November/December 2005
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
In this excerpt from "Bag the Elephant: How to Win & Keep Big Customers" (Bard Press), author Steve Kaplan explains the importance of matching the personality of a sales person with the right customer. It's the difference, he writes, between success and failure. To land the big client or customer (the elephant) requires you to work smart in the sales process.
I believe that all BNI members will benefit from reading Bag the Elephant. So much so that I've obtained 12,000 copies of the book to give to BNI members. Each US chapter will soon receive a copy to keep in every chapter library. I encourage all of our membership to read Steve's book and put the ideas into action. To purchase your own copy of "Bag the Elephant" visit: www.Differencemaker.com.
Dr. Ivan Misner, Founder & CEO, BNI
Art of NetworkingThe 3 Types of Sales People
And how to help them bag your biggest customer yet.
In my experience, salespeople fall into three basic types based on their personalities, styles, and approaches:
• The SageEach type can be effective in particular situations. Although some salespeople may seem to fit more than one category, usually one type is dominant. With experience, a salesperson can change from one type to another, especially if she finds a style that better suits her.
• The Pal
• The Pit Bull
THE SAGE
Who is the Sage? The Sage cites his own experience to make the buyer comfortable with him and his product. He often uses reasoning and a pencil to provide the buyer with irrefutable evidence, then compares his product to the competition's to clinch the deal.
Though he may be gregarious at heart, he is most often reserved at work. He succeeds by capitalizing on his experience and knowledge, not from being warm and fuzzy.
Descriptors: Knowledge, experience, comfort, trust.
When the Sage thrives: He's trying to sell to a conscientious or skeptical customer who is concerned about buying the wrong product doubtful of whether he should be buying it at all, or worried about how he'll look if he makes a poor purchasing decision.
Generally, the Sage likes to be of an age that puts him at the height of his game in his industry. For a sale to a business, for example, the target age might be forties or older. For retail clothing sales in a shopping mall, on the other hand, late teens or twenties might be preferable. Ideally, the Sage is old enough to inspire confidence but young enough not to appear out of touch.
What the Sage needs from you to succeed:
- Useful information, such as examples of what he's done for other clients, case studies, spec sheets, and reference lists.
- Proof of your product's best features, whether through market research, industry or consumer test reports, or sales figures.
- Timely, accurate responses to the customer's questions. If you have a retail business such as a jewelry store, consider creating a chart for your Sage that he can use to educate customers on the wonderful world of diamonds, putting their minds at ease along the way.
THE PAL
Who is the Pal? The Pal is a great relationship builder. A successful Pal is very outgoing and makes friends easily. She may be light on substance and knowledge about the product, but she has no peer when it comes to linking business with relationships. Customers will buy from the Pal simply because they like her.
Pals are adept at adapting their opinions and small talk to suit their audience. A Pal is the type to rave about a sports team in one conversation, then scorn the same team in the next conversation. Consistency aside, I've had a lot of luck putting Pals on tough accounts where the merits of the business alone couldn't make the sale.
It's important to remember that the main attribute of the Pal is her uncanny ability to build relationships, an invaluable tool in your sales arsenal.
Descriptor: Relationships.
When the Pal thrives: Whenever her customer wants more from a salesperson than business, and especially when the person she's trying to sell to isn't actually making the decision but is simply recommending a supplier. The Pal likes to be in the same peer group as the customer. Pals also thrive when they are able to use entertainment as a sales tool. Clients who are willing and able to take advantage of a free lunch or sporting event should be receptive to the Pal.
What the Pal needs from you to succeed:
- Clear, simple, and detailed materials that explain your product or service. These might include a printed or computer presentation she can memorize or flip charts she can share with potential customers.
- Being paired with a Sage. They can have a positive effect on each other—and more important, on the customer.
- Your consent to spend money on entertainment. Remember to account for this cost in your sales price and financial forecasts.
