March/April 2006
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Networking Your Way into Big Companies
People from big companies rarely attend local networking events. They simply don't have the time to spend with others who are irrelevant to their career. Instead they invest in intra-company networking with their peers in other divisions or in related functions, such as marketing, manufacturing, or customer service.So if corporate decision makers never show up at the events you attend, does that mean it's a waste of time for you to go to these functions? It does if you spend all your time chitchatting while you're there. On the other hand, you can get your act together and be smart about it.
Here are five tips to help you crack into corporate accounts:
1. Clarify your target market and value proposition: It's highly likely that your product or service fits better in certain big companies than others. For example, my specialty is sales, but not all sales organizations are a good fit for me. I only work in the business-to-business arena on complex sales requiring multiple calls. I do zero work in business-to-consumer sales. That's important for people to know or else they'll try to hook me up with the wrong contacts or companies.
Be able to clearly articulate your value proposition. What are your decision makers struggling with? How do you help them improve their operations or reach their goals?
When you narrow the playing field down to those areas in business where you make a difference, your networking success skyrockets. Try to be all things to all people and no one will give you a referral into a big company.
2. Focus in on specific opportunities: When you attend a networking event, focus ahead of time on the type of person you'd like to meet. What company are they from? What position do they hold? What problems are they having?
"Most of our new business comes through sales and marketing consultants who introduce us to their clients," says the CEO of a software services provider. "So I network to meet these potential business partners and then invest time getting to know them."
Be willing to state what you're looking for explicitly. You'll be amazed at the difference it makes.
Several months ago I decided that Pitney Bowes could use my services. Because I knew it would be difficult to find the right contacts, I decided to write a series of articles for my e-newsletter about the multiple gyrations I went through to get my foot in the door.
I mentioned this idea to a few business associations. Believe it or not, within a week I was given the names of two excellent contacts in the Pitney Bowes sales organization. I was dumbfounded - and a good story concept was ruined!
3. Leverage your existing contacts: That's right. As my previous example shows, the people you know may have connections to a contact that's perfect for you. Don't wait for serendipity. Start talking to your friends, family, and colleagues right now.
Judy, the president of a search firm, recently started doing business with a large manufacturer. How did she get in? She emailed her cousin (a sales rep) about a promotion her firm was offering. He personally introduced her to key decision makers in one of his own accounts. Because the cousin was so respected by these people, she got the business. Now she's in the process of replicating this networking success with a high school classmate with whom she recently reconnected.
"In both circumstances I hesitated to ask for the introduction. I assumed my contacts wouldn't want to be bothered," said Judy. "My assumptions were incorrect. They were pleased to do it."
4. Build value in relationships: To be successful in networking, you have to give, give, give. That's right. You have to be willing to help the other person out if want to be helped in return. Next time you meet someone, look for ways to add value.
While flying to Florida, Curt sat next to a man who was interviewing for a VP position at a major financial institution. As a business coach, Curt often helped his clients interview prospective new hires. For much of the flight, he coached the guy on how to bring out his strengths during the interview process. Two weeks later he got a phone call from this very same man. He'd landed the job at the bank and his first priority was to hire Curt to work with his sales organization.
That's right. You have to pay it up front in networking. It doesn't have to be a huge payment; just something that shows you're willing to help out.
5. Go where your decision makers go: Jesse James robbed banks because that's where the money was. The same thing holds true for effective networking. If buyers from a big company aren't in attendance, it's hard to meet them.
So where do corporate decision makers go? Conferences and trade shows in their particular markets or industry segments are your best bets. These functions cost more to attend and frequently require travel, but the payback is often well worth it.
"Since my ideal clients are specialty retail chains, last year I attended their national conference," said Kelley, an expert in retail growth strategies. "I made a few contacts and one of them turned into a lucrative account. Since then, I've stopped going to typical networking events and right now I'm on track to double my business this year!"
If you don't know which events your targeted decision makers attend, just ask them. Find out which ones they think are worthwhile. Research these options to determine which provide the best opportunities for you to meet corporate decision makers. Then sign yourself up to attend the next one!
In summary, to be successful at networking your way into big companies, you need to be savvy. Don't just keep going to those local networking events hoping to bump into Mr. or Ms. Corporate Bigshot. Instead, get your act together and do your networking mindfully. That's when you'll really start to see results.
Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts and win big contracts. To download two chapters of her new book, visit www.sellingtobigcompanies.com. Sign up for her e-newsletter and get a free Sales Call Planning Guide ($19.95 value) when you subscribe.
Across the Globe - North America
MexicoBNI's Next Stop: Mexico
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| Mexican National Directors with Ivan Misner |
At a time where I'm making big changes in my life, like retiring from politics after 20 years, I wanted to find ways that I could keep working for my country. While trying to determine how to do this, a friend stumbled across the BNI web page and mentioned it. I thought it was a very interesting concept. I felt strongly that it might be a good way to help achieve cultural change in Mexican through small business entrepreneurs.
I contacted Dr. Ivan Misner and he invited me to the International Conference in Long Beach, California in November 2005. During this visit I was able to watch how an actual BNI chapter works and it was very exciting to witness the members passing each other referrals. I thought that if BNI was being so successful in different countries around the world, it could work in Mexico - too.
Today my daughter, Lorena, and I are working to launch the very first chapter in Mexico - this year, yet. I'm very optimistic and think that BNI will grow fast spreading the "Givers Gain" philosophy all over the country.
If you have any questions regarding BNI-Mexico here is our contact information:
http://www.bni.com/Default.aspx?DN=1053,4,1,Documents
Submitted by Senator Carlos Medina, León, Guanajuato, México
CanadaBNI Transforms Walls into Hope
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"It all started with Sera," says Karen. "She was painting a young boy's room and began to think about all of the parents who couldn't afford to do such a project for their own children. I owned a paint store at the time and had collaborated with Sera on a number of projects. When she explained her initial idea to me, I jumped right on board. The 'givers gain' philosophy holds true for both of us, so we put a plan together to offer our services to those who normally couldn't afford such a luxury."
