|
HUDDLE TIME
Notable Nugget
Did you know that a 30-second commercial during the Super Bowl costs just $2,300,000? Or, you can belong to BNI for 9,583.33 years, and give 479,166, 30-second commercials, and 28,750 in-depth presentations to an attentive and motivated sales staff. Compare the value!
HUDDLE TIME
The Difference Between Mediocrity and Success
By Elisabeth Misner, SuccessNet Senior Editor
When BNI was first considering the concept of Visitor Hosts in every chapter, we asked ourselves what the percentage of visitors actually joining each chapter was. We found it ranged between 30 percent and 60 percent. We felt that it should be at least 80 percent or more! So, we formalized the idea that has since proven to be a dynamic force in converting a simply interested individual into a valuable member.
Visitor Hosts are critical to your chapter's ability to gain new members. There are several principles "Master" Visitor Hosts should know and implement to make a difference in the percentage rate of visitors who actually apply for membership.
1. The process begins the moment that visitor walks in the door.
If your chapter doesn't have a Visitor Host, or only has one, check in your chapter's Leadership Team Manual and follow the guidelines there about instituting two Visitor Hosts. Your visitors should be met by a warm, welcoming individual and brought into a room that is prepared, members who are there already (not late) and given an overview of what to expect during the course of the meeting.
The most successful chapters of BNI have at least two Visitor Hosts; some even teach every member that he or she is a Visitor Host—in effect each and every member is the Visitor Host for your chapter!
2. Nearly 100% of visitors make their decision whether to apply for membership in the first ten minutes!
It is absolutely critical, in this age of competing networking organizations, that your chapter presents a professional, caring and warm image. Make the visitors feel as if you want them to apply for membership. Most visitors arrive early—don't let them arrive before you do! That may mean you need to be there 10 or 15 minutes early, as the Visitor Hosts.
3. Master Visitor Hosts know their duties and perform them flawlessly.
Explain the agenda, and let the visitors know they will be asked to stand to do a sixty-second introduction. Be sure to let them know they are encouraged to pass out their business cards and brochures during the meeting.
Introduce them to the Leadership Team members and members that are in their Contact Sphere. They already can begin seeing the referrals that will be waiting for them week after week! Tell them that your chapter is waiting for someone in their profession to give their business to and to refer to others. Use the magic phrase: If you like what you see and you want to join, it's possible to lock out your competitor from getting all of our business and referrals by submitting your application today!
In reality, there are lots of ways your membership can grow and you can succeed in BNI. But the effective use of Visitor Hosts can make an incalculable impact on the growth of your chapter. Challenge your members to reach that 80 percent success rate in transitioning visitors into members!
HUDDLE TIME
Quality Control in Your Chapter
Do you know that your chapter has a quality control board to assure its members are achieving nothing but powerful results from their affiliation with BNI?
That quality control board is your chapter's Membership Committee. Just like a typical quality control board, the Membership Committee reviews the performance of the equipment, checks for weaknesses and recommends acquiring new machinery where needed.
Your Membership Committee regularly reviews the chapter reports relating to referral generation, visitors and participation of the members. If a member is not participating, or participating half-heartedly, the Membership Committee approaches that member and finds out how they can help the member get the most out of his or her membership!
Sometimes, it's just a case of the member needing to be refreshed on things like following up on referrals or what qualifies as a bona fide referral. At times, Membership Committees may recommend that a member attend the Member's Success Program for a "refresher." This can be done when a member has missed meetings and is almost maxed out on the number of absences allowed (three in any given Leadership Team term, April 1 to September 31 and October 1 to March 31).
The Membership Committee handles concerns from members about other members. From time to time, members are not happy with the service provided (or not provided) by another member. Or, members are not satisfied with the quality of referrals that are being given to them. These matters are handled professionally and discreetly with the assistance of the Leadership Team and BNI Directors.
The Member's Policy Brochure clearly states that the Membership Committee has final authority over all membership classifications, so their interaction with chapter members when problems arise is vital.
Your Membership Committee also reviews applications submitted for membership from visitors. References need to be checked (we want to be sure only the most credible business people are accepted, because we are going to be giving our client base to that individual in the form of referrals). Business categories need to be kept straight, so no one overlaps with anyone else's profession; and recommendations for acceptance are made.
If a visitor appears to conflict with your classification, you must let the committee know. If you say nothing, the Membership Committee will just assume your consent. Membership Committees evaluate whether or not the prospective member has an ability to bring business to the chapter and whether or not the chapter can do the same. They must consider the person's location, and whether this person is professional and ethical. Many times, another member who can vouch for these qualities brings in a visitor.
Take advantage of the quality control, which is part of the system of this networking organization we call BNI. It will help you be sure that you are making the most of your membership. Quality control is part of what makes BNI the world's greatest business referral organization.
HUDDLE TIME
Dance Card Digest
- Contact Sphere Exchange
- The goal: To identify which contact-sphere professions (in and out of the chapter) are good referral sources for each other.
- This dance card style is used first in the setting of an Open Networking Exercise, and then followed up with a one-on-one meeting to take action steps to achieve the goal.
- Steps to Take
- Talk during Open Networking and list the professions you need to produce more business.
- Start by asking the other person "What professions can I introduce you to that will increase your business?"
- Develop a game plan of ways to introduce each other to professionals you need to know. This may mean inviting a person to your chapter meeting so you can introduce him or her to your dance card partner seeking that profession. Say to them, "I'd like you to attend our business breakfast/lunch. I have someone who is very interested in meeting you!"
- One-on-one follow-up meetings are needed to activate this plan and identify ways you can increase each other's business.
Be sure to attend the free TeleSeminar on the topic of "Increasing Your Business Using The Dance Card" on Tuesday, April 10, 12 p.m. (Pacific). We'll discuss many of the 23 ways to use the dance card and offer some tips on maximizing your effect using this medium of communication.
To register for this dance card session, log on to the BNI Wisconsin web site (www.bniwis.com) and register in the calendar of events section. (Registration is limited to the first 30 participants.) The approximate cost is $6 for the long distance call into the phone bridge number.
Submitted by Craig Campana, Wisconsin Executive Director |
|