THE PIT BULL
Who is the Pit Bull? The Pit Bull is all business. He doesn't come to work to make friends, either with co-workers or with sales contacts. Instead, he churns through prospects until he maximizes his sales. It's all a numbers game to the Pit Bull. If he loses an account, so be it—there are more out there. By the same token, the Pit Bull is typically poor at customer service and often loses repeat business as a result. His tenacity breeds success, but it also creates enemies, both inside and outside the company.
That said, I've seen tremendously successful Pit Bulls in nearly every industry. The trick for you is to sic the Pit Bull onto the right customers. Although the Pit Bull might not mind alienating prospects, you probably will.
Descriptors: Business, the bottom line.
When the Pit Bull thrives: Pit Bulls prosper when they're let off the leash. They appreciate having the latitude they need to clinch deals on the spot. Some good industries for a Pit Bull include real estate, car sales, telemarketing, and stock brokering by phone.
What the Pit Bull needs from you to succeed:
- Independence.
- Enough pricing latitude to close the deal as soon as possible.
- Customer service support, to mitigate the weak points.
- If appropriate, adjust compensation to account for the added costs.
- A simplified closing process, so he can move on to the next sale.
Steve Kaplan has bagged Elephants. He's managed, owned, and prodded his own companies to success repeatedly. And he's designed the strategies that have led over a hundred other companies to the top. If you've been looking for someone who goes beyond the talk and is willing to share with you in detail what to do about increasing your bottom line, you've found that person in Steve Kaplan, the man they call The Difference Maker.
Find out how The Difference Maker can help you with the specific challenges of your business. Get started and sign up for The Difference Maker Free Newsletter.
Across the Globe - North America
CanadaToronto Area: BNI and Pro Football
No, BNI members are not playing pro football but rather watching it live. The Ontario Golden Horseshoe BNI Team arranged the BNI football day. More than two hundred members from several Toronto area regions gathered to network and enjoy watching the Hamilton Tiger-Cats face off against the Toronto Argos.The Toronto 'Dome' management arranged a location for BNI to set up before the game where members could renew old relationships and create new ones before, during, and after the game.
Did you ever wonder why BNI members like to network outside of the regular weekly marketing sessions? Experienced members know they make new contacts at networking events, which often serve up new business opportunities.
Submitted by Don Morgan, Executive Director, BNI Canada
United States of AmericaHoliday Happenings Across the USA
BNI Paradise Valley Success Chapter
The "Givers Gain" philosophy was truly our mission during the 2004 holiday season.Our group became aware of a family in the area that needed even the most basic living essentials. Although the overwhelming amount of giving was heartwarming, the true wonder was felt by all of those who volunteered their time to deliver and assemble these gifts. The opportunity to interact and watch the emotions of this family was priceless.
I know the family was truly grateful to BNI. However, I still wonder which one of us benefited more from this experience the family or us?
Submitted by Michael J. Goater, BNI PV Success Chapter Member
United States of AmericaHoliday "Give so Kids will Gain" Campaign
During the 2004 holiday season, BNI Massachusetts members collected and distributed over 1500 toys from individual chapters and donated them to over 30 charities throughout our state. This program was so well received that I wanted to share it with BNI members around the world.
As an Assistant Director, I started this campaign in 2003 and piloted it to six of my chapters. The idea was to introduce this as a meeting stimulant during the first week of December. I asked the members of each chapter to bring in a toy gift that related to their industry and incorporate the toy into their 60-second commercial. You would not believe the amount of fun and laughter that resulted! In the end, each chapter selected their own local charity that would receive their donations. We collected close to 200 toys in our first year.
I approached Executive Director Patti Salvucci and Area Directors Shep Becker and Bob Gere with a request to introduce this program to other Assistant Directors throughout BNI Massachusetts for the 2004. I was happy to find out we collectively donated and distributed over 1500 toys! This is the power of BNI…always wanting to give.
Submitted by Erik Jacobson, Assistant Director, BNI Massachusetts
United States of AmericaManhattan BNI Chapter 7 Holiday Party Rocks
Nearly half of Chapter 7 in Manhattan used to be in show business. Due to our common background we like to see how funny we can make our commercials and taglines—a challenge at 7:00 am. When it came time to plan our 2004 holiday gathering it seemed only natural to have a talent show. The rules for the show were strict: you had five minutes, you couldn't do anything associated with your real profession, there would be no prizes, and no one would get the hook. This was strictly for fun!