With the help of a local organization, Karen and Sera identified a family in need almost immediately. Two of the four children were born with cerebral palsy and confined to wheelchairs. Living on one income in community housing, their home was in desperate need of repairs.
"Initially, we were only going to spruce up two rooms," explains Karen. "But when we got there, we realized that they needed so much more. We knew at that point that we couldn't handle the job by ourselves, so we called on local businesses and other members of our BNI chapter (The BNI Referral Professionals) to help."
With a dedicated team behind them, the decorating divas transformed an entire house into a family-friendly, functional space. While the decorating team worked tirelessly the family was housed in two rooms of a local hotel - which was donated. The mother and oldest daughter were treated to full makeovers, day spa, and new wardrobe. BNI members worked together to obtain two twin beds for the girls, who had been sleeping on the floor, from a retail store. Those who didn't have a particular service to donate spent the weekend cleaning. Former BNI members were even on hand to help out.
Since its initial launch last summer, Walls of Hope has helped a second family over the Christmas holidays. To learn more about this truly wonderful organization, please visit www.wallsofhope.ca.
Submitted by Linda Forte-Spearing, BNI Assistant Director-Oakville, Ontario
CanadaCanadian Net Ski
In honor of the Olympics, and in order to have a lot of fun, BNI Canada - Central North
Region of Ontario hosted the 8th Annual BNI NET SKI Day on February 2nd. You will notice from our graphic that our members are busy at work, keeping the "fun in the fundamentals" by staying in touch with referral clients while building relationships with fellow BNI members.Global warming was a great concern to the 65 BNI members and guests, as the weather was balmy preceeding the event. But Canadian north winds prevailed and several days prior to the event snow blanketed the slopes. The NET SKI day was a sunny, snowy winter land for the BNI gang - proving once again that optimistic attitudes win out all the time!
Submitted by Bill Becks, Central East Ontario BNI Region
United StatesPlatinum Club
The inaugural Platinum Club (PC) meeting was held in May 2005 and our second meeting was held on January 19, 2006. Held twice a year at BNI HQ, the day-long meeting concludes with dinner and drinks at Ivan and Beth Misner's home.The top 20 Executive Directors in the US that meet PC criteria are invited. (Go here to read the PC criteria.) The purpose of the BNI Platinum Club is for the BNI Chairman, CEO and Executive Directors to have a forum to discuss key issues surrounding the running of their franchise(s). The club's mission is to help BNI Executive Directors understand and develop their BNI regions. This process includes addressing both strengths and weaknesses in a positive light.
United StatesShipwreck at the Bottom of the World
In 1914, a group of 28 men led by Sir Ernest Shackleton left England with the goal of walking across Antarctica. The expedition failed to reach the continent because their ship became trapped in and consequently crushed by the Antarctic ice shelf. Their story is one of tremendous hardship, awe-inspiring courage, and dedicated leadership. More than two years after leaving Britain they were ALL rescued alive and well.
Below is the advertisement Shackleton placed in The London Times calling for volunteers. More than 5,000 men and women applied!
"MEN WANTED FOR HAZARDOUS JOURNEY. Small wages, bitter cold, long months of complete darkness, constant danger, safe return doubtful. Honour and recognition in case of success."
That advertisement prompted me to write the following vision statement for BNI in California's Central Valley:
"BUSINESS PEOPLE WANTED FOR REFERRAL ORGANIZATION. Time commitment necessary, must be able to help others succeed, constant learning required. Not for everyone, but essential for those who wish to develop positive, life long business relationships."
Submitted by John Lisle, Executive Director, BNI California Central Valley
United StatesWake Up '06
Twenty-five BNI Directors and Ambassadors from Northern and Central Illinois met in Chicago for a day long "Wake Up '06" training session. The regional staff studied how to implement Chapter Power Teams, improve leadership training, and a host of other ideas to help increase the quality and quantity of chapter referrals.US District Director Woody Woodcock joined National Canadian Director Don Morgan to help Executive Directors Peggy Nuelle, Tom Gosche, and Alana McKinney with the training.
Submitted by Don Morgan, Senior Executive Director, BNI Chicago
United StatesKick-Off Boosts Sales for Everyone
Our Chapter, Rivers Edge Referral's launched on January 5th and chapter members have seen a huge impact on business. According to the VP's report, to date we have passed 129 referrals, 45 inside and 54 of them outside worth $9500.00.I personally have seen my business increase by 20% through sharing my story every week and creating a new ways to talk about insurance - not an easy thing to do!
We have a strong dedicated team of professionals who want to see each other's business grow and prosper. We are looking forward to this coming year and the results it will bring to each of our professions.
Submitted by Deborah Lee, AAA Insurance, Secretary/Treasurer, Rivers Edge Referrals Chapter, La Crosse, Wisconsin
United StatesEnergize Your Business with BNI
"Energize Your Business with BNI" was the slogan used by BNI Minnesota to promote their chapters at the Minnesota Conference on Tourism.As Assistant Director for Southern Minnesota and a professional meeting consultant, I have made it my mission to attract more businesses from the Hospitality & Tourism Industry into BNI chapters. I realized there was an acute lack of participation from the Hospitality Industry within my BNI region. By speaking to other chapter members and leaders at the International BNI Conference in California, I realized that it was not just a category lacking in my own region but all throughout BNI.
