18/10/12
I was talking to Lisa Ruff (Balanced Rewards), Membership Co-ordinator of Tudor, this week about visitors. More specifically, about members who don’t bring visitors. Please don’t get me started on the subject as the blog would run to many pages. Let’s just leave it at I really can’t understand why any member wouldn’t want to grow their business.
Anyway, Lisa agreed with this, and we were discussing what could be done to help these members and then, if all else failed, what should be done about it.
The thing that really gets me is that inviting is so simple and Lisa had a great example of this. What’s more, the thing that Lisa was talking about is covered in the Chapter Development workshop. It’s so easy!
So, what is it? What’s so simple? Answer: inviting by text. It’s so simple that people without any contacts can do it! Members that really don’t like talking to people can do it! And, it takes just seconds, not even minutes.
The best part? You can do it sitting on the bus.
What did Lisa do? She was on a bus travelling to Richmond. She could have gazed out of the window, deep in her own thoughts. Maybe have read a book. Or even just have watched people getting on and off the bus.
But instead, as she went past businesses with mobile numbers displayed, or stopped near a sign-written van, she tapped the number into her mobile and sent them a text. She sent five texts on her trip and received three replies from people interested in visiting her chapter.
How great is that!
So please, never make an excuse for not inviting; just grow your business instead.
Thursday, 18 October 2012
Thursday, 11 October 2012
Your Top Three?
11/9/2012
I visited BNI Commonwealth this week who meet at The Caledonian Club, Hyde Park, London. In fact I was substituting for Paulina Sygulska of Grant Tree and I must thank her for asking me.
You see, believe it or not, I had never been to a lunchtime meeting before, and I have to say that I really enjoyed myself. The meeting was well run and business focused but also nicely relaxed. Of course that may have just been the chapter and nothing to do with the time, but it did feel different.
What Paulina also did was to ensure that all of her fellow members knew that I was a visiting BNI Director. It was in the 60 Seconds that she gave me to read on her behalf, advising that they should take advantage of me being there!
Two new members were inducted during the meeting, which is always great to see, and, as it turned out, one of them (Jo Rogers) was sitting next to me.
At the end of the meeting Jo turned to me and asked what my Top Three Tips were for a new member. Nothing like being put on the spot!
Below are my Top Three Tips. Do you agree?
1) Really get involved
2) Attend workshops
3) Bring lots of visitors
I visited BNI Commonwealth this week who meet at The Caledonian Club, Hyde Park, London. In fact I was substituting for Paulina Sygulska of Grant Tree and I must thank her for asking me.
You see, believe it or not, I had never been to a lunchtime meeting before, and I have to say that I really enjoyed myself. The meeting was well run and business focused but also nicely relaxed. Of course that may have just been the chapter and nothing to do with the time, but it did feel different.
What Paulina also did was to ensure that all of her fellow members knew that I was a visiting BNI Director. It was in the 60 Seconds that she gave me to read on her behalf, advising that they should take advantage of me being there!
Two new members were inducted during the meeting, which is always great to see, and, as it turned out, one of them (Jo Rogers) was sitting next to me.
At the end of the meeting Jo turned to me and asked what my Top Three Tips were for a new member. Nothing like being put on the spot!
Below are my Top Three Tips. Do you agree?
1) Really get involved
2) Attend workshops
3) Bring lots of visitors
Sunday, 9 September 2012
Why be green?
9/9/12
A member asked me recently why they should want to be a green member and, I guess because the answer seems pretty obvious to me, it took me a few seconds to answer. Having replied to the question, what I realised was that the answer I gave barely touched the surface of why all of us should want to be a green member. So I thought I would have another go at answering the question here.
I guess first of all, why wouldn’t you want to be? But, I guess that is too simple.
Because I suppose we don’t all want to be the best at everything we do. Average for many people is okay. Even below average is okay for some.
But is it that really? Would you recommend an average business (business person) to your best friend? Let alone a business below average. Somehow I don’t think so.
