July 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Make the Most of Your BNI Membership
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Since being accepted to BNI, I have tried to learn as much as possible about networking and helping others succeed. As a result, I have received so many business referrals that I no longer have to worry about "down times." Here are some suggestions that will help you always have "up times."
Live BNI's philosophy—Givers Gain.
Don't just give it lip service. Help others as much and as often as you can, even when it's not convenient. You will not only become a better networker, you also make the world a better place.
Get involved.
Make a commitment to your chapter. Be part of the leadership team, be on the membership committee, or be a visitor host. If you can't hold any of those positions, be a greeter! You'll be the first person the visitor gets to know. If you don't feel you can do even this, show up early and set up, or stay later and clean up.
Attend as many BNI-sponsored classes as possible.
You may be thinking, I already went to an MSP. Why should I go again? If so, you may want to ask yourself how successful you truly want to be. BNI focuses on educating its members for continual success. It might mean you need to go to the advanced MSPs. You'll learn how to improve your "Sales Manager Minute," how to effectively do a one-to-one (dance card), and how to give an effective 10-minute presentation. If we're not successful in BNI, it's not from BNI's lack of help. Contact your area director or executive director for class times and locations.
Start practicing the things you've learned.
Be a good BNI member wherever you are. Bring your BNI card-holder with you to appointments. While you're working on an estimate for a client, hand them the card-holder and say, "In this book are many professionals that I would personally recommend. Would you go through it and see if there's a product or service you may need now or in the future?" Start looking for opportunities for your co-members. Don't sit back and wait for a good referral to fall in your lap. Strive to help at least one of your co-members each week.
Don't complain.
Who wants to give referrals to a complainer? Have you ever heard someone say, "The meeting is too early," "The food is too cold," or "I'm not getting any referrals"? If you've not heard these phrases, check to see if you're the one saying them. In order to get the most out of your BNI membership, be someone who is fun to refer. Also, when you receive a referral, make sure you thank the person who gave it to you. They worked hard to get it, so you should show your gratitude!
For other tips, don't forget to subscribe to SuccessNet Online, check out entrepeneur.com, and read some of the many great books on networking. (One of my personal favorites is Truth or Delusion? by Ivan Misner, Mike Macedonio & Mike Garrison.) Not only do I hope you succeed, I also hope you are compelled to help others succeed.
Christopher Signore has been a P&C Insurance Agent for 13 years and at the Rousseau Agency for 10. He also provides Life Settlements and is the Proprietor of New Creation Financial, LLC. He is an Ambassador for BNI and is currently a member of the BNI Network Professionals chapter of BNI which meets in South Portland, ME. Christopher has been in BNI about 4 years and has held positions each of those years. His favorites so far have been Chapter President and Educational Coordinator.
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Laser-Sharp Networking
3 tips for getting precision results from your networking efforts.
Did you know that the energy emitted by a normal light bulb is equal to the energy emitted by a laser beam? A laser has a very tight beam and is very strong and concentrated. A light bulb, on the other hand, releases light in many directions; the light is comparably weak and diffuse. The difference between the two allows the laser, with its focused energy, to do very fine and delicate surgery, artistic etching, and play the broad, full sounds of an orchestral overture.
Does that sound like the kind of precision you want from your networking activities? I've found that there are three ways to bring your networking efforts into laser-sharp focus to build your business:
1. Focus on one aspect of your business at each networking meeting. Remember, your goal is to train a sales force, not close a sale. Therefore, each time you have an opportunity, focus on a specific product or service you offer; then train people how to refer you in this area.
Too often we try to cover everything we do in one introduction. When you have the chance to be in front of the same group of folks regularly, don't paint with too broad a brush. Laser-sharp networking calls for you to be very specific and detailed about one thing at a time.
Sometimes I hear businesspeople say they have a "full-service" business. I think saying this alone is a mistake—full-service doesn't mean anything to people who don't understand the details of all the services you offer. Instead, talk about what you specialize in or what you're best known for. Focus on what sets you apart from the competition; let others know about those aspects of your business.
2. When asking for referrals from your networking partners, be specific about what you want. Identify specific people to whom you wish to be introduced. Personal introductions can open doors for you that otherwise would remain closed. If you don't know the name of the manager of another business whom you wish to meet, find out—then ask specifically for a referral to that person.
Give vivid examples of the type of referral you wish to receive. I'd recommend reviewing a case study from a current client or past successful referral with your networking partners. Define what the needs were of that prospect and how your business met those needs. Be as detailed as you can be so your networking partners can visualize the experience and have a clear picture of how you were able to meet this person's needs. This will give them clarity and focus when they meet another person with the same needs.
3. Meet with each person in your networking circle one-to-one. When you meet away from the general networking session, you deepen the relationship and dial up the focus of your networking efforts. To maximize the energy of the partnership you're forging with your referral sources, it's critical to spend time with them. Just going to a social function or sitting side-by-side at some type of conference or networking event isn't enough. You have to be face-to-face, exploring commonalities and complimentary aspects of each of your businesses, to be powerful referral sources for each other.
