Successnet

31/7/11

Our quarterly magazine Successnet is always crammed full of really useful stuff and the current Summer edition is no different. Andy Bounds is on the cover and, as I think he is a brilliant speaker, I was interested to see what he had to say.

However it wasn’t until I was having a meeting with one of my Ambassadors, Geoff Alexander, that one of Andy’s comments hit home.

Andy was talking about presenting and the fact that for every 60 Seconds he gives he still spends at least 30 minutes writing and practising it. Now Andy, as I have already said, is a brilliant speaker and yet he still spends a minimum of 30 minutes for every 60 Seconds he gives. Maybe that is why he is so good!

But, and this is really the point of this blog, as a business mentor and long-term BNI member, I am amazed at the number of members who think that they can get the best out of their membership without any practice. Geoff and I discussed this and wondered where things changed as we, as people, grew.

As a baby we all took weeks to learn how to walk. First we would crawl, then stand, fall over, gain our balance, walk a bit, then a bit more, fall over again, and then finally walk. It might be another year before we were good at this walking lark. But, once we had it mastered we were away!

It was exactly the same with our favourite sport, getting a date, learning the job we do, in fact with everything else that we are good at. We continue to learn all of the time.

But, some member’s, think that they can find referrals and visitors, build relationships, without any practice, without learning any new skills, without putting in any real effort and, to be honest, that amazes me.

Everything we do well took a great deal of time and practice and it is exactly the same with our chapter membership. So, my question is – how long do you spend learning and practising to get the very best from your chapter membership?

Note: Just been watching Saturday Kitchen – Lenny Henry was a guest. He said he understood and was able to play Shakespeare’s Othello having studied it for 6 years.

Use your mobile: two

23/7/11

I have another simple way that I use my mobile.

I’m not sure who said it, but I really believe that in a great many cases what they said is true: “Greatness is really about doing the ordinary, everyday things, consistently well.”

For example, if you invite visitors every week, week in, week out, to your chapter, they will come to your meetings. I invite people every week, using very simple methods, and I average about one visitor every couple of weeks. I really believe that it’s all about being consistent and keeping it simple.

And, that’s where my mobile comes in again. Okay, it’s not the textbook way of inviting (people you know, using their name), but it’s another visitor stream that when added to my other inviting helps to give me my results.

I have a simple message on my mobile: ''If you can handle more business please give me a call. David.” And when I’m out and about and see a mobile number on a sign-written van, or similar, I just send a text.

Now I have to admit that the returns are low, but it’s simple, takes no time, and the few visitors I do get with this method are worth it.

What do you think? Plain crazy?

Use your mobile: one

25/6/11

Today you can just about run your entire business from a mobile phone and this makes the mobile a very useful tool for inviting visitors to your chapter. Tell me something I didn’t know you cry!

Well, just in case you don’t know, I’m going to tell you about some of the ways that I use my mobile.

Very few of us go anywhere without our mobile, yet few people carry a notebook, not everyone carries a pen, and even fewer people carry a camera everywhere they go. The mobile has even overtaken the handbag for ladies as the thing not to leave home without. And, as for the American Express card, well that doesn’t stand a chance!

So, just how do I use my mobile to find visitors?

We should all be building a database of people to invite to our chapters, and potential visitors can crop up anywhere, and at the most inappropriate times. And, that’s where your mobile can be such a brilliant tool: it’s just great at data capture.

Whenever you see a sign-written vehicle you just snap a picture and you have all the contact details you need. Company name, location, phone number, email address, web address - everything required for an invitation. Sometimes even a contact; otherwise just a little research will give you this. Easiest is a quick phone call or else a little time spent on their web site.

Then all you do is invite the person by the method that works best for you.

What do you think?

Look out for – Use your mobile: two.

Whose contact?

20/6/11

I was asked an interesting question recently about referrals and it got me thinking. As always when I’m asked something my mind goes shooting all over the place; there are always so many possibilities. It got me thinking of moral judgements, the game ‘A question of Scruples’ and a TV show I remember, which I think was called ‘Dilemmas’.

Now I bet you are thinking that this must have been a pretty important question and I guess it was, but only if you really think about it. If you thought about building goodwill and trust; being positive and supportive.

I’ll tell you what I think because the same thing happened to me years ago and it certainly wasn’t handled by the member concerned the way I handle similar situations. Now I wasn’t too bothered but some members might be rather more concerned. Certainly the person who asked me was. I’d be interested to know what you think.

