Art of Networking
The 3 Types of Sales People
And how to help them bag your biggest customer yet.
By Steve Kaplan

In this excerpt from "Bag the Elephant: How to Win & Keep Big Customers" (Bard Press), author Steve Kaplan explains the importance of matching the personality of a sales person with the right customer. It's the difference, he writes, between success and failure. To land the big client or customer (the elephant) requires you to work smart in the sales process.

I believe that all BNI members will benefit from reading Bag the Elephant. So much so that I've obtained 12,000 copies of the book to give to BNI members. Each US chapter will soon receive a copy to keep in every chapter library. I encourage all of our membership to read Steve's book and put the ideas into action. To purchase your own copy of "Bag the Elephant" visit: www.Differencemaker.com.
Dr. Ivan Misner, Founder & CEO, BNI | Read this article

From the Founder
Contacting Prospective Customers
How to make the most of your first communication with future customers.
By Dr. Ivan Misner, Founder and CEO, BNI

Your referral source has done her job. Now it's time to contact the prospect. But be careful: The purpose of your first contact is not to make a sale or even ask the prospect if he has questions about your business. If—and only if—the prospect asks, should you present your products or services during this initial contact.

The purpose of the first contact with the prospect is to:
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To the Next Level
Visitors Galore!
Yes, we all know the golden rules when it comes to inviting visitors to our chapters: don't 'sell' BNI, highlight the business benefits, adopt a warm and friendly tone when extending your invitations, and so on…

But is that all? If so, why do significant numbers of members struggle to find good visitors, when others seem to have no difficulty bringing guests along on an almost weekly basis? | Read this article


Breaking News
Masters of Sales by Ivan Misner and Don Morgan

Would YOU like to be a contributing author to another BNI bestseller?
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BNI in the News

Word-of-Mouth Marketing on a Shoestring

One of the satisfactions—and sometimes thrills—of being in business for yourself is unexpectedly meeting or getting a call from someone who wants what you offer. But for this to happen, you need to get the word out that you're in business.
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