26/1/09
Have you ever been let down by a visitor? You rang them the day before your meeting to confirm that all was okay and then the next morning they didn’t show. Well, I don’t know about you but I have been.....more than once.
So, now, whenever possible, I offer to pick up and bring my visitors to my chapter meetings. It has made a big difference with the number of my visitors that attend. I bet they turn over in bed when the alarm goes, and instead of pushing the snooze button for another ten minutes (and then of course it gets too late), they think instead, 'That really nice BNI bloke will be here in a minute. Better get going!'
Don’t know if it is just the thought of this offer, but even those that don’t accept my kind offer tend to arrive!
But, do you know what else I have discovered by doing this? My relationship with the visitor starts in the car, in fact before that, as I have offered to take them to the meeting. In the car we have to talk, it’s almost a One2One, on top of which I can explain and put them at ease about the meeting that they are about to walk into.
I have found it a great method. Why not give it a try?
Monday, 26 January 2009
Saturday, 10 January 2009
What are your friends reading?
10/1/09
Often the reason that members find it difficult to find referrals is because they don’t know how to ask for them. Well, not ask for exactly, but start a conversation about a member in their chapter. They don’t have any ‘openers’. A phrase, something to start the conversation with, that will lead to a member being discussed.
Well, how about this for an idea? I was attending a Referral Skills workshop where members were being asked to share with the group ways of finding referrals that had been successful for them. And, I thought the following was a great idea.
Next time you go to a friend's home, in fact any home, have a look at what magazines are on the coffee table, on the kitchen units, on a desk, or by the side of the sofa. Is the magazine open at a particular page?
That’s your ‘opener’!
How easy would it be to motion to the magazine and say ‘Gardens, hard work aren’t they? Thinking of a change?’ And, off you go. Or, how about if a bathroom magazine is open at a page showing a beautiful fully tiled bathroom, you could say something like ‘Is that what your new bathroom is going to look like? I tried tiling. Never again!’ And, once again you are into a conversation, where you might be able to introduce your plumber, electrician, carpenter, plasterer, maybe all of them. They might even need a builder, or even a mortgage broker to raise the funds for the job.
But, the most important thing is your ‘opener’, after that there is no telling where the conversation will lead, or how many referrals you might be able to make.
Happy reading!
Often the reason that members find it difficult to find referrals is because they don’t know how to ask for them. Well, not ask for exactly, but start a conversation about a member in their chapter. They don’t have any ‘openers’. A phrase, something to start the conversation with, that will lead to a member being discussed.
Well, how about this for an idea? I was attending a Referral Skills workshop where members were being asked to share with the group ways of finding referrals that had been successful for them. And, I thought the following was a great idea.
Next time you go to a friend's home, in fact any home, have a look at what magazines are on the coffee table, on the kitchen units, on a desk, or by the side of the sofa. Is the magazine open at a particular page?
That’s your ‘opener’!
How easy would it be to motion to the magazine and say ‘Gardens, hard work aren’t they? Thinking of a change?’ And, off you go. Or, how about if a bathroom magazine is open at a page showing a beautiful fully tiled bathroom, you could say something like ‘Is that what your new bathroom is going to look like? I tried tiling. Never again!’ And, once again you are into a conversation, where you might be able to introduce your plumber, electrician, carpenter, plasterer, maybe all of them. They might even need a builder, or even a mortgage broker to raise the funds for the job.
But, the most important thing is your ‘opener’, after that there is no telling where the conversation will lead, or how many referrals you might be able to make.
Happy reading!
Thursday, 8 January 2009
Absence makes the heart grow fonder!
8/1/09
It may in love, but it certainly won’t in your chapter!
I’ve never understood why people miss business meetings, and your BNI meeting is a business meeting. After all, you have made a commitment. Why wouldn’t you turn up? What are you saying about the people that you are about to meet? That you don’t care about them? That they are not important?
Now, I know that there are emergencies, and that sometimes accidents happen, but I really find it hard to believe that a member who really cares about their fellow members can reach three or more absences.