It’s also about credibility. How credible can a grey member be?
And there is something that you might not know about members in the grey; pretty much all of them leave BNI. Why? Lack of business. But, if you think about it, why would a member in the grey be given loads of business? They are below average as a member and give very little. The answer really is pretty clear for all to see.
Then of course there is pride in what you do. That’s not the same as being the best, as you can be proud of what you do without being the best.
Of course there is ‘Givers Gain’ : our BNI philosophy. It’s what we all believe in and, in general, green members give the most to their fellow members.
Then of course there is the money; green members and green chapters tend to pass more business.
The trouble is, and I can hear you saying it, it’s not always that way. And, of course, you are correct. There are always exceptions to the rule. That’s what makes life interesting. But, if you want the best chance of getting the best from BNI you will be a green member in a green chapter.
And how about this for a thought?
In English football we have the Premier League and the FA Cup. In the FA Cup any team can have a good day and beat a team far better than themselves; the FA Cup can even be won by a team way down in the leagues (I’m an Arsenal fan I know!). But, the Premier League is always won by the best team over the course of the season.
Yes, a grey member can have a ‘good day’, but over time a green member will always do better.
So, if you really want to get the best from your chapter then green is what you need to be. And the best part? Every single one of us can be a green member – it just takes a little effort.
A member asked me recently why they should want to be a green member and, I guess because the answer seems pretty obvious to me, it took me a few seconds to answer. Having replied to the question, what I realised was that the answer I gave barely touched the surface of why all of us should want to be a green member. So I thought I would have another go at answering the question here.
I guess first of all, why wouldn’t you want to be? But, I guess that is too simple.
Because I suppose we don’t all want to be the best at everything we do. Average for many people is okay. Even below average is okay for some.
But is it that really? Would you recommend an average business (business person) to your best friend? Let alone a business below average. Somehow I don’t think so.
It’s also about credibility. How credible can a grey member be?
And there is something that you might not know about members in the grey; pretty much all of them leave BNI. Why? Lack of business. But, if you think about it, why would a member in the grey be given loads of business? They are below average as a member and give very little. The answer really is pretty clear for all to see.
Then of course there is pride in what you do. That’s not the same as being the best, as you can be proud of what you do without being the best.
Of course there is ‘Givers Gain’ : our BNI philosophy. It’s what we all believe in and, in general, green members give the most to their fellow members.
Then of course there is the money; green members and green chapters tend to pass more business.
The trouble is, and I can hear you saying it, it’s not always that way. And, of course, you are correct. There are always exceptions to the rule. That’s what makes life interesting. But, if you want the best chance of getting the best from BNI you will be a green member in a green chapter.
And how about this for a thought?
In English football we have the Premier League and the FA Cup. In the FA Cup any team can have a good day and beat a team far better than themselves; the FA Cup can even be won by a team way down in the leagues (I’m an Arsenal fan I know!). But, the Premier League is always won by the best team over the course of the season.
Yes, a grey member can have a ‘good day’, but over time a green member will always do better.
So, if you really want to get the best from your chapter then green is what you need to be. And the best part? Every single one of us can be a green member – it just takes a little effort.
Thursday, 16 August 2012
Are you outside of the medals?
16/8/12
At most of our workshops we get the opportunity to introduce ourselves and recently, as it was during the Olympics, I decided to add a little twist. As well as the member's name, chapter, how they help people (note: not what they do) - I asked who was their Olympic hero and why?
There were some interesting heroes, including a couple of members who didn’t have one (not into sport), but in the main they were all gold medal winners. Eddie the Eagle and Eric the Eel were also mentioned because they were people that just never gave up.
And, as usual, it got me thinking!
If BNI were an Olympic sport, would I, would any of us, be a medal winner? Up there with Sir Steve Redgrave, Lord Coe, Steve Ovett (my hero), Bradley Wiggins, or even Eric the Eel - who just never gave up.
