Well, I was making a chapter visit recently and updating the ribbons for the years of membership of the members in the group. For one member I had a six year ribbon and I noticed that as I approached them they didn’t already have a five year ribbon. So, I was feeling pretty good about being able to give them their ribbon. But, when I did, I was rather shocked because they said they didn’t want it - they didn’t wear ribbons!
I almost told them that’s not an option (but I guess it is), so instead asked why. And, their answer worried me, as the benefits of wearing the year ribbon it seemed had not been explained: the member thought there was no point and that they were silly!
I guess with the Leadership Team ribbons and the others of that type their function is obvious, but I suppose with the year ribbons their purpose is not so clear.
In short, the year ribbons are all about credibility: both the member’s and BNI’s. Think what it says about you if you wear a 6 year ribbon. Firstly, that you have been a member of your chapter for six years: five years running your chapter have been happy to renew you. It also shows that you have been in business for at least six years. And, if the ribbon is attached to a blue Notable Networker badge, what does that say? All of these things help to build your credibility, your reputation. Surely no chapter would renew your membership if you were rubbish at your job? And, what does that mean? Yes, more business!
Then there is the credibility of BNI, or, more importantly, your chapter. When visitors come to our chapters we want them to buy into them, to join us. So, what does it say about our chapter if we have members who have been in the group for six years, ten years, twelve years even? It says that BNI is a serious business. That these people really believe in what they are doing, that they believe in each other. And, again, what does that mean? Yes, you’ve got it, more business.
So, please wear your ribbons because it just makes good business sense!
Friday, 3 December 2010
Does your business card fit?
3/12/10
Pretty simple this one. I was giving my BNI business card file a spring clean and found that over 30% of my fellow member’s business cards were too big to fit.
Most were too wide, some too long and others, well, just a strange size. Now being different can be a good thing, but not when you want your business card in every member’s card file. And, that’s what as members we all want. Every time a member shows their card file to one of their contacts, we want our business card in it. It means the potential for referrals - more business.
So, what’s the ideal size? Well, I think it is this: 86mm x 54mm. Almost credit card size. But, please do check yourself and then get your graphic designer or printer to produce a card that size.
Then, with your new cards, the perfect size, make sure that every member of your chapter has some (and they are in their card files) and that the chapter business card box has a good supply as well. It’s amazing the number of members that don’t have their cards in the chapter card box, when every week the chapter director invites the visitors to take the business cards of the members.
Not having cards in member’s card files or cards in the chapter business card box are lost opportunities. Business is already tough, please don’t make it harder than it need be.
Pretty simple this one. I was giving my BNI business card file a spring clean and found that over 30% of my fellow member’s business cards were too big to fit.
Most were too wide, some too long and others, well, just a strange size. Now being different can be a good thing, but not when you want your business card in every member’s card file. And, that’s what as members we all want. Every time a member shows their card file to one of their contacts, we want our business card in it. It means the potential for referrals - more business.
So, what’s the ideal size? Well, I think it is this: 86mm x 54mm. Almost credit card size. But, please do check yourself and then get your graphic designer or printer to produce a card that size.
Then, with your new cards, the perfect size, make sure that every member of your chapter has some (and they are in their card files) and that the chapter business card box has a good supply as well. It’s amazing the number of members that don’t have their cards in the chapter card box, when every week the chapter director invites the visitors to take the business cards of the members.
Not having cards in member’s card files or cards in the chapter business card box are lost opportunities. Business is already tough, please don’t make it harder than it need be.
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