But that’s me, and what I think doesn’t really matter, but what does matter is the effect that an absence has on the member.
Now, some of you might be thinking what effect can it possibly have, other than a tick in the absence column of the PALMS report. Well, here’s the answer.
I should have said answers, as there are many consequences to missing your chapter meeting.
The most immediate effect is that being absent reduces the chances of you receiving any referrals the following week. Why? Because you didn’t educate the chapter on what you were looking for. And, as you weren’t there, why should they think about you that week? Whereas a substitute, although not as good as the member, will continue the education process and your visibility in the group and, in doing so, improves the chances of more referrals the next week.
But, there is far more to it than that. An absence, especially more than one, has a much greater effect on the success of your membership than you might imagine. You not only miss the opportunity to give your 60 Seconds, but, more importantly, you don’t hear the 60 Seconds of your fellow members. This results in you giving fewer referrals, and yes, in receiving referrals! Givers Gain.
Then, we have the fact that you have missed a member’s 10 Minute presentation. How much easier would it be to find referrals for that member if you had been there? Then again, how do you feel when members miss your 10 Minute slot?
And, what about the open-networking before and after the meeting? Building trust, finding out how you can help people, and letting them know how they can help you.
None of us would miss a business meeting unless it was a real emergency; so, think about your BNI meeting for what it really is. A business meeting!
It may in love, but it certainly won’t in your chapter!
I’ve never understood why people miss business meetings, and your BNI meeting is a business meeting. After all, you have made a commitment. Why wouldn’t you turn up? What are you saying about the people that you are about to meet? That you don’t care about them? That they are not important?
Now, I know that there are emergencies, and that sometimes accidents happen, but I really find it hard to believe that a member who really cares about their fellow members can reach three or more absences.
But that’s me, and what I think doesn’t really matter, but what does matter is the effect that an absence has on the member.
Now, some of you might be thinking what effect can it possibly have, other than a tick in the absence column of the PALMS report. Well, here’s the answer.
I should have said answers, as there are many consequences to missing your chapter meeting.
The most immediate effect is that being absent reduces the chances of you receiving any referrals the following week. Why? Because you didn’t educate the chapter on what you were looking for. And, as you weren’t there, why should they think about you that week? Whereas a substitute, although not as good as the member, will continue the education process and your visibility in the group and, in doing so, improves the chances of more referrals the next week.
But, there is far more to it than that. An absence, especially more than one, has a much greater effect on the success of your membership than you might imagine. You not only miss the opportunity to give your 60 Seconds, but, more importantly, you don’t hear the 60 Seconds of your fellow members. This results in you giving fewer referrals, and yes, in receiving referrals! Givers Gain.
Then, we have the fact that you have missed a member’s 10 Minute presentation. How much easier would it be to find referrals for that member if you had been there? Then again, how do you feel when members miss your 10 Minute slot?
And, what about the open-networking before and after the meeting? Building trust, finding out how you can help people, and letting them know how they can help you.
None of us would miss a business meeting unless it was a real emergency; so, think about your BNI meeting for what it really is. A business meeting!
Sunday, 4 January 2009
Choose what your chapter looks like!
4/1/09
I sometimes hear members say that their chapter does not have the right members in it: too many of one thing, not enough of another, that their Power Group is too small. And I always suggest the same thing ....
Do something about it!
Members are the result of people invited. And, any member can influence the make-up of their chapter by simply inviting the type of people that they want as members.
So, if you want more members in your Power Team, invite only people that make up your team. If you want more trades people, only invite those types of businesses. If you want more women in your group, only invite women. The choice is yours.
But you have to do it. You have to invite people. Don’t leave it to someone else because they will invite whom they want, not whom you want.
Your chapter may not look the way you want it because you haven’t invited anyone who has become a member. Invite and keep inviting, and you never know, in a few months time your chapter may just look the way you would like it to.
I sometimes hear members say that their chapter does not have the right members in it: too many of one thing, not enough of another, that their Power Group is too small. And I always suggest the same thing ....
Do something about it!
Members are the result of people invited. And, any member can influence the make-up of their chapter by simply inviting the type of people that they want as members.