Most of us love winners. A great many of us would love to be photographed holding a gold medal (as I discovered a few weeks ago). So, I guess my question is – would you be a medal winner in your chapter? And, if not, could you be? Or, maybe, you could just improve your PB (Personal Best). For example: 23 referrals in the last 26 weeks, how about 25 referrals in the next 26 weeks? Or, maybe 4 visitors in the last 26 weeks, how about 6 visitors in the next 26 weeks?
Our medal haul at the Olympics was amazing and had the whole country buzzing. How about helping our BNI team to do the same and, maybe also, winning a personal gold medal along the way?
At most of our workshops we get the opportunity to introduce ourselves and recently, as it was during the Olympics, I decided to add a little twist. As well as the member's name, chapter, how they help people (note: not what they do) - I asked who was their Olympic hero and why?
There were some interesting heroes, including a couple of members who didn’t have one (not into sport), but in the main they were all gold medal winners. Eddie the Eagle and Eric the Eel were also mentioned because they were people that just never gave up.
And, as usual, it got me thinking!
If BNI were an Olympic sport, would I, would any of us, be a medal winner? Up there with Sir Steve Redgrave, Lord Coe, Steve Ovett (my hero), Bradley Wiggins, or even Eric the Eel - who just never gave up.
Most of us love winners. A great many of us would love to be photographed holding a gold medal (as I discovered a few weeks ago). So, I guess my question is – would you be a medal winner in your chapter? And, if not, could you be? Or, maybe, you could just improve your PB (Personal Best). For example: 23 referrals in the last 26 weeks, how about 25 referrals in the next 26 weeks? Or, maybe 4 visitors in the last 26 weeks, how about 6 visitors in the next 26 weeks?
Our medal haul at the Olympics was amazing and had the whole country buzzing. How about helping our BNI team to do the same and, maybe also, winning a personal gold medal along the way?
Wednesday, 25 July 2012
Am I bovvered?
25/7/12
I’m sure that we all know Catherine Tate’s character, Lauren, that coined the phrase “Am I bovvered” and almost died laughing at her sketch with Tony Blair for Red Nose Day. But it’s a serious question, “Are you bothered?”
What am I talking about? Well let me explain.
I was with a chapter recently discussing their conversion rate - it was pretty low - and discovered that they didn’t like to be too ‘pushy’. Didn’t want to do what they considered a ‘hard sell’. They suggested that visitors looked around and came back for a second visit. Well I have to say that it just plain crazy! They thought that they were being nice, but were they?
I have a business, I've been running it since I was 21 years old, I'm now a business mentor, and I don’t suggest to my clients, having presented to them, that they go and check out the competition, and, if they feel like it, come back to me later. And I doubt that I’m alone in that. We all fight very hard to find clients; we don’t then give them away.
But, there’s far more to it that that, as I discovered recently. Two chapters were involved: the first didn’t ‘push’, didn’t follow up; the second was keen to get the visitor to apply and did follow up. As it turned out the same visitor went along to both chapters. Both chapters ran good meetings; both were of a similar size. When asked why he had chosen one chapter over the other, he said that the first chapter didn’t seem to be particularly bothered if he joined them or not. So, he joined the second!
So, just a thought. If you are being ‘kind’ to your visitors, could you actually be losing potential members because they think that you are saying “Are we bovvered”?
I’m sure that we all know Catherine Tate’s character, Lauren, that coined the phrase “Am I bovvered” and almost died laughing at her sketch with Tony Blair for Red Nose Day. But it’s a serious question, “Are you bothered?”
What am I talking about? Well let me explain.
I was with a chapter recently discussing their conversion rate - it was pretty low - and discovered that they didn’t like to be too ‘pushy’. Didn’t want to do what they considered a ‘hard sell’. They suggested that visitors looked around and came back for a second visit. Well I have to say that it just plain crazy! They thought that they were being nice, but were they?