The evening was filled with singing, magic, spoofs on our chapter meetings, and group dance lessons. Laughing at each other struggle as we tried to keep the beat with the mambo, tango, and salsa was the funniest act of the evening. The tagline for our chapter should be, "Join Chapter 7. Take your chances. We're the group that sings and dances."
Check out our chapter website at http://www.art-cetera.com/bni
Submitted by Dottie Burman, Manhattan Chapter 7
United States of AmericaHouston West BNI Members Respond to Hurricane Katrina Victims
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| Post Oak Chapter President Linda Starr and VP Julie Bullmer present chapter donation to Sandi Gardner |
Member donations were collected within three days of Hurricane Katrina for the American Red Cross, and passed on to Sandi Gardner whose Houston company arranged to have the donations matched. This one chapter collaboration alone netted $1660 for hurricane victims.
Thank you, BNI Houston West Region members for your "Givers Gain" attitude in a time of need!
Submitted by Kathy Mathy, Executive Director, BNI Houston Region
United States of AmericaAutumn Tea for Katrina Relief Fund
On September 11th a group of fourteen ladies held a Walk-In Tea called "Tea with Marie" to benefit the Hurricane Katrina Relief Fund. The tea was held at The True Brew Café in Wakefield, R.I. where the owner, Peg Fradette, had graciously donated her business to be taken over for the event.The ladies on the committee range from 18 to 80 years and all worked happily together to set up, decorate, and run the tea. A sign was placed outside letting all attendees know that BNI would double any amount the guests donated to the American Red Cross. Guests were very happy to learn that their contributions would be doubled by the BNI organization to help more people in need. Myron Waldman, the husband of commitee chair Marie Younkin-Waldman, is a member of the local BNI chapter in Wakefield.
The tea lasted for a couple of hours during which guests had a chance to buy raffle tickets, eat tasty food, enjoy each other's company, listen to live music, and win raffle baskets.
The committee members were happy to find an outlet to help by working on the tea. The tea was deemed a success and earned over $1000 that will be matched by the BNI-Misner Foundation and go straight to The American Red Cross.
Submitted by Marie Younkin-Waldman, teawithmarie@cox.net
United States of AmericaBNI Eastern Wisconsin's 2005 Power Networking Conference
On August 26th 2005 Executive Director Dave Zemer and Team BNI Eastern Wisconsin gathered some great talent from the BNI United States Arsenal and had its first Mini-Conference.Norm Dominguez was present for the conference to give an awesome C.O.O report and visit the Leadership teams in the region. A terrific GEMS programs and dynamic breakout sessions were presented to231 attendees.
The most memorable moment, according to Dave Zemer, was the golf outing at the Whistling Straits golf club in Kohler, Wisconsin with COO Norm Dominguez and other BNI Executive Directors. Afterward Norm joked, "We Came, We Played, and the Golf Course Conquered!"
Submitted by Dave Zemer, Executive Director, BNI Eastern Wisconsin
United States of AmericaSuccess Conference a Success!
The Missouri~Southern Illinois Region for BNI held its Annual Success Conference on September 16, 2005. The conference provided training to the incoming Leadership Teams and networking opportunities for the 320 members in attendance. An Awards Banquet was held to recognize the chapters which received the coveted Founder's Award, as well as recognize numerous chapters and individual members who had served "above and beyond the call of duty."