So, if you want more members in your Power Team, invite only people that make up your team. If you want more trades people, only invite those types of businesses. If you want more women in your group, only invite women. The choice is yours.
But you have to do it. You have to invite people. Don’t leave it to someone else because they will invite whom they want, not whom you want.
Your chapter may not look the way you want it because you haven’t invited anyone who has become a member. Invite and keep inviting, and you never know, in a few months time your chapter may just look the way you would like it to.
Monday, 29 December 2008
Twenty Business Cards
29/12/08
I failed!
For a recent Regional Director training event we were asked to bring along the business cards of our top twenty business contacts. But, as I didn’t know who was going to attend the workshop I decided that I wouldn’t. After all, you have to know, like, and trust people before you share your most important contacts with them.
But it was a test: a request to prove a point. And, I failed.
I was attending a workshop, held by my Area Director, and attended by other Regional Directors. Whilst I may have not known them all, they were all my equal - all good BNI members. And yet, I would not even risk taking a pocket full of my contacts' business cards with me to the training.
Now, what did this prove?
Well, as members we expect new members, in fact all members, to share their contacts with us. But, why should they if we have made no effort to get to know them? If, we have given them no reason to like us or trust us.
As members we spend a great deal of time telling our fellow members what we do and how they can best find us referrals. But, how much time do we spend giving our fellow members good reasons as to why they should share their best contacts with us?
It is often said that people buy from people. Well, members refer to people. Are you giving your fellow chapter members a good reason to find you referrals?
I failed!
For a recent Regional Director training event we were asked to bring along the business cards of our top twenty business contacts. But, as I didn’t know who was going to attend the workshop I decided that I wouldn’t. After all, you have to know, like, and trust people before you share your most important contacts with them.
But it was a test: a request to prove a point. And, I failed.
I was attending a workshop, held by my Area Director, and attended by other Regional Directors. Whilst I may have not known them all, they were all my equal - all good BNI members. And yet, I would not even risk taking a pocket full of my contacts' business cards with me to the training.
Now, what did this prove?
Well, as members we expect new members, in fact all members, to share their contacts with us. But, why should they if we have made no effort to get to know them? If, we have given them no reason to like us or trust us.
As members we spend a great deal of time telling our fellow members what we do and how they can best find us referrals. But, how much time do we spend giving our fellow members good reasons as to why they should share their best contacts with us?
It is often said that people buy from people. Well, members refer to people. Are you giving your fellow chapter members a good reason to find you referrals?
Wednesday, 24 December 2008
Secret Santa
24/12/08
At one of the chapters I visited this week, instead of the normal 10 Minute speaker, they had a chapter Secret Santa.
The Events Co-ordinator had arranged it: members pulling a name of another member out of a hat of who they would buy a present for. All the presents were beautifully wrapped and given out by each member going to the pile of presents, one at a time, and randomly picking one to give. Everyone then waited until all the presents were distributed before opening. Once unwrapped each member informed the group of what they had received.
This was the fascinating part, as some members had looked upon the idea as a bit of fun, while others has taken it more seriously. The presents ranged from chocolates and bottles of wine, to joke books and books that were well-suited to the member, to things that matched personality: one member received a beard trimmer, he has a bushy beard; another a recorder, he is a musician; part of another member's present was a money box for a millionaire: the member talks about how to become a millionaire. Some presents were very interesting: one member received a fire-extinguisher; another a posing-pouch!
It was a brilliant event and with every member taking part wonderful for the chapter - a great way to start Christmas.
But, what was very fascinating was that you could tell which members really knew the member that they had bought a present for and those who did not. And, I couldn’t help thinking that some more One2Ones would help those particular members to get to know each other better and, by doing so, increase their chances of a referral from one another.
At one of the chapters I visited this week, instead of the normal 10 Minute speaker, they had a chapter Secret Santa.
The Events Co-ordinator had arranged it: members pulling a name of another member out of a hat of who they would buy a present for. All the presents were beautifully wrapped and given out by each member going to the pile of presents, one at a time, and randomly picking one to give. Everyone then waited until all the presents were distributed before opening. Once unwrapped each member informed the group of what they had received.