I have a business, I've been running it since I was 21 years old, I'm now a business mentor, and I don’t suggest to my clients, having presented to them, that they go and check out the competition, and, if they feel like it, come back to me later. And I doubt that I’m alone in that. We all fight very hard to find clients; we don’t then give them away.
But, there’s far more to it that that, as I discovered recently. Two chapters were involved: the first didn’t ‘push’, didn’t follow up; the second was keen to get the visitor to apply and did follow up. As it turned out the same visitor went along to both chapters. Both chapters ran good meetings; both were of a similar size. When asked why he had chosen one chapter over the other, he said that the first chapter didn’t seem to be particularly bothered if he joined them or not. So, he joined the second!
So, just a thought. If you are being ‘kind’ to your visitors, could you actually be losing potential members because they think that you are saying “Are we bovvered”?
Thursday, 12 July 2012
How many times have you been invited?
12/7/12
I’ve mentioned this before but one thing that I’m often given as a reason for not having visitors is that everyone has been invited; there is an over-saturation of chapters so there is no one left to invite.
First let me put on record that we are far, very far, from over-saturation, and I can prove it. And, it’s not just because three out of the four visitors at my chapter this morning had never heard of BNI.
But, before I prove it, how about a reason for why some people hold this view. It’s because they don’t really think. Google any category in your town and there will be dozens of results (obviously less if you are in the middle of the moors). I Googled a category recently and there were 287 companies in the area. Chapters? Two! That meant there were 287 people to invite and 285 of them couldn’t get in to BNI even if they wanted to.
However, we don’t even need to go that far for a reason, because every member should be using their own personal database. And no two members will have the same database – it’s impossible. In fact I would go further. I would be surprised if more than a couple of percent were the same contacts, even if you live close to another member. Assuming you take out your fellow BNI members of course!
But, here’s the killer. If you live in what you consider to be an over-saturated area, you must have been invited dozens of times to visit another chapter. Again I would be surprised if you have been. And please don’t think that’s because other members know you’re a BNI member already. They don’t! I’ve been a member for nine years now, and I’m pretty well known in BNI circles, but only last week I visited a nearby chapter for the first time and met someone I knew (only the third person that I have ever met in BNI that I already knew) and neither of us knew the other was in BNI!
So, please never use over-saturation as an excuse for not inviting anyone. Instead, think, and invite those closest to you.
I’ve mentioned this before but one thing that I’m often given as a reason for not having visitors is that everyone has been invited; there is an over-saturation of chapters so there is no one left to invite.
First let me put on record that we are far, very far, from over-saturation, and I can prove it. And, it’s not just because three out of the four visitors at my chapter this morning had never heard of BNI.
But, before I prove it, how about a reason for why some people hold this view. It’s because they don’t really think. Google any category in your town and there will be dozens of results (obviously less if you are in the middle of the moors). I Googled a category recently and there were 287 companies in the area. Chapters? Two! That meant there were 287 people to invite and 285 of them couldn’t get in to BNI even if they wanted to.
However, we don’t even need to go that far for a reason, because every member should be using their own personal database. And no two members will have the same database – it’s impossible. In fact I would go further. I would be surprised if more than a couple of percent were the same contacts, even if you live close to another member. Assuming you take out your fellow BNI members of course!
But, here’s the killer. If you live in what you consider to be an over-saturated area, you must have been invited dozens of times to visit another chapter. Again I would be surprised if you have been. And please don’t think that’s because other members know you’re a BNI member already. They don’t! I’ve been a member for nine years now, and I’m pretty well known in BNI circles, but only last week I visited a nearby chapter for the first time and met someone I knew (only the third person that I have ever met in BNI that I already knew) and neither of us knew the other was in BNI!
So, please never use over-saturation as an excuse for not inviting anyone. Instead, think, and invite those closest to you.
Friday, 6 July 2012
Will it make the boat go faster?
