BNI SuccessNet - September/October 2003 - BNI: More Than A Meeting

In the continuing theme of "BNI: More Than a Meeting," the concepts for this issue are Resources and Responsibility.

One of the biggest benefits of being part of an international organization such as BNI is the worldwide resources available to you. I know several members who have clients in different parts of the United States or even in other countries because of BNI's resources. The resources available through BNI have given them the opportunity to find a trusted business professional to whom they could refer their client in their local area.

In addition, the goal of a word-of-mouth professional is to be a resource for the people they know. Let those you come in contact with know that you work with professionals who can fill the needs for goods or services. This will cause them to call you first when they need a referral for their business and personal life. It raises your value to them, and it keeps you in the top of their minds when they run into people in need of what you do. My personal opinion is that each business person should have a goal of being #1 on the speed dial with the people they know so they call you first when they want to do business.

As a small business person, you have the ability to make your business even larger with the resources available to you and your customers through BNI. Being a resource comes with responsibility, however. As a BNI member, your responsibility comes first in being at your weekly meeting. One day a member called me and said, "I finally understand the reason for the attendance policy in BNI."

I asked what she meant. She related to me that at her meeting that morning, one of the members told about a service that she provided that she hadn’t talked about before. Immediately after the meeting, that member met with a business person who had a need for this service. She was able to give a referral.

The responsibility doesn’t stop at attending the meeting. You must be present and be listening to the commercials and presentations so you are aware of what the member is saying. It's easy to fall into the trap of planning for your next appointment after the meeting or wondering how things are going at home. Only by listening and being totally present at your BNI meeting can you hear the information shared.

Responsibility continues when you receive a referral. Make the member that gave you the referral look good by immediately following-up with the contact they have given you. The person referring you has recommended you. They've put a piece of their reputation on your follow-up and good service.

Conversely, when you give a referral, warm the referral up so that the contact is anticipating the call. Fill the referral slip out with contact information so that the member can follow-up and make you look good in the eyes of the person you have referred to them.

BNI is more than a meeting. Your participation gives you the resources of national and international contacts. With that participation comes the responsibility of helping your fellow members as well as performing as the business professional that you are.