Let's start with Attendance. Attendance in BNI is very important. Remember the term V+C=P - Visibility plus Creditably equals Profitability. So showing up every week is part of your Visibility.
People want to do business (and refer) to people they know, like, and trust, that is why BNI asks you to have One 2 Ones. This gives you the opportunity to really get to know someone and find out about their business and the types of people and referrals they are looking for. This is part of building Credibility. This is where receiving referrals really takes off. One per week is the goal. In a larger chapter, 30/40+ it will take awhile to get around to all the members by only having one 1-2-1 per week. In a smaller chapter, it won't take as long, however, schedule a second one to one with the same members, especially those that are good referral partners and Power Team members. Dig deeper on how you can help your fellow members. Look outside your Chapter within BNI for other potential referral partners. Schedule one 2 ones with them. Make them quality one 2 ones. Prepare by completely completing your online profile in BNIConnectGlobal along with your GAINS profile. This helps fellow members of your Chapter get to know you. It also helps those looking for your products and services find you. It also helps those other BNI members looking for your product/service to find you. I recently spoke to an attorney who recently received two referrals via BNIConnectGlobal because he had his profile completed.
BNI has a philosophy of 'Givers Gain.' Zig Ziglar says that if we help enough people to get what they want, we'll get want we want.' Pay it Forward. As you give quality referrals to your fellow members, you will receive referrals. This again builds your Credibility. It's a Universal Law, what you give out, will come back to you. Also, when you receive referrals, ensure that you follow up in a timely manner, deliver the product/service in a timely and quality manner and report back to the person who gave you the referral. By doing so, you are again building your Credibility and will receive more referrals.
We are asked to invite visitors, but let's think in terms of how that is going to help us receive referrals. What about inviting our good clients? This shows your fellow members the type of person/business is a good referral is for you. And your customer will give you a good testimonial thus again building your Credibility. This is especially good to do when giving your spotlight presentation. Also inviting visitors brings business to your fellow members as well as prospects for building the Chapter membership.
One aspect that sets BNI apart from most other networking groups is the educational opportunities both face to face and online that BNI offers. BNI wants it's members to be successful. Here are some links and videos that further explain how to receive more referrals. Be sure and give yourself CEU credit when you complete these.
Podcast on 'Networking Wind Sprints' by Dr. Ivan Miser - Click Here
Video on 'Seeing your chapter as an "Introduction Force" not a "Sales Force." Click Here
Video on 'Being More Referable.' - Click Here
Article on 'Getting Connected.' Click Here
Article on 'A Master Networker carries their Network with them Everywhere.' Click Here
As the old saying goes, 'Out of sight, Out of Mind.' However, to add to that, it's just not enough to show up. To start building your Credibility you need to:
- Show up early
- To meet and network with the visitors. Remember they may have a need for your products/services or someone they could refer to you.
- To network with your fellow members.
- Showing up early also builds your Credibility in that it shows your fellow members that your BNI meeting is important to you. I came from the generation that being on time, is showing up late.
- Dressed the part for your profession - People form impressions in the first 11 seconds. It is their perception of you and how you may or may not do business, treat their customers, follow up, etc. Treat your BNI meeting as you would an appointment with a potential client.
- Be Prepared
- Every week with a well thought out prepared specific infomercial to educate your fellow team members on what are good referrals for you. Don't wing it.
- The same applies for your spotlight presentation. Don't waste the time telling the member what and how you do your job - Educate them on who you want to be introduced to, who/what is a good referral for you, what to listen for, etc. Don't sell to your fellow members, but educate them on how to find referrals for you. We are not a 'Buyer's Club.' We are a referral group.
- Be focused and in the present (Light that is focused, can do surgery)
- Paying attention/listening to your fellow members do their infomercials. Writing down information that will help you find referrals for them.
- Unless you're taking notes on your cell phone/tablet, shut it off and put it away.
- Step up/Get Involved
- Find ways to be of help within your Chapter.
- Volunteer for a Leadership or Support role. Again this gets you more Visibilityand builds your Credibility.
People want to do business (and refer) to people they know, like, and trust, that is why BNI asks you to have One 2 Ones. This gives you the opportunity to really get to know someone and find out about their business and the types of people and referrals they are looking for. This is part of building Credibility. This is where receiving referrals really takes off. One per week is the goal. In a larger chapter, 30/40+ it will take awhile to get around to all the members by only having one 1-2-1 per week. In a smaller chapter, it won't take as long, however, schedule a second one to one with the same members, especially those that are good referral partners and Power Team members. Dig deeper on how you can help your fellow members. Look outside your Chapter within BNI for other potential referral partners. Schedule one 2 ones with them. Make them quality one 2 ones. Prepare by completely completing your online profile in BNIConnectGlobal along with your GAINS profile. This helps fellow members of your Chapter get to know you. It also helps those looking for your products and services find you. It also helps those other BNI members looking for your product/service to find you. I recently spoke to an attorney who recently received two referrals via BNIConnectGlobal because he had his profile completed.
BNI has a philosophy of 'Givers Gain.' Zig Ziglar says that if we help enough people to get what they want, we'll get want we want.' Pay it Forward. As you give quality referrals to your fellow members, you will receive referrals. This again builds your Credibility. It's a Universal Law, what you give out, will come back to you. Also, when you receive referrals, ensure that you follow up in a timely manner, deliver the product/service in a timely and quality manner and report back to the person who gave you the referral. By doing so, you are again building your Credibility and will receive more referrals.
We are asked to invite visitors, but let's think in terms of how that is going to help us receive referrals. What about inviting our good clients? This shows your fellow members the type of person/business is a good referral is for you. And your customer will give you a good testimonial thus again building your Credibility. This is especially good to do when giving your spotlight presentation. Also inviting visitors brings business to your fellow members as well as prospects for building the Chapter membership.
One aspect that sets BNI apart from most other networking groups is the educational opportunities both face to face and online that BNI offers. BNI wants it's members to be successful. Here are some links and videos that further explain how to receive more referrals. Be sure and give yourself CEU credit when you complete these.
Podcast on 'Networking Wind Sprints' by Dr. Ivan Miser - Click Here
Video on 'Seeing your chapter as an "Introduction Force" not a "Sales Force." Click Here
Video on 'Being More Referable.' - Click Here
Article on 'Getting Connected.' Click Here
Article on 'A Master Networker carries their Network with them Everywhere.' Click Here
The price to join a referral-networking group like BNI is only an admission price--it gets you into the room where opportunities may come your way, but it doesn't entitle you to referrals. It's not enough to simply show up and participate. You must perform to make the most of these opportunities and new contacts.
No comments:
Post a Comment