6/7/12
This week I met Ben Hunt-Davis; he was in the Eight (rowing) that won gold at the Sydney Olympics in 2000. I’m almost 6 foot 2 inches but he made me look small. He was talking at an Entrepreneur’s Circle event about his crazy goal of winning Olympic Gold at 10.30am on the 24th September 2000 and the fact that he had to do it in less than five and a half minutes. That’s some goal!
But two years earlier the crew had a history of being also-rans: sixth in the Barcelona Olympics and they didn’t even make the final in Atlanta. But all that changed when they decided on a common policy for everything they did – ‘Will it make the boat go faster?’ They also decided that if they could still stand after the race, but had not won gold, that they would never speak to one another again.
Now this is extreme; winning gold is. But what can we learn from this goal, and this crew, that would help us in our BNI chapters?
Well, for me, two things stood out from Ben’s talk.
First, ‘Will it make the boat go faster?’ Was what they were doing going to make the boat go faster? Fighting, letting personalities get in the way, not doing their absolute best in every training session, turning up for training sessions. The answer is blindingly obvious; but they were doing it. As do we all. So, in your chapter, is everything you do ‘going to make your chapter more successful?’
And second, ‘What can I do to make today better than yesterday?’ They had in earlier years put in pretty much the same effort every day, maybe working harder, but without even thinking, like most of us do. But they changed that, so that every day they tried to improve on the last in some way - however small. It didn’t always work, but every day they tried to get better. So again, how can we transfer this to our chapters?
Well, today maybe you only invited one person to your meeting next week, tomorrow you could invite two people. Perhaps your inviting technique could be improved. How could you change it tomorrow? Maybe this week you didn’t put too much effort into your 60 Seconds, well next week you can craft a really useful 60 Seconds, and then next week, improve on it again. Maybe in the last month you have only had two One2Ones, well next month you could have three.
Continuous improvement, like continuous inviting, brings big rewards. It might not win you a gold medal, but how much better would your chapter be?
This week I met Ben Hunt-Davis; he was in the Eight (rowing) that won gold at the Sydney Olympics in 2000. I’m almost 6 foot 2 inches but he made me look small. He was talking at an Entrepreneur’s Circle event about his crazy goal of winning Olympic Gold at 10.30am on the 24th September 2000 and the fact that he had to do it in less than five and a half minutes. That’s some goal!
But two years earlier the crew had a history of being also-rans: sixth in the Barcelona Olympics and they didn’t even make the final in Atlanta. But all that changed when they decided on a common policy for everything they did – ‘Will it make the boat go faster?’ They also decided that if they could still stand after the race, but had not won gold, that they would never speak to one another again.
Now this is extreme; winning gold is. But what can we learn from this goal, and this crew, that would help us in our BNI chapters?
Well, for me, two things stood out from Ben’s talk.
First, ‘Will it make the boat go faster?’ Was what they were doing going to make the boat go faster? Fighting, letting personalities get in the way, not doing their absolute best in every training session, turning up for training sessions. The answer is blindingly obvious; but they were doing it. As do we all. So, in your chapter, is everything you do ‘going to make your chapter more successful?’
And second, ‘What can I do to make today better than yesterday?’ They had in earlier years put in pretty much the same effort every day, maybe working harder, but without even thinking, like most of us do. But they changed that, so that every day they tried to improve on the last in some way - however small. It didn’t always work, but every day they tried to get better. So again, how can we transfer this to our chapters?
Well, today maybe you only invited one person to your meeting next week, tomorrow you could invite two people. Perhaps your inviting technique could be improved. How could you change it tomorrow? Maybe this week you didn’t put too much effort into your 60 Seconds, well next week you can craft a really useful 60 Seconds, and then next week, improve on it again. Maybe in the last month you have only had two One2Ones, well next month you could have three.
Continuous improvement, like continuous inviting, brings big rewards. It might not win you a gold medal, but how much better would your chapter be?
Subscribe to:
Posts (Atom)