In our increasingly fast-paced society and business climate, it's important to take your time to get to know your referral sources and cultivate long-lasting and mutually profitable relationships. It's true that "time is money," but I also know that without investing a good chunk of your time in one-to-one relationships, you won't have the kind of strong and deeply focused referral sources you need for successful word-of-mouth marketing.
By focusing your efforts like a laser beam, you'll fine-tune your networking message and increase your results.
Called the father of modern networking, Dr. Ivan Misner is the Founder of BNI and the senior partner for the Referral Institute. He has written nine books, including his recently released New York Times best seller Truth or Delusion? Busting Networking's Biggest Myths.
BNI in the News
Live Oak Studio Produces Rare Interview with Dr. MisnerDr. Misner can commonly be heard talking about BNI's beginnings and why the giving, positive attitudes of BNI members have ensured BNI's success. But it is not often that interviewers ask him about his upbringing and early inspirations.
However, a recent podcast interview conducted by Priscilla Rice and produced by Live Oak Studio touches on this story and more. Listen to the interview to hear Ivan speak about his early influences, as well as:
- The difference between those who have achieved a level of success and those who haven't.
- The benefits of having a long-term vision and taking incremental steps toward fulfilling it.
- The relationship of self confidence to networking.
- How the hidden elements in martial arts are related to the business world and BNI.
- And more.
Read this article
Rehoboth Chapter Promotes Word-of-Mouth Referrals
Rehoboth's BNI Chapter III, founded in December 2006, is one of the fastest growing BNI chapters in the Delaware Valley Region. With 33 members, Rehoboth Beach BNI President Josh Morimoto says the group's rapid growth results from so many newcomers moving to the area. "The purpose is to help generate referrals for their businesses. Word-of-mouth referrals are the best way to generate business," said Morimoto.
Read this article
Trends in Business Networking Give Edge to Small Business
In the early 1980s, John Naisbitt wrote in Megatrends about the emerging importance of the networking process in society. Later, Tom Peters wrote in Thriving on Chaos that this "process can be systematized."
When you stop to think about it, these two statements weren't made all that long ago. Networking and relationship marketing is a fairly new kid on the block. From the mid-1980s the 1990s, systems and structures began to emerge that shifted a lot of business owners from a single-minded focus of direct selling to a broader scope which included relationship marketing and networking.
There are several emerging issues and trends surrounding the process of networking that are being created out of the need to find an effective way to develop business for entrepreneurs and sales people in this new century. Here are three of the most prominent trends that I believe will become more important in the coming years.
Read this article
Gaining by Giving
Joseph Pardo, Vice President of BNI Harvest Chapter in the Phillipines, was featured in an interview in the June 2007 edition of Entrepreneur magazine.
The article is titled "Gaining by Giving." Since being published, there has been greater interest in visiting and joining BNI chapters in the Phillipines.
Read this article
Why Introverts Can Be Great Networkers
A common assumption is that a "people person" is the best type of networker. But this isn't necessarily true. Actually, the only people who can't profit from networking or referral marketing are those who don't like people at all. But they aren't likely to be entrepreneurs or involved in sales in the first place.
Read this article
Networking Works, but It's Not Foolproof
As simple as the networking-marketing concept seems to be, I am astounded by the expectations businesspeople have, with little understanding or execution of the concept. Network marketing is supposed to be a win-win, not a win-when.
Read this article
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You're a Member … Now What?
10 tips for your first BNI meetings.
You've committed to fill a member spot; you're excited and ready to network. But maybe you still have a few questions about how to make your BNI experience the best possible. Below are 10 tried-and-true tips for making the BNI experience work for you.
1. Show up on time. Nothing sends a clearer message to your sales force about your credibility than showing up on time. It's a good idea to be ten minutes early.
2. Dress appropriately. If you are a business banker, khaki shorts and flip flops won't land you a huge deal at your branch. Why should BNI be any different? This is a business meeting.
3. Meet your sales force. If you don't take time to meet other members, they won't be able to help you. Learn their names, and use them. "I'm sorry. I forgot your name" doesn't always help your cause.
4. Listen. Dr. Ivan Misner, founder of BNI, says it best: "You have two ears and one mouth; use them proportionately." The fastest way to learn about BNI and your sales force is to listen.
5. Ask questions. If you don't understand something, ask. This is a learning process. Asking questions gives you visibility within your group and demonstrates your industry knowledge. There's an old adage that says, "Ask and you shall receive."
6. Get involved. Being new doesn't mean you can't contribute. BNI statistics show that people on the leadership team get more business. Join the leadership or support team, attend BNI trainings, and be willing to be a substitute at another BNI chapter in your area.
