April 2007
Art of Networking |
BNI Assistant Director Receives Olympic Recognition
Congratulations to Gail Stolzenburg, Houston West Region Assistant Director! Gail is an accomplished motivational speaker and has written numerous articles and a book, One Minute to Health. Ruben Gonzalez recently interviewed him for an article on networking to be posted on his web site, Olympicmotivation.com. Ruben is a three-time Olympian, a motivational speaker, and the author of The Courage to Succeed. Ruben will be sharing the time on the stage with Dr. Misner on April 2 in Houston, Texas, at a High Achievers seminar.
Gail is pictured with Ruben reviewing Dr. Misner's latest book, Truth or Delusions. They refer to BNI and the book a number of times in the interview.
Kathy Mathy, Executive Director, BNI Houston West Region
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When you're looking to get new business from someone you meet for the first time, don't ask for business. Give them business instead. They will be pleased and will want to give you business in return. I kept this in the back of my mind as I waited for the right opportunity to use it.
I make and install gaskets for commercial refrigerator doors in restaurants, schools, hotels, and country clubs. One of my best customers is a well-known restaurant chain. They have complained about their refrigeration repair company for years.
Since I've been in business, I've known that refrigeration repair companies can be a good source of referrals, and I have a few small companies that know me well and give me business now and then. The biggest refrigeration repair company in my county has 24 service vehicles. They have contracts with the County Board of Education and hundreds of restaurants, delis, and pizza shops, etc., in the northern third of my state.
I've been reluctant to introduce myself because I was afraid they might perceive me as a competitor and throw me out the door. I was concerned they would bad-mouth me and keep me from getting new business. Sounds foolish perhaps, but it kept me from introducing myself to them.
One Monday I met with my client's restaurant manager, who was delighted to tell me they were getting rid of their old refrigeration company! I asked who would be replacing them; he told me he didn't have a replacement yet. I inquired if he'd heard of the largest and best repair company in the county, and he said he hadn't. I told him I'd have them contact him tomorrow, and the manager seemed very pleased.
That night I wrote a 'referral slip' for the president of the refrigeration company, even though I had never met him. The next morning, after my BNI meeting, I went to meet the president of the largest refrigeration service company in my county. I didn't have an appointment, but within five minutes I was in his office.
I explained that there was nothing he could do for me, but rather, I had something I could do for him. I gave him the referral slip, explaining the restaurant's situation. I told him the manager was expecting his call! He thanked me warmly and then asked me what I do.
I started to explain that I make and install gaskets for commercial refrigerator doors. He stopped me and asked, "Do you mean those gaskets that my guys hate to install? The gaskets that never fit right the first time they're installed, and that my men have to return a week later to make adjustments to?"
I didn't have to say a word. Now I have the largest refrigeration service company in my area giving me all their gasket business!
Kent C. Smith, Commercial Gaskets of North Jersey, Hillsdale, NJ - Vice President of the BNI New Day Chapter, Westwood, NJ
Submitted by Claudia MacDermott, BNI Area Director, Northern New Jersey
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My name is Tammy Frank, and I own and operate a full-service drapery workroom, It's Sew Fine, which offers custom window treatments, bedding, and more. I have been attempting to build my business for four years now. After three years of working part-time, I had to decide if I was going to be self-employed or someone else's employee. I chose self-employment.
My biggest obstacle in starting a new business was letting people know about me. My first thought was to contact real estate agents. So I called Christine Williams, an agent for Coldwell Banker in O'Fallon, MO. Christine offered to help me get a spot speaking at one of the monthly real estate meetings. Then she told me about her BNI chapter, O'Fallon/ Tri-County, and invited me to be her guest.
I was immediately impressed with BNI—members passed many referrals. I joined the O'Fallon/Tri-County chapter after attending two meetings as a guest.
Having not been involved in any type of networking group before, BNI taught me how to network. Twelve months later, my membership renewal came up. I did not think that I had received many referrals as a result of my membership and was struggling justifying the expense of another one-year membership.
Before making my decision, I ran a sales summary report. That was surprising! I found that my investment alone had paid off more than eight times! Even more impressive was the fact that the referrals I received from being involved in BNI accounted for more than 40% of my total sales for 2006. The numbers say it all—BNI WORKS!
Tammy Frank
Submitted by Mike Tobin, Director, BNI Central and Southern Missouri
www.bnitobin.blogspot.com
