December 2007
Art of Networking
ScotlandNexus Chapter Passes 5,000th Referral
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Chapter Director Paul Martin explains, "The palms report stats prior to our October 14th meeting showed that the chapter has passed a total of 4,987 referrals. We only needed 13 referrals to reach the magic 5000. As we went around the table during the contribution slot, it was clear it was a particularly poor week for referrals. But the very last referral gave us number 5000, and I was ready with a bottle of champagne for the one who gave it!
Submitted by Paul Martin, Chapter Director, BNI Nexus Chapter
United KingdomHastings "Come-Back" Delivers 10,000 Referrals
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Five years ago, the Hastings Chapter on the South Coast of England was on its knees. Suspended, with just a handful of members, it was even suggested that it might be time to call it a day.
Executive Director Andrew Hall said, "It was a tough time for everyone, especially the founding members. Departing members told us we would never be big—everyone had been asked, but nothing more could be done."
Fast forward to the present day, and the contrast could not be more stark. Today, Hastings has 40 members, and is one of the largest groups in the country. With more members has come more business—the group has raced to 10,000 quality referrals among its members.
Andrew Hall knows where the credit is due: "The key has been a succession of world-class team leaders, each building further upon the work of those they have replaced. The result is a chapter that will remain at the top for years to come."
Submitted by Andrew Hall, BNI Executive Director, National Director – BNI China
United KingdomCanterbury Chapter Passes 50,000 Referrals
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Ten and half years ago, a few people met at a dingy pub a few miles outside Canterbury. Robert French told us about the importance of breakfast (to our wealth), Givers Gain, and networking. A few months later, Canterbury BNI, the first UK BNI Chapter outside of the London area, was launched. A dozen members signed up. Two of us, financial adviser Barry Williams of Regency IFA and printer Geordie Hayward of Hayward Design & Print, remain members today.
Today, we have 46 members. Canterbury Chapter has passed over 50,000 referrals, by far the highest number in the UK. If we drop to an average of two referrals per head, we have had a poor week—three or more per head represent a good week in Canterbury.
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We are now looking forward to the 100,000th referral. And make no mistake—it will not take another 10 years to get there.
Submitted by Barry Williams and Geordie Hayward, founding members of Canterbury Chapter.
SwedenAnnual Director and Member Conference
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The conference, attended by more than 120 delegates, was opened by Björn Ericsson, mayor of the county and Sweden's former chief of police. Dawn Lyons then made an inspiring and interactive presentation on referral marketing. Mike Macedonio and Dawn Lyons really stepped up to the plate with their "Truth or Delusion" presentation, and then signed books for a long line of people.
The conference was a definitive success. Many said it was the best to date, 92% said it met or exceeded their expectations, and a staggering 76% said they made three or more new business contacts. That's what it's all about!
Submitted by Linda Kennedy Torstensson, BNI - Sweden
GermanyMaking the German News
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Stuttgarter Newspaper (May '07)
Nicola Lazi, a digital photographer and member of Pluto Chapter, invited the local press in Stuttgart to a chapter meeting. They printed an article, and the day after it was printed, the local TV station called and asked to shoot a report for the local TV news!
Article summary: A feature on BNI's rules, structure, and purpose. Also mentions the fact that Pluto Chapter made over €675,000 in additional sales (about $900,000) just nine months after its launch.
Cabinet Maker Magazine Germany (June '07)
Article summary: After several months as a Mars Chapter member and chapter director, Nicole Mayer contacted the Cabinet Maker Magazine. The headline states that within BNI, it is absolutely possible for a taxi driver to refer new business to an interior decorator. Most people don't think so because they see the people in the room and don't consider each person's circle of contacts.
Böblinger Bote (July '07)
Article summary: This article was published by one of our Saturn Chapter members, PR specialist Michael Kunert. The chapter celebrated its first anniversary and almost reached the €1 million threshold in additional sales for the members. (The feedback from the article was good. On that day, 17 people called Michael for additional information.)
Submitted by Gunther Verleger
South AfricaSouth African BNI Member Wins Award
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WSI has more than 1,700 franchises worldwide, and built more than 30,000 websites this year. Internet consultants were invited to submit their projects for the SEO award.