7. Communicate. Every organization has their own "unwritten" rules on how things are done. Ask questions, learn the BNI lingo, and use it. By communicating in our BNI language, you are demonstrating your ability to learn, which shows commitment.
8. Avoid gossip. It's everywhere, even in BNI. You join BNI to build your business. Use your time with members to build trust, confidence, and relationships. Gossip does nothing for your wallet!
9. Stay late. One of the best ways to increase your exposure in BNI is to stay after the meeting to continue networking, follow through on referrals, or help clean up the room. This shows your commitment and dedication to the group.
10. Stay upbeat. During the first few meetings, you might be overwhelmed with timed commercials, learning everyone's name, filling out referral slips, and remembering to stock the business card box with business cards. Smile, have fun, be positive, and don't be afraid to let your hair down! (Not too far, though.)
Tom Schmoll is Area Director of BNI Minnesota, Rapid Referral Chapter, Grand Rapids, MN
My BNI Story
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Hope for the Introvert
I just ran across Dr. Ivan Misner's article "You Have to be a Real 'People Person' to be Good at Networking … Right?"
As an introvert, I find it extremely difficult to cold call. Distraught, I decided to throw in the towel. I thought, I'm just not cut out for this.
As I began to look for another job, I ran across Mr. Misner's article—and it gave me hope. I realized I can be a great networker, even as an introvert. I want to thank Dr. Misner for writing that article. It has made me reconsider giving up on my current job.
Anonymous
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I have been a member of BNI Success Chapter in Penang, Malaysia, since March 2005. Over the years, I've received a continuous flow of referrals from members, in particular from our Chapter President Stephen Kam, the owner of real estate company REA Connections.
Last year, Stephen gave me a referral for electrical consulting and contracting work for Metalysis (M) Sdn Bhd. This factory, based in Kulim, is funded by Rolls Royce. This project alone contributed to 30% of the business turnover for our organization in 2006. We completed the project ahead of time and the client was extremely pleased with the results.
BNI really works. The longer I'm in the chapter, the stronger the relationship I develop with members—and the bigger the referrals I get!
Ed Kiew, Knowledge Energy Solutions
Not Giving Up on BNI
Besides operating a custom sewing business, I am also the VP of my BNI chapter and an ambassador for BNI Minnesota. When I became a member of BNI, my husband and I both worked from home. Recently, he accepted a position with a company. Suddenly, I felt like a stay-at-home mom with nothing to do but taxi our kids around.
But I still had a business to run. I had a hard time juggling it all. I even thought of giving up BNI.
Another member from my chapter told me to stop feeling sorry for myself and to find a way to make it work. I now schedule chapter visits on days I have someone to take my son to school. And I can rely on my older children to help out. I also told my area director and executive director about my change of circumstances. They were very understanding and accommodating.
Ironically, since this life-change my business has boomed; the bonds within my own chapter have grown stronger; I visit chapters and leave with referrals; and, I've also been asked to be an assistant director!
BNI always helps me find ways to make things work. You just need to brainstorm and ask for help. We have such a great network. The bottom line is this: I'm not giving up BNI!
Tara Schmakel, The Workroom
80 Percent BNI!
I've been a BNI member since June 2006. Eighty percent of my business is directly attributed to BNI! It's fantastic. Thank you, BNI!
Submitted by Debby Whitlock, Solemates Holistic Therapy, BNI Romsey Entrepreneurs Chapter, Hampshire, UK
Membership Pays Off
I received 43 percent of my business from BNI referrals in my first year of membership!
Paul Gaylor, National Legal Services, Farmborough Jets Chapter, UK
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BNI in How to Work a RoomSusan RoAne's book How to Work a Room, the seminal book on interacting in social settings, recently has been updated. The book addresses issues we must consider when attending professional and social events. (This is NOT a networking book—RoAne's The Secrets of Savvy Networking is.) It offers practical strategies for mingling, interacting, schmoozing, and building common bonds. It includes chapters on roadblocks and remedies, preparation, small talk, specific events (fundraisers, trade shows, reunions, social parties, and conferences), and how NOT to work a room (in the chapter "Mr. or Ms. Sleaze Works a Room or How Not to Do It").
Since its original publication 18 years ago, the basic social and business dilemmas have not changed. But technology has, giving us more opportunities to be rude. Those breaches, she points out, could impact our careers, businesses, and reputations. There are revised chapters on "How to Work an Audience" as well as "Charm and Chutzpah." There is even a mention of BNI and Ivan Misner on page 181!
It's the perfect book for anyone who walks into events, meetings, conferences, or parties with people they don't know but want to meet.
Go to http://www.susanroane.com/ to learn more.
Calling All BNI Members Interested in International BusinessAre you a BNI Member who wants to tap into international business? If so, then you MUST be at the BNI Worldwide Members Event, held in Kuala Lumpur, Malaysia, on May 28-29, 2008.
Visit the KL08 BNI Worldwide Members Event Website.
Find out more here.