2005 Founders Award Recipients for Chapter Excellence:
BELLEVILLE, IL CHAPTER OF BNI
CLAYTON WEST, MO CHAPTER OF BNI
MANCHESTER/270, MO CHAPTER OF BNI
METRO EAST, IL CHAPTER OF BNI
REFERRAL BUILDERS, MO CHAPTER OF BNI
SOUTHWEST, IL CHAPTER OF BNI
ST CLAIR COUNTY, IL CHAPTER OF BNI
WARRENTON, MO CHAPTER OF BNI
WASHINGTON COUNTY, MO CHAPTER OF BNI
Submitted by Scott Simon, Executive Director, Eastern Missouri ~ Southern Illinois
United States of AmericaTeam Referrals Receives Founder's Award
The Team Referrals BNI chapter in Pittsburgh, Pennsylvania is the recipient of a 2005 Founder's Award. The 29-member chapter is picture perfect. The chapter is almost 2 years old and the Leadership Teams have consistently been very positive and pro-active with as many as 11 members going to Leadership Team Training. They do all of the small, medium, and big things right. They are always eager to implement new programs like the Reciprocity Ring and mentoring for new members. This chapter is also a "Showcase Chapter" which means they run such a perfect BNI meeting that start-up chapters are sent to observe the BNI success system in action.Congratulations Team Referrals!
Submitted by David L. Holzer, Assistant Director, Western Pennsylvania
United States of AmericaOgden Chapter Receives Founder's Award
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| Ogden Chapter President Ben Huff and VP Laura Alvarez are joined by several members. |
Less than ten percent of BNI chapters in the world receive the Founder's Award. This outstanding chapter now generates over 100 referrals per month—a recent week generated over 50 referrals! They have doubled in size in less than six months and their member retention rate is very high. The leadership team is cohesive and the members simply "get it."
"Givers Gain" is alive and well in Ogden!
Submitted by Gary Birdsall, Area Director, BNI Utah
United States of AmericaBNI Pirates Night
On Thursday, August 23rd the members from 12 chapters were invited by Denise Gove, a member of the Circle of Excellence chapter and player for the Pittsburgh Pirates, to the Pittsburgh National Corporation Park for a game. A total of 196 members, friends, and family members came to the game that evening.The Greensburg chapter had the highest percentage of member attendance so they were each entered into a drawing for a fabulous door prize—the opportunity to throw the first pitch. The current President, Dr. Brian Smith of Smith Chiropractic in Penn Hills, won the toss (he is experiencing a home run season in his chapter). Brian selected Doug Comin of BP Insurance in Ligonier and the incoming Greensburg President to catch the first pitch. What a symbolic handoff!
Thank you Denise for working so hard to organize this fantastic event!
Submitted by Deanna Tucci Schmitt, Regional Director, BNI Western Pennsylvania
Across the Globe - Europe
United KingdomSarah Sports BNI's New Fastest Logo!
In the last edition of SuccessNet, we thought we'd found the fastest BNI logo in the UK when Inverness Highland chapter members sponsored their racing driver colleague Dave Newsham as he battled to win the Legends British Championship.Now comes Kettering solicitor Sarah Franklin, member of Corby chapter, who reckons the BNI logos on her racing car are the fastest in Britain.
Sarah is racing in the first round of the televised 2005 AVO Ginetta Championship. Corby chapter Director Andy Mackenzie saw this as a great opportunity to get some local exposure for BNI, especially because Sarah gets a lot of media attention as the only woman competing in the championship.
Sarah commented, "Corby chapter is a really dynamic and pro-active group. It was great to get everyone's support and be able to promote BNI on my race car."
The last SuccessNet also featured the BNI logo covered automobile of Leo Petrik of the Gold Coast Region of Australia.
How many other BNI automobiles can there be out there?
Portugal
First Portuguese Chapter Launched
October 13th marks the official launch of the first BNI Business Group in Portugal, named BNI INVICTUS. One hundred and eight people from all over the country gathered for the launch held at the Portuguese Entrepreneurship Association (AEP) in the city of Porto. Some even travelled over 400 miles just to see what BNI is all about.It was an amazing event! The Leadership Team was overwhelmed by the very positive response from our personal invitations. Visitors included top senior executives from prestigious organizations. Quite a few people have already handed in their applications and submitted payment.
BNI Portugal will host an informational meeting in Lisbon in the very near future, per the request of several visitors that travelled all way up from the Capital.