Submitted by Marilise du Preez, Executive Director – BNI South Africa
CanadaMake a Wish Come True
For the last five years, our BNI region has supported Make a Wish Foundation. We host an annual charity golf tournament in Ottawa, in which 100% of the proceeds go to granting a wish for a terminally-ill child. We have been able to grant six wishes at $6,500 a wish.
Click here to read an article that appeared in a local newspaper featuring the recipient of last year's funds. Another child's wish will be granted following this year's tournament that raised $6,700.
Submitted by Denis Brisson & Jocelyne D'Aoust, Executive Directors - Eastern Ontario/Western Québec (Canada)
MexicoThird Chapter Launched in Mexico
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Karin Beltrán Padilla, National Director – BNI Mexico
BarbadosUsing Business Cards Effectively
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When I returned to my office, I did what I always do after my chapter meetings—make effective use of the business cards I received during the meeting (part of BNI's education).
I spent a few minutes following up with the visitors who were appreciative of my call. Although one visitor didn't think his business was ready for BNI, he remembered my presentation and was quite impressed. I generated an immediate sale of over $300, and asked for my services for his future business and personal gift needs. I generated another sale of more than $500 from one of the other visitors.
Effective communication and follow-up can determine our sales. Make contact within two days. Even if the visitor does not become a BNI member, they can become your customer. Following the structure and staying focused will guarantee results—it works for me!
Patricia Fields, Image Decor Inc, Flying Fish Chapter, Barbados
United StatesBNI Is Not for Dummies
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At a recent meeting of the BNI Richmond Referral Foundation Chapter in Staten Island, New York, the leadership team decided to take these ideas a step further.
When members arrived, they saw their "new CPA," as seen in the attached photos. During open networking, the "dummy" sat down in its seat. During the Sales Manager Minute, the president asked the "new CPA" to deliver a presentation.
After a long period of silence, the president explained that BNI chapters are not for dummies! The chapter needs a membership of vibrant, qualified individuals, not people who take up a seat without contributing.
A bag of chocolate coins and gold Hershey's Kisses was provided at each seat, with a pen that had images of $100 bills on it. Stapled to the bag was an article from a past issue of SuccessNet, "How to Successfully Invite Visitors." This illustrated that members are responsible for growing the chapter by identifying professions that are "most wanted"—and missing from the Power Teams.
Submitted by Tim Houston, BNI Area Director - New York City Outer Boroughs Region
United StatesBNI Night in New Orleans
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T.L. Starke's is owned and operated by members of two BNI chapters who are proud to provide a venue for the event.
We welcome newcomers, potential members, visitors, and members from chapters throughout the city. Join us for this monthly event: Work the network; get referrals; and, learn from others.
Submitted by Robin Coffey, Marketing Director, T.L. Starke's
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The South Bend Chapter of BNI celebrated its 11th birthday in September. It became a platinum chapter over five years ago.
One way members learn about each other is through their development of a Hook Book. Each member fills in four categories about their business, which helps others look for potential referrals: What to look for. What to listen for. What an ideal prospect description is. And, what to say when you find a prospect.
Each member prints the page and makes enough copies for all other chapter members. The pages are then added to each member's Hook Book to review at their leisure. It reminds members to look for referrals for other members; and it makes it easier to know how to present a member.
Submitted by Mona Mathis, Assistant Director, BNI - Northern Indiana
United StatesNew Chapters in Utah
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Submitted by Gary Birdsall, Executive Director - BNI Utah
United States |
On October 26, BNI Marketing in Northern Illinois celebrated Masters Day.
It started at breakfast in Downers Grove. Masters of Sales co-author Don Morgan and contributing authors Stephanie O'Hara and Tom Gosche presented and signed books.
At lunch in Rockford, Peggy Nuelle hosted another networking event. Masters of Sales co-author Don Morgan and contributing author Tom Gosche presented and signed books again.
More than 150 people attended the events, and we had eight outstanding sponsors.
Submitted by Tom Gosche