My first stop was the Minnesota Conference on Tourism, held in St. Cloud Minnesota, January 24-26. In partnership with Executive Director Nancy Giacomuzzi, Team Minnesota registered for an exhibit booth at the conference. Members from chapters in St. Cloud, Brainerd, and Duluth participated in helping to staff the booth. These members were able to promote BNI membership and their own businesses. Meanwhile I took on the role of the 'Energizer Bunny' and roamed the exhibit hall, drumming up interest in visiting the BNI booth. The team received twenty solid leads on new members and sparked interest for three new, to be formed, chapters.
The 'Energizer Bunny' keeps going and going and going…hoping to help the hospitality industry energize their businesses with BNI.
Submitted by LuAnn Buechler, Assistant Director, BNI Southern Minnesota
United StatesParty Showcases Member's Work
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| Jeff & Marsha Browning, Joe Dickey and Dr. Susan Ridgell |
Submitted by Patty Ford, Carol Wilson, Business Builders Chapter, Knoxville, Tennessee
United StatesFunny Things Happening in Alabama
I just have to share some of the awesome things that have been happening to us here in northern Alabama the last few weeks. For the Trail Blazers chapter kick-off we used a process developed by Dan & Penny Georgevich, Co-Executive Directors of BNI Michigan and Directors of Chapter and Member Development. The process holds people to high standards - expecting 40+ letters of invitation. It worked! We had 143 RSVPs, 80+ visitors, and 16 new applications.
This is what is happening as a result of our successful kick-off and good assistant directorship:
Story 1
A woman called into the office and asked, "Can you tell me what this Trail Blazers thing is all about?"
She was told it was a new chapter of BNI in Pelham that had just kicked-off on February 3rd using the Georgevich process.
When asked, "What do you know about BNI?" She answered, "Nothing really. But I hear great things about it, and I want to start a chapter."
Never having been to a BNI meeting she was able to recruit 8 people into her pre-core group within 6 days. Our BNI chapter has never been able to get someone to fill out an application without seeing a meeting, and she rounded-up 8!
Story 2
The Central Walker chapter in Jasper, (population 12,000, chapter size: ~35) was having their regular meeting on Tuesday morning at a restaurant. At the end of the meeting, the owner of the restaurant said to the chapter president, "The lady and gentleman in the back of the restaurant just paid for all of your meals." When the chapter president approached the couple, the man said he wanted no recognition. He just liked what he saw the group doing. He said breakfast was a gift because they wanted to support something that works!
Submitted by Meaghan Williams, Executive Director, BNI North Alabama
United StatesReciprocity A Ringing Success!
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| Bob Moses with one of the Reciprocity Ring participants |
A Total of 178 contacts were developed during the workshop and a potential of $341,400.00 in business was passed out in 3½ hours. Several members mentioned that there had been absolutely unlimited income sources generated from the Ring Workshop.
Here is one of several testimonials received:
"The training and experience I received at the Reciprocity Ring training was far more than I could imagine. Having the opportunity to see how "The Ring" works was more valuable than the workshop fee. Anyone who didn't attend January's workshop really missed out on something that truly makes a difference. Thank you for making this available to us!"
Submitted by David Zemer, Executive Director, BNI Eastern Wisconsin
Ivan Misner says, "If your Director has not done the Reciprocity Ring in your region, ask them to bring it to you soon!"
United StatesHelping Those in Need
BNI Paradise Valley Success Chapter continued its tradition of helping those less
fortunate during the holiday season. Debra Davis and her family were relocated to Phoenix from New Orleans after Hurricane Katrina. Stephen Deubel, long time BNI member, relocated Debra and her family, mobilized his BNI chapter, and tapped into media contacts to get as much assistance to the family as possible.Paradise Valley chapter has definitely made a difference for this family!
Submitted by Stephen A. Deubel, Image Home Improvement, Inc., BNI PV Success Chapter, Phoenix, Arizona
Across the Globe - Europe
France5th Parisian Chapter Launched
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| Gavin Bain and Marc-William in front of The Wheel of Success painting made for the event |
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| The Kick-off of the Chapter "BNI Saint-Germain-des-Près" |
A special thank to Chantal Romney, France's first AD, who made this outstanding kick-off possible and who created an obvious family spirit within this new chapter. Gavin Bain and Marc-William Attie, Co-National Directors, were both delighted as well as several Leadership Team members of other chapters who came to support their fellow members.
Submitted by Marc-William Attie, Co-National Director, BNI France
PortugalHoliday and Business Celebration
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Everyone in attendance was invited to do a 60-second presentation. Fifteen corporate tables were set up to showcase products and services from BNI members, as well as, other companies from all over the country. There were even a few international visitors from Malaysia who managed to do some business!
A total of 50 companies were represented, making this a truly successful business networking event! The next holiday dinner is scheduled for January 24th, and we are expecting over 100 people!
Submitted by Hélder Falcão, National Director, BNI Portugal
SwedenOnly BNI Led to Success
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| Eivor Andersson with Diana INC discussing BNI with a chapter visitor and potential customer. |
Starting a telemarketing company in the northeastern part of Skåne county is not the easiest thing to do in today's competitive market. The Yellow Pages, MSN, and web hosts with search engines were all quick to offer their services and talk about the amazing results their clients achieved. But how many leads did the telemarketing start up get? Not a single one!
Eivor Andersson with Diana INC said, "One day Johan from SPC, our financial systems supplier, was visiting. He suggested that we join him to have breakfast with BNI. Johan told us all about the BNI concept and we agreed to go to. At the meeting we decided on the spot that BNI was the right thing for the company. We found that BNI is a great marketing tool and the referral system works like a charm. In January 2005 Diana INC joined BNI Grand Chapter in Kristianstad."
Diana INC received nine referrals during the spring. Eight of them developed into business assignments. Eivor Andersson says, "It was nice knowing that we have assignments already booked for fall. Thanks to BNI the company is up and running successfully!"