The amazing BNI system works in Portugal!
Submitted by Helder Falcão, National Director, BNI Portugal
Across the Globe - Africa/Middle East
United Arab EmiratesBNI Launches in Dubai
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| The queue to register started early |
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The National Directors for the Middle East, Bijay and Anna Shah, with the presence and support of Niri Patel (Executive Director for BNI in Yorkshire, UK, and also Joint National Director for BNI in India) held a very successful kick-off for the first Dubai chapter—aptly named the BNI Falcon Chapter. The Falcon is the national symbol of the UAE.
One hundred and twenty five visitors attended the launch. Over 30 new applications were received that very day. Some of the visitors even rushed home to get their checkbooks!
"Niri and his Co-National Director of India, Niraj Shah, were both very instrumental in the launch of this chapter right from the very beginning. They have shown that the true spirit of 'Givers Gain' starts at home," said Bijay and Anna Shah.
As a result of the overwhelming response we now have two more chapters in the pre-launch phase.
See BNI.com coverage at www.bni.com
Go to the link below to see a video interview with Bijay Shah featured in AME Info—the ultimate Middle East business resource.
http://www.ameinfo.com/67389
IsraelHighlights from My Visit to Israel
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| Kick-off of Israel's 19th chapter |
If I were to choose the highlights of my trip the first would be the kick-off of our 19th chapter. The opening session had over 150 people in attendance.
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| Business is a common language |
The driving force of my BNI activities and my life is to make a difference. I hope that this event will pave the way for future business collaboration between Jewish and Arab business professionals in Israel.
We could have not achieved this without the support and help of the Executive Team, members, and my Co-National Director Yarden Noy.
Submitted by Sam Schwartz, National Director BNI-Israel and Executive Director BNI-Northern Virginia.
Across the Globe - Australia/Asia
Sri LankaPreschools Being Built in BNI's Name
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| Preschool foundation laying ceremony |
As we reported earlier this year, the BNI Foundation helped raise more than $57,000 for relief efforts in the destroyed areas. The $45,000 given to the Red Cross of Sri Lanka is being used to build and furnish two new preschools. Plaques will be installed recognizing BNI's sponsorship.
This example of "Givers Gain" speaks volumes to the community as the local press covered the foundation laying ceremony.
Submitted by Marjan A. Manzil, National Director, BNI Srilanka & Maldives
TaiwanTaiwan Directors Announced
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| Andrew, Simon, Carson and Jihong at the contract signing session. |
Simon came to the UK for one week to visit some of the most successful chapters here. He also attended a core group, Members Success Training session, and a chapter launch. Having returned to Taipei he is working towards the first chapter launch which is scheduled for the beginning of December.
Carson Chu is a very successful English trainer in Taipei. He is currently completing some teaching contracts and will start his first group in one month.
Both Carson and Simon found out about BNI when they met us at the Taiwan International Franchise Show earlier this year. We have completed a 6-Day Director Training and will be working with Simon and Carson as they move towards their first launch.
Submitted by Andrew and Jihong Hall, Co-National Directors, BNI China
MalaysiaRecord Number of Referrals Given in a Single Meeting
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Always a committed and selfless leader, this was Teik Poh's way of saying thank you to members of Achievers Chapter for their unwavering support.
"He is the most dynamic president we have ever had—he really practiced the 'Giver's Gain' philosophy and always put members' interests ahead of his own. He worked tirelessly to improve the chapter and individual members' businesses," said one pioneer chapter member.
"How did he do it?" some might ask.
"He probably saved his referrals for the past few weeks to show off!" others might think.
Believe it or not, Teik Poh got all his qualified referrals in just a half an hour—wearing shorts and drinking coconut juice. BNI UK Executive Director and Co-National Director of Malaysia, Robert French was present and can vouch for the accuracy of the account mentioned above.
It was simply achieved through the combination of the Power of BNI, Working the Networks, and Out-of-the-Box Thinking.
To find out exactly how he did it, we invite you to talk to him personally at the Members International Conference in Kuala Lumpur in June of 2006.
