January/February 2005
Art of Networking
My BNI StoryMe and "The Jersey Guys"
I joined BNI a few months after starting my personal chef business.
My strongest hope (aside from giving and receiving referrals) was to build my confidence, thereby opening up situations that would enable me to expand my business. As a member for over 2.5 years, I'm pleased to say that my goals are being accomplished.
Recently, one of the "personalities" on the most-listened to radio station in New Jersey, put out a call for listeners who would like to bring in some unusual food for their "Annual Thanksgiving Feast" held at the station on the Wednesday right before Thanksgiving. My wife heard this Friday and I emailed them Monday saying I could bring them some special brownies. The "special" part is a new Liqueur, Espiritu, that's manufactured by another member of my chapter, James Wasas of Conklin Marketing, Inc. The producer called me that day and said I could come!
I arrived at the station not knowing if I would be on the air or if I would simply be dropping off my "goodies". Besides the brownies, I brought a couple of bottles of the "Espíritu del Ecuador". Well, it was perfect! I was in the studio with them for three hours, during some of which I was actually on the air. They also plugged my business numerous times, as well as Espíritu. As a result, I booked a dinner party for January and have received numerous requests for information about my services and Espíritu!
This is something that was way out of my comfort zone in my pre-BNI life. BNI's "training" component has helped me in my business and personal life. Thank you, BNI!
Ted Kanterman, Ted Can Cook, Too!, Shore Money chapter, Asbury Park, NJ
BNI Breaks Through Public Relations Stagnation
The relationships I built through networking have proven to be crucial to the promotion of my book, Ready, Set, Succeed: How successful projects triumph over business as usual. Introductions made by my networking contacts have resulted in significant story placements in the media. A public relations consultant I met through networking in the Pittsburgh area launched my book tour, resulting in ten prominent and highly visible placements in newspapers, magazines, television and radio. The most exciting connection I made was when I attended an event at the invitation of BNI Western Pennsylvania Executive Director Deanna Tucci Schmitt. There, Deanna introduced me to the keynote speaker, Gladys Edmunds. A nationally known speaker, columnist and author, Gladys featured me in her Entrepreneurial Tightrope column in USAToday.com the very next week. The column was entitled "Project consultants can be a big help for small businesses." (click here to read the column). This column also appeared in Gladys' nationwide syndicated column in December 2004throughout the country. Meeting Gladys was the most powerful connection I made during my book launch. BNI connections really paid off!
Linda H. Schumacher, Schumacher Consulting, Inc., www.ReadySetSucceedBook.com.
Circle of Excellence chapter, Western Pennsylvania
"BNI Helps AVITA Create Small Biz Success Stories"
When I reflect on how BNI has impacted AVITA over the past year, I am reminded of the following quotation by Carl W. Buecner, "They may forget what you said, but they will never forget how you made them feel." AVITA's business focus attempts to do the same by assisting women, minorities, and clients with disabilities achieve their business goals.
When I began this company, several colleagues were convinced that a company targeting socially and economically disadvantaged business owners would never actually make a profit. Despite their doubts, in November 2004, I announced at our Portland Northeast chapter that AVITA grew 300% in gross sales in just 12 months. More importantly, BNI has provided AVITA the opportunity to create success stories with small businesses, impacting our community daily. Our firm would like to personally thank Laurence Green, of Green Financial Services, for introducing us to the BNI family.
Kedma S. Ough, President of AVITA & Associates, www.avitabiz.com
Submitted by: Robin Schuckmann, Executive Director, BNI Oregon & SW Washington
A Day in the Life of a New Girl
9:30 AM. I meet with an events co-ordination company who visited the Fareham chapter, previously. They are about to go national and asked me to talk with them to sort out their marketing material.
Everything needs to be done quickly and professionally. Do I know a Graphic Designer – yes, a really innovative one (first referral a fellow member). How about a Website Designer – yes, I know one who has just launched a brilliantly priced start up package (second referral for a fellow member). I point out that they should no longer use their home phone numbers if they are going to be operating on this level. Do I know of anyone who could help in this way – yes (referral number three for a fellow member).
We brainstorm organizing travel packages for a new initiative I suggest they launch. Interestingly, I know a Travel Agent and who visited our chapter from a neighbouring chapter (another referral – is that four?).
11:30 AM. I leave the hotel and receive a phone call from another member who wants to brainstorm with me about leveraging the chapter locally through marketing tactics. We schedule a meeting for the following Monday.
I then ring my referred Graphic Designer and Website Designer. The Website Designer just landed a large piece of work on the basis of a new marketing strategy we had devised. He visited a neighbouring chapter that morning and gave my name to someone looking for a sub. Was that OK and could she ring me? This suits me fine.
All of this before lunch! Imagine that! Of course, I must be an old hand at this to get so many referrals, mustn't I? No. My induction took place on October 12th, 2004. It was the smartest move I ever made. I was particularly astute at picking the Fareham chapter whose members are the nicest and most supportive bunch of people you could wish to meet – even at 6:45 on a Monday morning!
Jane Buswell, Business Fulcrum Limited, Fareham chapter, United Kingdom
"Without BNI, I wouldn't be in business!"
Five years ago, I became the manager of a fairly new travel agency. Being new to the Edmonton area business community, I joined BNI on the recommendation of some acquaintances from a Chamber of Commerce. The business and personal contacts I have made through BNI have contributed greatly to my success.
A few months ago, I ventured into the world of "home-based" travel agents. Without the advice of BNI professionals, my decision process would have been slower and more difficult. Since I launched, almost 90 percent of my sales have been from fellow BNI members.
Janet McKelvie, Leisure Connection Tours and Safaris, BNI First Edmonton chapter
"BNI is My Top Ten Referral Source"
In February of 2002, Ann Choo joined BNI, Suria chapter and by August of this year, she had already realized double her 2003 revenue. Her business success over the past two and a half years has convinced Ann that BNI's system of building trusting and long-lasting relationships is the only way to go.
Ann has added to the concept of "Givers Gain" by committing to treat each referral with the same level of commitment and excitement as she did her very first. Admittedly, not all referrals seem as promising as others but with perseverance and patience, Ann believes, anything can happen.
BNI has radically changed the way Ann conducts business by:
- teaching her how to be more customer-focused.
- reinforcing the importance of follow-up with members, visitors, customers and prospects, thus increasing her visibility.
- providing a platform for consistent interaction with prospects by inviting them to BNI meetings, increasing her credibility.