This was the fascinating part, as some members had looked upon the idea as a bit of fun, while others has taken it more seriously. The presents ranged from chocolates and bottles of wine, to joke books and books that were well-suited to the member, to things that matched personality: one member received a beard trimmer, he has a bushy beard; another a recorder, he is a musician; part of another member's present was a money box for a millionaire: the member talks about how to become a millionaire. Some presents were very interesting: one member received a fire-extinguisher; another a posing-pouch!
It was a brilliant event and with every member taking part wonderful for the chapter - a great way to start Christmas.
But, what was very fascinating was that you could tell which members really knew the member that they had bought a present for and those who did not. And, I couldn’t help thinking that some more One2Ones would help those particular members to get to know each other better and, by doing so, increase their chances of a referral from one another.
Sunday, 14 December 2008
Have you taken your partner to your meeting?
14/12/08
Does your partner, wife, husband, girl friend, boy friend, wonder just what you see in your weekly chapter meetings? Do they look at you with pity? Just can't see what all the fuss is about? And, can't believe, that come rain or shine, every week you are out of bed at 5.30 am to go to some strange business meeting where people just help each other?!
Well, I know a great many members whose partners don't get BNI and, if you are in the same position, why not take them to your next meeting?
Why? Because it's amazing how a meeting can completely change their point of view of what you get up to each week. I've seen it happen a number of times. Suddenly they understand what BNI is all about. Seeing it with their own eyes, meeting the other members, shows them what you were never really able to explain.
It's the same as when you are inviting any visitor - you just can't do justice to a great meeting in simple words.
I was at a chapter recently where a member's wife was subbing for her husband. She opened with, 'I don't think much of these meetings', and basicly told us that she thought BNI was pretty much a waste of time, but her husband needed her to be there so here she was. Not a great start to the morning I can tell you and I hoped that the visitors in the room didn't meet her! After the meeting she came up to me, a smile all over her face. She said that she had been wrong and had completely changed her mind. Everyone had made her feel so welcome and she just hadn't reliaised what a great group of people the members were.
But, do you want to know the other thing that happens? They pass referrals! I heard one lady whisper to her husband, ' ...you didn't tell me about that lovely lady who does head massage, with candles and music ...'.
And, if you are really lucky, having met the members and listened to what they do, your partner will start to find referrals.
So, your fellow members will be more than happy and with luck you will have an extra referral source for good!
Does your partner, wife, husband, girl friend, boy friend, wonder just what you see in your weekly chapter meetings? Do they look at you with pity? Just can't see what all the fuss is about? And, can't believe, that come rain or shine, every week you are out of bed at 5.30 am to go to some strange business meeting where people just help each other?!
Well, I know a great many members whose partners don't get BNI and, if you are in the same position, why not take them to your next meeting?
Why? Because it's amazing how a meeting can completely change their point of view of what you get up to each week. I've seen it happen a number of times. Suddenly they understand what BNI is all about. Seeing it with their own eyes, meeting the other members, shows them what you were never really able to explain.
It's the same as when you are inviting any visitor - you just can't do justice to a great meeting in simple words.
I was at a chapter recently where a member's wife was subbing for her husband. She opened with, 'I don't think much of these meetings', and basicly told us that she thought BNI was pretty much a waste of time, but her husband needed her to be there so here she was. Not a great start to the morning I can tell you and I hoped that the visitors in the room didn't meet her! After the meeting she came up to me, a smile all over her face. She said that she had been wrong and had completely changed her mind. Everyone had made her feel so welcome and she just hadn't reliaised what a great group of people the members were.
But, do you want to know the other thing that happens? They pass referrals! I heard one lady whisper to her husband, ' ...you didn't tell me about that lovely lady who does head massage, with candles and music ...'.
And, if you are really lucky, having met the members and listened to what they do, your partner will start to find referrals.
So, your fellow members will be more than happy and with luck you will have an extra referral source for good!
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