Submitted by Gunnar Selheden, National Director, BNI Sweden
United KingdomReferrals Going Loopy in Glasgow
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| Iomart Chapter with their ever-growing referrals 'snake.' Photo courtesy of Anthony D'Arcy, Kappa (Kilmarnock) Chapter. |
Instead of banding all their pink referral slips into the usual 'bricks' or putting them into a plastic bag for the statistics section of their weekly meeting, they add their latest referral slips to a large and ever-growing snake-like 'Referral Loop.' The loop is comprised of a BNI-coloured rope around which are entwined all the referral slips passed since the chapter's launch more than five years ago.
The idea was dreamt up by former leadership team members Robert McGroary and David Smith and found immediate support from Scotland West's Executive Director Hugh Lee who said, "It's a phenomenal idea. The 'Referral Loop' is like an anaconda and weighs an absolute ton. Visitors can't help but be impressed when they feel the sheer physical weight as the end of the loop is passed round the room, especially knowing that every single one of the thousands of individual slips represents valuable new business."
Since sharing the power of their referrals 'snake' with other BNI members during leadership team training, Iomart has received a number of visitors from other chapters wanting to see it for themselves.
United KingdomOlympians Wager a Pint of the Best!
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| Olympians Chapter and Jackie Osgodby from the Lincoln Cathedral Centre in front of their historic BNI venue. |
The Olympians meet in the former sub Deanery of Lincoln's majestic 11th century cathedral, occupying buildings erected in 1272 - where parts of the ancient walls can still be clearly seen - leading Chapter Director David Walters to claim that it is possibly the oldest BNI venue in Britain.
He said, "We are so fortunate and happy to meet in such a magnificent historic setting, that we're offering this challenge to every BNI chapter: If you can prove your meeting venue is older than ours, and part of its original structure is still standing, we'll invite your members to be our guests and serve them all a pint of local ale and a plate of sizzling traditional Lincolnshire sausages."
Jackie Osgodby, the venue's manager added, "It's a pleasure having BNI meet in our centre. The chapter contains such a wide range of skills that we actually gave members five referrals before they'd held their first meeting here. I'm adding to their wager by offering a free tour of the Cathedral and associated historic buildings to any BNI member who comes to Lincoln."
If you think your chapter members can stake a claim to Lincoln's beer and sausages, contact David Walters on 01522 839549. Jackie Osgodby can be contacted at 01522 787267.
Across the Globe - Africa/Middle East
ZimbabweMalaysians Eye Zimbabwean Textile Sector
Mr. Laputa Hwamiridza the local coordinator of Business Network International (BNI), a business referral organization, revealed yesterday that the Malaysians first showed interest in local textiles at an international conference held in the United States of America late last year.
"Malaysia was among several Asian countries that expressed interest in our textile products at the BNI conference in New York last year and they have since followed up on our initial negotiations by inviting us to an exhibition in Kuala Lumpur in April," Hwamiridza said.
Read the rest of this article about how BNI is facilitating international referrals here.
IsraelBNI-Israel Starts 2006 with a Big Bang
On January 18, 2006, the BNI Haifa chapter, 26 members strong, celebrated its first anniversary with over 80 guests at their chapter meeting. They even had a birthday cake. Yarden Noy, Co-National Director, had the pleasure of cutting and serving the cake.
"I am very proud that my hometown has such a vibrant chapter," says Co-National Director Sam Schwartz.
Later that same day, in conjunction with Mati (the small business advisory board), BNI-Israel had a networking event with over 90 participants from both organizations. Yarden Noy conducted a networking exercise that got everyone excited. The evening was a success.
On February 1, 2006, Rosh Pina—the 21st chapter of BNI-Israel—had it's kick-off in some of the most inspiring and breathtaking scenery. More than 80 gests got to experience a professional, well-run kick-off event.
The celebration continued on February 6, 2006, with the kick-off of Emek-Chefer the 22nd chapter of BNI-Israel. With over 70 guests, The BNI Israel Executive Team was well represented by Co-National Director Yarden Noy, Chapter Ambassador Gazit Friedman, BNI-International Board of Advisors member Ronnie Dunetz, and the BNI-Israel webmaster Moshe Minin. The atmosphere was outstanding and there was plenty of business for members and visitors.Well done! Keep up the good work and the momentum!
Submitted by Sam Schwartz, National Director, BNI-Israel, BNI-Hungary and BNI-Romania
Across the Globe - Australia/Asia
AustraliaReciprocity Ring Success
Russ Holland, Executive Director for BNI NSW North Coast, presented the Reciprocity Ring Seminar to the Harbour Drive chapter in November of 2005.With 23 members in attendance a fantastic 62 connections were made.
The Reciprocity Ring Seminar participants learned the power and practice of reciprocity by having their needs met while they focused on contributing to others.
Congratulations Harbour Drive chapter for achieving such great results!
ChinaHong Kong: BNI's New Horizon
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| Avryl Au with new BNI Hong Kong Regional Directors Stanley Kong and Stella Yung |
Due to that meeting I am eager to participate in BNI-Hong Kong. Hong Kong is quickly becoming the new horizon for BNI. Likewise, BNI is becoming the new business horizon in Hong Kong. We are excited to explore the unlimited networking potential within Hong Kong.
Submitted by Stella Yung, Regional Director, BNI Hong Kong
Malaysia375 Referrals Passed - In One Meeting
Yet again, an outstanding contribution from Lim Boon Siong, CEO and Founder of Vista Laser Eye Centre, who gave out 90 qualified referrals in just one meeting! Boon Siong had pledged to bring in 88 referrals the week before but went over and above even his expectations. After analyzing the referrals, Boon Siong was given a standing ovation for his effort and for going the extra mile for fellow members.Boon Siong's contribution helped the Uptown chapter reach an incredible 375 referrals in one meeting! Last month, the chapter passed 827 referrals and has since surpassed the 10,000 referral mark!
At Uptown Chapter, members compete to give more than to receive!