So, this is my story. I was talking with my next door neighbour and during the course of the conversation I discovered that they were going to have a number of jobs done around the house over the coming months. I talked to them about all the great businesses that I knew and could recommend, showed them my BNI wallet and gave them the cards of some of the members. They decided to start with one job so I was able to pass a referral. Just like it is supposed to happen: it was great!

It was what happened next that is the subject of the dilemma: several more referrals, but none of them given by me. Now this was my contact, my next door neighbour, I had recommended other members of the group, but others ‘claimed’ the referrals in the chapter. Now maybe I’m a bit old fashioned, but when this situation happens to me, when the person I am working for asks for another contact, I say “that’s great, I’ll ask xxxxxx (the person who gave me the referral) to introduce you to them.”

Just imagine how the member who gave me the original referral feels. How much goodwill and trust I am building with them.

So, what do you think?

Not giving the best signals!

26/5/11

I visited a chapter recently and became aware of a member not giving out the best of signals. Anyone can have an off moment but, as with all things, with repetition you notice things; that’s why marketing and branding works. And I guess you could say this was personal marketing and branding. Only of the negative kind!

The first thing I noticed was that the member spent a lot of time texting, not paying any attention to what was going on in the meeting. Then, when they did their 60 Seconds, they had one hand in a pocket and it sounded like they were ‘winging it’. No preparation. Most of the remainder of the meeting they just looked plain bored. Finally they had no contribution.

On the whole not a great advert for someone I would want to work with!

Now, I don’t know anything about the person concerned. They may have been feeling ill, have major problems at home or at work, or just crashed their car. Maybe they are just like the impression they gave me and everyone else in the room. I don’t know.

But, what I do know is this and it is really important. If you are going to maximise your referral potential, however you are feeling, you must take part fully in your BNI meetings. As, if even only a few people notice that you are not giving the best signals, it will affect your referral rate.

So, please always give your fellow chapter members the courtesy that they deserve and that they hopefully give you.

The result will be more referral opportunities.

I didn’t join BNI to help grow the chapter!

14/5/11

I heard of a member who left his chapter last week because he was asked to help the chapter in bringing visitors to the group. He said that he didn’t join BNI to help grow the chapter. I have to say that I wasn’t surprised to hear this, knowing the member concerned, but I did wonder how he ever became a member in the first place.

Question 7 on the BNI application form asks: ‘What is your ability to bring qualified referrals and/or visitors to the chapter?’ I would love to know what his answer was.

But what did surprise me was some of his other comments. One was that he only joined so that other members could give an easy referral! Can you believe that?

Another was that he didn’t get enough business. He actually received more referrals than any other member of the group and yet he wasn’t prepared to help grow the chapter so that he would get more. Truly unbelievable!

But, it was his last comment that really stunned me. In fact I really can’t believe he said it. And, if it should happen, I hope that whatever chapter committee it is acts as I’m sure you will think it should, as he finished by stating …

“I’ll think about re-joining when the chapter is bigger.”

I was speechless!

BNI: One Bite at a Time

9/5/11

I have been writing my blog now for over three years and a number of people have suggested that I should publish it as a book. The result is ‘BNI: One Bite at a Time!’

Dr. Ivan Misner has written the foreword and this is part of what he has to say: “David Wimblett has compiled this invaluable, easy-to-read handbook on how to approach BNI membership for truly powerful results.”

The book has also had testimonials from a number of BNI Directors:

“Congratulations on such an excellent blog! As you know I regularly make reference to the material contained on this site on the NZ blog and am constantly impressed by the fresh and practical nature of the material.” Graham Southwell - National Director BNI New Zealand.

“I frequently use David's blogs as Education slots because they are so practical, easy to deliver. This book will make a great resource for Education Coordinators and members alike.” Sid Grant, Executive Director BNI Scotland North.

“David is an experienced and successful BNI member and his book is full of real life practical examples of how to make BNI work for you.” Tim Cook - National Director BNI UK & Ireland.

"I often refer to articles from David's blog when I train members in Japan. Simply because it helps them be more productive as a BNI member." Asato Ohno – National Director BNI Japan.

I have included an index by subject so all blogs on a particular topic can be found easily: for example Visitors, Referrals, 60 Seconds, Substitutes, Credibility, etc.

Should you like a copy of my book it can be ordered via the link below at £10.00 + £1.50 post & packing (UK) or by email from david@7training.co.uk.

You can order you book here.

If you are outside the UK and would like to order a copy please send me an email and I will check out the postage cost for you.

Thank you - David