"Visitors fix everything!" ~ Cathy Barbieri
How do Visitors fix everything?
Do you want to grow your business?
Do you want more referrals?
Visitors are the Answer
- Visitors are prospects.
- Prospects can turn into Customers/Referrals and Members
- Customers/Referrals/Members = Revenue $$
Why Invite Visitors?
1. Visitors bring energy - They are eager to network. Excited to meet new prospects. Members see new prospects and therefore they present a better weekly presentation which equal more energy for your meeting.
2. Visitors bring possible referrals - Many members report receiving their best referrals form visitors. Randy Amerson with the BAG Chapter says that the largest referral, revenue wise, he has ever received came from a visitor.
3. Visitors increase the revenue for most chapters by about 20 to 30%. They refer themselves and/or others to the members. Each visitor is said to be worth $1000 to $1500. So, when you invite visitors, someone from your chapter stands to benefit. That could be you.
4. Visitors become members. Most everyone was invited to attend a BNI meeting by a BNI Member. This contributes to the growth of the chapter. More members mean more referrals which means more revenue for members.
5. Visitors refer other possible members. They may not wish to become a member, but they may know someone to refer who would be a good fit.
6. Attrition happens - You can expect to lose members from time to time in a BNI chapter. It can be for different reasons. Job Changes, relocation, some just can't honor the commitment, and maybe even retirement... the list goes on. Visitors are the life blood of your chapter. Visitors are where new members are found.
7. Visitors make good subs. Not all visitors will become members, but some would like the opportunity to be invited back. It's always good to keep a list of the visitors so that when you need a sub, you have several to contact.
8. Invite visitors for introductions. Listen to your fellow members weekly presentations. Who do they want to meet? Then be on the lookout for that industry or person and invite them to your BNI meeting. That introduction could turn into a referral and closed business.
9. Building Relationships - It is always great when someone you've invited is interested and available to accompany you to a BNI meeting. But what if they can't make it? It's still good that you asked. It's building the relationship. Networking isn't only achieved when the initial goal is met; just making a contact is important, as you never know what will manifest in the future. Extending an invitation kindles your relationships to all the people you've invited, even if they weren't able to attend. So, when you're contacting and/or following up with clients, vendors, etc. extend an invitation to your BNI meeting and/or ask 'Who do you know?'
10. Power of One and personal creditability - It is a part of membership to invite at least one visitor per month. When your fellow members look at the Power of One report, that report speaks to each member's creditability according to their score. Those members in green earn 8 times more than those in red. And being in grey, is just not OK. Do you refer business to those members in red or grey?
So, we've gone over the Why, now let's talk about Who to invite.
ABC's and D for inviting -
A = Attitude - When considering inviting, you as a member needs a Giver's Gain attitude and Mindset. You're doing it to help the invitee and your chapter and in turn it will help you. And one of the criteria of an invitee is for them to have a good attitude. If we recognize that visitors bring business (an average of $1k closed business each) and energy to the chapter meeting, then anyone with a good attitude makes a good visitor. Period.
B = Business Owners - You want to invite Business Owners who are looking to grow their business. Who do you know who is looking for more business? Do you get phone calls for solicitation? Junk mail? Advertisements? Signage, i.e. in neighbors yards, on vehicles, billboards, etc. See posts on Social Media? Invite them to your BNI meeting and introduce them to your fellow referral partners. When someone is trying to sell you something, say something like, "Would you be interested in meeting (# of members in your chapter) other business people who might be interested in your product/service?" If they say yes, then invite them to your BNI meeting.
C = Clients and Customers - What do your clients and customers do for a living? Are they business owners? Strike up a conversation and find out. And of course ask if they know of any business owners who are looking for more referrals and who would be interested in attending a networking meeting.
D = Deliberate - Who do you need to meet? Who would make a good referral partner for you? Who would be a good addition to your contact sphere? Who would be a good Power Team member? Ask everyone you know if they know someone in that industry. Again, you are helping your chapter and yourself as well as the invitee.
How do you invite?
The simplest and easiest method is to use the GRIP method.
G - Are you looking to grow your business?
R - Do you depend on referrals to grow your business?
I - Would you be interested in meeting other business professionals who help each other by passing referrals?
P - Give them the particulars for your meeting.
Ask, but don't give out to much information -
- Do not use the word 'join.' You are inviting them to come and network.
- Do not mention weekly meetings. You are inviting them to attend one meeting to network.
- Do not mention any fees. You are inviting them to come and network. It is free to attend. Free opportunity for them to advertise and market their business.
How to invite on Social Media -
- Monitor groups where people are looking for referrals and when you see a person or company referred several times with good testimonials, send a private message - 'I saw that you received great reviews. Are you looking for more referrals? If yes -
'I'd like to invite you to a group I just recently help get started in [YOUR CITY] to focus on strategizing word of mouth referrals. If you have time on [DATE AND TIME OF YOUR MEETING], I'd love to invite you to a free virtual networking session! There will be men and women from different classifications who all are looking to pass exclusive referrals to one another! If you are interested, I would love to get you registered. There is no obligation and it's completely free so if anything, you'll get free advertising for the day!
You can also make a post on a social media platform, i.e. Facebook, Alignable, LinkedIn, etc. and ask for a certain industry for your contact sphere, power team, etc.
Inviting is a numbers game. Not everyone is going to say yes. You are going to get some nos. Sometimes you have to ask several times before they will actually attend. Just like you wouldn't stop seeking business for yourself, you want to keep seeking guests and visitors for your BNI meeting. It will add to you and your chapter's bottom line as well as increase your creditability with your fellow members.
If you or your chapter needs help and support, reach out to your Support Director Consultant.
Here are some additional resources:
Five Reasons to Invite - Laura Goodman
Why Invite Visitors to BNI - Brian Loebig
The ABC and D of Who to Invite - Richard Foulkes
100 Visitors in 15 minutes - YouTube
Inviting Visitors via Whats App - Dr. Ivan Misner
Inviting Visitors the Easy Way - Jon Sooy
How to invite Visitors Successfully - Bram Lagrou
For previous articles refer to my Notably Green Blog.
And join the Facebook Group - Notably Green
Let me know if you have any questions and how I can be of help.
To Your Success,
Annette Mason
Area Director Consultant