Submitted by Avryl Au, National Director, BNI Malaysia & Thailand
From the Founder
How Deep Is Your Network?
Recently, someone I barely knew contacted me and asked if I would promote his business service within my networking organization. I considered this person a business associate, but definitely not someone I knew very well. That request made me think about how many people assume that if they have met you, they can ask for something that only a close associate would be willing to do.Master Networkers know that having a good contact doesn't necessarily make someone a good connection. Having run an international networking organization for more than two decades, the most important thing I have learned is, it is not "what you know," or "who you know"—it is "how well you know them" that really counts in building a powerful personal network.
This means that your network must not only be "broad," it must also be "deep." Unfortunately, I believe most people focus on the broad aspect more than the deep aspect. That is, they concentrate on making more and more contacts hoping to find that one special person that will solve their business needs this month.
When developing a reliable and effective network, it is very important to keep depth in mind as much as breadth! What do I mean by this? When you need to rely on others to help you out (promote your program to their client base or cross market your products), it is critical that you have done the work of strengthening your connections well in advance of your need.
When you are considering asking someone in your personal network for a favor, ask yourself if they are a "contact" or a "connection." In this context, a contact is someone you know, but with whom you haven't fully established a strong relationship. On the other hand, a connection is someone who knows you and trusts you because you have taken the time to establish credibility with them.
Unrealistic expectations of your network come from trying to "use" your network for support that your contacts might not feel you deserve or feel they have no obligation to provide. You really do have to earn the loyalty and engagement of your referral sources. You want your network to have very deep roots.
In Southern California, we have many huge, tall, and lush eucalyptus trees topple over fairly easily in heavy winds almost every year. When they blow over, uprooted by the wind, you can see that their root system is broad and wide, but not very deep at all. Don't let this happen (figuratively) to you! Following are some tangible ways to deepen the roots of your network.
Build quality relationships: Take the time necessary to deepen the relationships between you and your referral sources. We are all driven and pressed for time, but in order to deepen your networking relationships, you must make the time to go beyond the normal business interactions with those from whom you want to be able to ask for support. Invite them to appropriate social functions, backyard barbecues, and sporting events. Get to know these key people outside of the business environment whenever possible. The more of a friendship you can count between you, the more expectations you can both have from each other's networking efforts.
Find places to network that will build deep roots: There are the tried and true places to network, such as referral groups like BNI, networking mixers, social events, and online networks. I talk about several different types of networks that you should consider at this link:
http://www.entrepreneur.com/article/0,4621,305516,00.html
Remember, however, it is not enough to just show up; you must establish credibility with people before you can expect them to help you in some way. When someone tries to hurry the process they tend to hurt relationships, not build their business.
Change your focus from "What's in it for me?" to "What can I offer you?": This is perhaps the most powerful technique for deepening AND widening your networks. When building a deep network, do the things you can to bring business and contacts to your networking partners. Share pertinent information with them; invite them to business meetings that will position them favorably with others they need to get to know. Keep in mind that you want to get to the point where your networking partners know you always have something to give them. In short, do what it takes to "earn" the help you might need to ask for down the road. It's no wonder that the most effective and powerful networking entrepreneurs live by the philosophy that "givers gain."
I hope you are seeing a trend in each of these points. When deepening your network, you want to focus on giving to your referral sources. It's that tried and true analogy of farming versus hunting when building a business through word of mouth. Give your time, give your knowledge, and give what your referral sources need to succeed. As you develop stronger networking skills, it's better to put on the farmer's overalls and cultivate the connections you need to be able to call in support for programs and products you want to promote.
We all know that the best time to plant an oak tree was 25 years ago; however, the next best time is right now! It's never too late to change your focus and develop business relationships with very deep roots, as well as far-reaching breadth.
Dr. Ivan Misner is a New York Times bestselling author. He is also the Founder & Chairman of BNI (www.bni.com), the world's largest referral organization with thousands of Chapters in dozens of countries around the world. His latest book, Masters of Success can be viewed at www.MastersofSuccess.biz. Dr. Misner is also the Founder of the Referral Institute, a referral training company (www.referralinstitute.com). He resides in Southern California with his wife, Elisabeth, and their three children. He can be reached at misner@bni.com.
BNI in the News
"Father" of Modern Networking Still Has Advice
Decades after beginning a career that would land him the title "Father of Modern Neworking," Dr. Ivan Misner is still dispensing advice to his followers - a group that's bigger than ever and growing faster by the day.
Read the rest of this article.
The Valdosta Daily Times
Word of mouth: the best advertisement
Experts across the country concur - word of mouth is the best or worst advertisement that a business can receive. There are many ways to create positive word of mouth, which Ivan Misner of Entrepreneur.com reported makes up for 70 percent of business transactions.
Read the rest of this article.
WorkHappy.netCheck out this article about BNI at WorkHappy.net, "killer resources for entrepreneurs" that addresses "What is it?" "Who makes it?" "Why is it the killerest?" "How could it be improved?" and "How much does it cost?"
Read this article.
Naples chapter of world's largest referral network wins business…
…Business Network International (BNI), founded by Dr. Ivan R. Misner in 1985, has a distinctive approach to business networking and referrals.…
Read the rest of this article.
Businesses help each other grow
Business Networking International (BNI) is proving that word travels fast.
BNI, a business referral group that started in 1986, recently opened another chapter in Northern Kentucky, calling themselves Professional Partners. The group, which meets once a week, is one of 43 chapters in the Greater Cincinnati area.
"Our goal is to establish good working business relationships," said Jeff Scanlon, the CO-executive director of the region. "Our members pass referrals along, and really help out themselves as well as each other."
Read the rest of this article.
Paul Races into a New Job as a Landscaper
Paul Bell, a former fabricator at M-Sport in Carlisle has swapped welding iron for wellingtons to set up his own landscape gardening business?
