Sunday, July 7, 2019

Rolling Out the Red Carpet

From February 2019
How was your first experience with BNI?
Did you feel welcomed?

In last month's newsletter we talked about the Value of a Visitor.  Inviting Visitors is part of the 'Givers Gain' philosophy of BNI.  It is a way to give to your fellow BNI members.  Your fellow members offer products and services that visitors may be looking for.  So by inviting visitors, you are bringing potential referrals to your fellow members.


So how was your first visit to BNI?  
Did you feel welcomed? 

BNI Chapters have a whole process to help ensure Visitors feel welcome.  

Here are the steps that are recommended to ensure every visitor gets the red carpet treatment:

 
  • When a visitor registers to attend, they receive an email from BNI, thanking them for registering.
  • Another email is sent to the Chapter Leadership Team and to the Visitor Hosts to alert them that they have Visitors registered to attend the upcoming meeting.
  • The best practice is for the Visitor to receive a phone call from the president or designated Visitor Host to find out a little bit about the Visitor so that they may make the right introductions to their prospective referral partners at the meeting.
  • The member who invited the Visitor, also follows up with the Visitor the day before to ensure they know the time and location of the meeting.
  • Followed by the phone call, an email with the directions and other information the Visitor needs to know, is also suggested to be sent by a Visitor host.
  • The Visitor Host prepares the Visitor name badges the night before thus letting the Visitor know when they arrive, that they were expected.
  • The morning of the meeting, the member who invited the Visitor needs to arrive early to greet their Visitor.  
  • The morning of the meeting, the Visitor Hosts arrive early to set up the Visitor registration table with all necessary material so that all the Visitors feel welcome.
  • A Visitor hosts meets and welcomes the Visitors, helps them get signed in, and introduces them to someone in their contact sphere.
  • (Great Chapters train their members, that ALL members are Visitor Hosts and they fill in and help out wherever it's needed.  After all, Visitors are potential business for all members.).
  •  The Visitor is given a Visitor Information packet, i.e. BNI brochure, agenda, Chapter Member information/roster, etc.
  • During the meeting, the member who invited the member, sits with their Visitor and answers questions and helps them through the agenda.  If there are any orphaned Visitors, a Visitor Host sits with them.  A Visitor should never be left alone.
  • After the meeting, Visitor Orientation is held and the Visitors are given information about the benefits of BNI membership.  
  • The Visitor Hosts helps the Visitors who have questions and assist those ready to complete an application.
  • After the meeting, the Visitor Host follows up with the Visitors with a phone call, thanking them for attending and answers any questions they may have.
  • The member who invited the Visitor should also follow up with their Visitor.
  • Power Team members of the Visitor should follow up with the Visitor.  This could be the start of a referral partner relationship even if the Visitor doesn't join the chapter.
  • The Visitor's information is verified in the system and their attendance is marked, so that they will become part of the BNI engagement process and receive periodic emails.
  • It is recommended that Chapters keep in touch with past Visitors.  They are great resources for subs.  They may be able to fill open seats should they become available.  Invite them back for a second visit and/or for Focused Visitor Days, i.e. for a featured speaker, stack days, Power Team Days, etc.
Visitors who feel welcomed are more apt to do business with the Chapter members and quite possibly consider membership.  It's important to help them feel welcome from the time they register, at the meeting, after the meeting, and beyond.  They are potential sources of business whether they become members of not.  

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