He added that contacts generated by his membership of Business Network International (BNI) have helped him enormously.
Mr. Bell said: "Joining BNI was a great investment. I get an average of two offers of work a week from them. Things are going really well.
"I had leaflets printed a while ago but I don't have the time - or the need - to hand them out because I've been so busy."
Read the rest of this article.
Living by word of mouth
A local chapter of Business Network International welcomed and encouraged visitors to join the organization Wednesday morning.
The Tracy Executive Chapter of BNI held a visitors day at the Tracy Holiday Inn on Wednesday and invited local professionals to see what the organization can do for their businesses.
BNI is an internationally-known networking organization that helps businesspeople generate more business.
Read the rest of this article.
To The Next Level
First BNI Podcast
BNI has entered the world of podcasting thanks to Muskegon, Michigan's Lakeshore Business Professionals chapter.
The Lakeshore Business Professionals BNI Podcast is believed to be the first BNI chapter podcast in the world. It is a weekly show featuring the week's 10 minute presentation, BNI news, tips, upcoming events, plus a plug for another podcast.
The podcast is the brainchild of Lakeshore Business Professionals chapter member, Jason Piasecki. Jason is the President of ImageQuest Design, a Muskegon, Michigan marketing firm.
"My goal with the podcast was to educate our chapter members on this exciting new communications medium," stated Piasecki. "Podcasting is an inexpensive way for BNI members to deliver a targeted message on their business to a global audience.
"Hopefully, I can do my part to help grow our chapter and continue to make it profitable for all our members," he added. "In addition, the podcast allows members who missed the meeting to catch the 10 minute presentation for that week."
Not quite sure what a podcast is? American Dictionary selected "podcast" as the Word of the Year for 2005. They define a podcast as "a digital recording of a radio broadcast or similar program, made available on the Internet for downloading to a personal audio player." Podcast was added to the newly updated version of the New Oxford American Dictionary in 2006.
What makes a podcast different from any other audio program on the Internet is the distribution channel. Podcasts are syndicated via RSS feeds. Three popular syndication services are Apple's iTunes, Odeo, and Podnova. Think of them as the ABC, CBS and NBC of podcasting. If you search for "BNI" in iTunes you will find the Lakeshore Business Professionals BNI Podcast.
By subscribing to podcasts listeners become their own station manager. They only listen to the shows on subjects they are interested in (like BNI), at a time they chose, where they prefer - on the computer, through an MP3 player (like an iPod), while working out, or driving in the car.
"I would be happy to help any BNI chapter with their own podcast," added Piasecki. "In addition to keeping your members updated, podcasting is an excellent way to build membership. It is a great marketing tool for BNI."
For more information on the Lakeshore Business Professionals BNI, including an episode archive and subscription information, visit www.lakeshorebni.com.
For additional information please contact Jason Piasecki at (231) 780-9778 or e-mail jason@imagequestdesign.com.
To The Next Level
The Path to Powerful BNI Self-Introductions
It's said that only two things in life are certain: death and taxes. As a BNI member, you can add a third thing: your self-introduction at every meeting.
Your self-introduction is an invaluable marketing tool. Visitors may only hear that much about your business; members will hear it week after week. Given the importance of these words it's worthwhile to spend time considering the purposes of your introduction; challenges you face in preparing and delivering it; and recommendations for making best use of this precious time.
Your BNI self-introduction has three main purposes:
- To communicate: who you are, the value you offer, what you do, and what a good referral looks like for you.
- To be memorable: You want to be immediately thought of when a need comes up for the services you provide.
- Encourage action: Get referrals to prospective customers from members, visitors, and guests to your group.
- It's short! Thirty seconds - or perhaps a minute (depending on chapter procedures) is not much time to share information about your business.
- You'll repeat your introduction every week to the same core audience, so there's a risk they'll tune out eventually - even if your introduction is outstanding.
- You'll take for granted that this core audience understands and appreciates everything that you do and the numerous ways you help your customers.
- Develop a core self-introduction that answers the question "Who I am and the value I offer my customers," following this structure:
Begin with statement that captures audience's attention. Example: "You may enjoy eating pretzels, but there's no need for you to look like one. And that's the risk you take when your spine is out of alignment. My name is Jane Doe. As a chiropractor…"
The key points to mention are your name, how you improve your customer's condition, how you are different, what your qualifications are, and then again repeat your name and the name of your business. - Develop other introductions focusing on the following themes: a case study discussing how you have helped a specific client or time-sensitive information encouraging members to act, now.
- Prepare each of your introductions in writing, then practice repeatedly to check timing and flow of information.
My BNI Story
V-C-P Model Works
Visibility is the first factor in Dr. Misner's Visibility-Credibility-Profitability model. An excellent way to achieve more visibility for your business is by writing articles in your area of expertise. Not only do you position yourself as an expert but also add something of value to others. This visibility generates opportunities for direct inquiries into your products and services, and there are additional "hidden" bonuses, as well.Take my personal example. Last year, my article "Designing the Perfect Networking Environment" appeared in the January/February edition of SuccessNet.
Not only did I receive a lot of interest in my business coaching practice, I also received another writing opportunity. I was contacted by the editor of T&D magazine, the official publication of the American Society for Training & Development to write an article for an upcoming issue. The timing couldn't have been better, as my first book, Coaching Into Greatness: 4 Steps to Success in Business and Life is being released in April 2006. I was able to relate the principles in my book to networking, as well as include the book cover and my contact information. You never know what the "hidden" bonuses will be when you step up and do what you can do.
What are you doing to gain visibility for your business?
Submitted by Kim George, www.CoachingIntoGreatness.com
Look Beyond the Tip of Your Nose
I was talking to an old BNI member last week asking why he had left our chapter. His answer really caught me by surprise. He stated that after about 8 months, he had done business with most of the members in the chapter and that the opportunities were running out.
I have to ask, "Were his opportunities running out or was his BNI experience just beginning?
My mentor told me when I began BNI that most members would test my capabilities before opening up their book of business to me. "How long do you think that process will take?" I asked. The answer was approximately a year. Why? Because, referring business requires a very high level of trust and confidence.
Look beyond the tip of your nose - the privilege of BNI membership is not doing business with the people in your chapter. The real BNI benefit is doing business with the people who do business with the people in your chapter!
Submitted by Sheldon R. Birman, Family Insurance Services, Education Coordinator, BNI Legacy Chapter, Weston, Florida
"Passions" Interview - "Awesome!"
Following is a sampling of the feedback received following Ivan Misner's "Passions" telebridge interview promoted in the last edition of SuccessNet.
When you have an opportunity, you ought to catch one of Ivan's interviews!
I've just finished listening to the live "Passions" interview and I'm re-psyched.
Listening to you made the principles of BNI so friendly. Thank you for your compassionate reminders:
- The BNI principles are simple.
- They relate to me because that's how I have always liked to relate to the world.
- Stop worrying about outcome.
- Never stop digging.
I was one of many listeners last evening and I sure am glad I was. Listening reminded me that I need to hear you speak regularly.
I was impressed all over again with your ability to inject fun into everything you do. Your smooth and comfortable delivery makes listening to you such a pleasure. You have the gift of the common touch and everyone who meets you experiences that.
Submitted by Claudia MacDermott, Area Director, BNI Northern New Jersey
I do not have words that adequately express my reaction to tonight's teleconference. Absolutely awesome, comes to mind. All I can say is Thank You. Something magnificent has happened tonight, a life changing event is taking place within my thought processes. I can only express simple gratitude, for finding myself in the wake of greatness.
Submitted by Stanley Bruce Grecke
I listened in on the teleconference last night. I really enjoyed it, as I always do when I get the opportunity to hear you speak. It was especially inspiring for me, as I was scheduled to do the 10-Minute at a Visitor Day this morning. We had a great V-Day. Of course, most of the credit goes to the members of this chapter, who worked so hard to fill the room with visitors. But it was nice to have an extra-special dose of BNI from you the night before. I was well prepared to help this group this morning! When I left the meeting, the members were still networking with their visitors and several visitors were working to complete applications. I love BNI!
Submitted by Natalie Paz-Storey, Executive Director, BNI Central Ohio
Valentine's Day Givers Gain
I have a great BNI story to share. I was able to make more money this Valentines Day with the help from some of my fellow chapter members but not in the way that you would think. It didn't involve them passing me referrals.
Our flower shop, Love's In Bloom, is family owned and operated which suits us just fine on most days. But on Valentines Day our sales increase so much that we would have to turn business away if we did not have extra help. So I turned to my BNI chapter for assistance. It was wonderful. Dave Brock (dead bug society), Larry Siebold (creative glass etching) and Bruce King (the crown group) delivered flowers. And Vicki Primrose (the chef shoppe) was great at taking phone orders. With the extra help I was able to take twice as many orders as last year and really increase our profits.
It was because of the relationships that I built in BNI that I was able to find help when I needed it!
Marci Bennett, Love's In Bloom, BNI Edwardsville (Illinois) Chapter
Pay it Forward
Dr. Misner has written many times about Givers Gain, keeping focused on the path we need to walk, and that building your business by referral is not magic, but hard, steady work.We built our real estate referrals through BNI over the last seven years to the point where we can count on 30-36% of our business by referral through BNI. It is part of our business plan we could not do without! We just finished 2005 by doing 45% of our business by referral through BNI and 90% by referral overall! It does, indeed, work.
We are now stepping up to teach others in our area through classes we will call "Pay it Forward," in conjunction with Stacy Lukensmeyer, our BNI Area Director. Take it from someone in the trenches - BNI works!
Submitted by Doug and Joyce Morgan, Wenatchee, Washington
A Well-Oiled Referral Machine
I joined the Biltmore Village Chapter in October of 2004. After serving as Membership Coordinator, I became President in October 2005.My company, Jaymunda, is a graphic and web design company based in Asheville, NC. Our motto is "Stress Relief in Advertising." My company is also responsible for building the BNI Connection (www.bniconnection.com), in conjunction with David Alexander/Referrals 4 Life in Atlanta.
In 2005, 49% of all of our clients and 72% of our gross revenue came from BNI referrals.
I think this is phenomenal. Thank you, Dr. Misner, for creating such a well-oiled referral machine!
Submitted by Jason Syzdek, Jaymunda, Biltmore Village Chapter, Asheville, North Carolina
To Renew or Not To Renew?
The time is rapidly approaching for Moorpark Veterinary Hospital to make the decision about renewing BNI membership for another year or more. I have to say that it is a very easy decision. Of course we will renew! But I didn't always feel that way.
At first I was concerned about the weekly commitment. The outcome has been very worthwhile through referrals and other indirect benefits. BNI has been an opportunity to get to know other business people and learn together about growing our businesses.
The morning meeting gets my day going, and though I'm not at work, I'm still focused on the business of marketing. Every week is also educational. We learn something to help keep us on track in business and in life. We learn from each other and willingly help each other brainstorm ideas and plan strategies to grow successful businesses. As I continue to learn more about each of the businesses, it becomes easier to find referral sources for them.
The income as a result of BNI is more than ten times the investment we've made - and that includes the fee to join, the annual dues, the monthly room rental, and meal costs! It's been very worthwhile indeed.
Cybil Smith, Manager, Moorpark Veterinary Hospital
Submitted by Shawn & Linda McCarthy, Executive Directors, BNI of Ventura County, Santa Clarita Valley and Antelope Valley
Productive Marketing Tool
I am one of the founding members of the 10 year old Lookout Chapter. BNI has been the single most productive use of my sales time.
I joined BNI because I needed to generate more sales. At the time of my joining, my company was less than 6 months old and needed to promote our payroll services. I did not receive one referral for the first 18 months I was in the chapter! Needless to say, I was extremely discouraged and began questioning the value of my time in this organization. I am happy to say that the trend changed and my company has generated over $300,000 of direct BNI referral business—and the number is still growing! I personally have a 90% closing ratio when meeting with quality referrals that are entrusted to me.
The key to success has been the solid professional relationships I have formed with other members. Without the structure of BNI, I would not be where I am today.
Submitted by Sean McDaniel, Vice President, Computerized Payroll Solutions, Chattanooga, Tennessee
Out of the Mouths of Babes
My 12-year-old daughter, Madison, has been exposed to BNI and its principles from early on. She has met many BNI members, directors, and staff - including Ivan Misner and Norm Dominguez. On the way to school one morning before a BNI meeting Madison's mother, needing inspiration for an Educational Moment, asked, "What is BNI to you, Madison?"
This was her response, "BNI is the sharing of personality and business. It is helping someone else's business grow. It is the human resource at its best."
Submitted by John Lisle, Executive Director, BNI California Central Valley
Proud of BNI
As a brand-new Project Coordinator and Assistant Director working with Red H. Mann and Leroy Gaines, Managing Directors of the San Fernando Valley BNI region, I am working with a brand-new pre-core group in the East Valley area. We asked the members of this group to visit one of our "showcase" chapters to get a feel for the regular BNI meetings. I was unsure what our pre-core members would experience - I hoped for the best.
The chiropractor in our pre-core group, Dr. James Langford, visited the Burbank chapter that meets on Tuesday mornings at the Burbank Holiday Inn, with my strict instructions NOT to promote his business if there was already a chiropractor in the chapter. After visiting the chapter, Dr. Langford reported to me that the president of the Burbank Chapter, Dr. Mike Onkels, who is also a chiropractor, not only allowed him to introduce himself as a chiropractor, but also encouraged him to talk about his areas of specialty and to describe his ideal client. By the end of the meeting, the two chiropractors and a third member of the chapter were discussing how they could all pass business to each other!
What a perfect example of "Givers Gain!" I was so proud of BNI that morning. Dr. Langford was pleasantly surprised, very impressed, and now more eager than ever to build his own fantastic chapter.
Submitted by Claire Jacks, Project Coordinator & Assistant Director, SFV-BNI
Hard Work and BNI
When I went to my first BNI meeting in April of 2005, I was very intrigued. Not only by the professionalism of the chapter members and the potential that existed for my business, but also by the fact that it was unlike any "networking" meeting I had been to before. People were actually there to discuss business, increase business, and assist in my business! I visited a second time to confirm my interest and immediately joined.
Between April and the end of December, BNI accounted for 35% of my business! I was stunned. Of course I worked my referrals hard after I received them but my BNI chapter got me through many doors. I thank my cohorts as best I can every week with the referrals I pass to them. I hope to help them in years to come with their business interests. I even decided to become the Vice-President of our chapter after being a member for just 5 months. BNI has made a believer out of me, which wasn't an easy task at the beginning.
My drive for success and joining BNI were the keys to my second best sales year ever in 2005.
Submitted by Mark VanZeyl, Vice-President, I-270 Gateway Chapter of BNI, Granite City, Illinois
Breaking News
BNI's New E-Catalog: Resources for Networking
As a subscriber to BNI's Resources for Networking e-newsletter, you should have already received the new SuccessNet e-mail catalog.The catalog will feature the new "Misner's Moments Networking Downloads" - MP3 audio downloads to improve your networking skills.
These downloads have been taken from Ivan Misner's most requested topics. The 10 - 15 minute audio files feature Ivan presenting his unique insights from 20 years as a Master Networker, plus a Question and Answer session drilling deeper into each topic and helping you apply the principles to your own personal and professional growth.
To view all the items available through the catalog, visit the new BNI Store at www.BNI.biz.
You must subscribe in order to receive future editions of the BNI e-catalog.
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Kuala Lumpur, Malaysia is going to be the venue for the first international event for BNI members. The BNI Worldwide Conference will be held June 20 through June 22, 2006.
The event will celebrate not only the first 20 years of BNI but also the fulfillment of Dr. Ivan Misner's vision that BNI become a truly international networking organization.
BNI has taken off in Malaysia, which as a country can boast the highest average chapter size in the world. Congratulations to National Director Avryl Au and her team of dedicated Directors.
Dr. Misner will deliver the keynote speech, and has promised to deliver a Master class. The Event will bring together members from Australia, New Zealand, Sweden, the United Kingdom, India, Singapore, Malaysia, the USA, China and many more.
For members searching for contacts in other markets, here is an opportunity to meet BNI members in friendly surroundings. There will be trade stands and focused opportunities to network.
Other speakers include the Master of Presentation Skills Andy Bounds, and Gunnar Selheden, the National Director from Scandinavia and Poland. We are hopeful that Martin and Gillian Lawson, National Directors from the UK, who have been very successful rolling out BNI in that country will also speak for us.
Kuala Lumpur is a great city of modern architecture, excellent cuisine, and has tremendous facilities for golf and shopping. The Cameron Highlands are beautiful and cool and the jungles are worth a visit.
Don't miss the opportunity to become an International Networker!
For more information please visit the website at www.bni-worldwide.com.
We All Speak the Language of Referrals
BNI is celebrating its 21st Anniversary! With thousands of chapters worldwide, BNI is the largest business networking organization in the world - proving that the idea of growing your business through word-of-mouth marketing is a concept that crosses cultural, ethnic, and political boundaries.That is why our theme for 2006 is "We all speak the language of referrals!"
Go here to read Ivan Misner's article on this topic.