Submitted by Y.P. Lai, Regional Director, BNI Malaysia
AustraliaAnother Milestone Reached
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It would not have been possible without a fantastic effort by members, chapters, and directors!
From the FounderContacting Prospective Customers
How to make the most of your first communication with future customers.
Your referral source has done her job. Now it's time to contact the prospect. But be careful: The purpose of your first contact is not to make a sale or even ask the prospect if he has questions about your business. If—and only if—the prospect asks, should you present your products or services during this initial contact.
The purpose of the first contact with the prospect is to:
- begin to build the relationship,
- get to know the prospect better,
- help the prospect get to know you better,
- position yourself to make your next contact, and
- see if the prospect fits your source's description of her.
Meet the Face
When your source gives you the green light, don't let the opportunity grow stale. Make your first contact with the prospect within 72 hours of getting the go-ahead. If your source can be present, the most advantageous contact is a face-to-face meeting at which your source can introduce you. This introduction should be thorough and personable.
During this first contact, your prospect may likely have questions for you, but he typically won't ask them during this initial meeting unless he has an urgent need for the kind of products or services you provide.
Drop a Line
If your first meeting with your prospect can't be in person, your best bet is to write. Writing helps develop your relationship. Let your prospect know you find him interesting enough to have taken the time to learn a few facts about what he likes to do during his free time—not the fact that he needs your products or services. Express an interest and advise him you'll be calling to schedule a mutually convenient appointment.
When you start composing your note to him, keep in mind that he may not have read, or remembered, the materials your source sent him. So start by naming your referral source—a name he'll recognize.
Don't send business literature or your business card with your first correspondence. Your stationary should have all the contact information your prospect needs to reach you.
Give the prospect some time to receive your correspondence before you follow up with a phone call. Now try to schedule a face-to-face meeting if your prospect isn't receptive offer to send more information.
Ring Up
If your source recommends it and can guide you as to the best time to do so, you can make your initial contact with your prospect by phone.
If you've prepared the ground well, and if you're lucky, your efforts may pay off on your very first call. Most often, though, the prospect—even a referral lead—will need more time or express an interest in talking later about your products or services.
Follow Up
Within two to three days, you should send your prospect a note expressing your pleasure in communicating with him. It's still too early, though, to send business literature or make any move toward sales promotion.
Don't push beyond the prospect's comfort level. Once the prospect has expressed an interest in your products or services, you can provide information about them. Always focus on fulfilling his needs and interests.
Remember, to secure long-term loyalty of your prospect and convert her into a customer, you must first build a relationship.
This article was excerpted from an article by Dr. Ivan Misner on www.entrepreneur.com where you can read the article in its entirety, as well as many other writings by Dr. Misner.
BNI in the News
Word-of-Mouth Marketing on a Shoestring
One of the satisfactions—and sometimes thrills—of being in business for yourself is unexpectedly meeting or getting a call from someone who wants what you offer. But for this to happen, you need to get the word out that you're in business.
Click here to read this article at entrpreneur.com by columnists Paul & Sarah Edwards, who give great advice about how to do business. The Edwards have been BNI supporters for 20 years and have repeatedly highlighted BNI as a great resource for business people in their books and columns.
Certified Networker course helps accountants obtain strong referrals
"I deal with people's confidential information, so when they come to me they have to be able to trust the person that I am and they gain some of that trust through the referral source," said Karen Vidt, a self-employed Zelienople CPA.
Last year, Vidt took a course called Certified Networker to learn how to develop a strong network of referral sources to send clients her way. The course was developed by the California-based Business Network International and the Referral Institute, both of which have chapters throughout the United States.
Click here to read this article.
BNI Chapter Wins Award, Seeks Members
The Washington Business Networking International (BNI) chapter has claimed the Founders Award for the second year in a row.
The award, named for BNI founder Ivan Misner, is awarded to chapters that excel in various categories.
Click here to read this article.
A changing Russia provides opportunity in America for one young woman.
Tanya Zakharova wanted to learn about economics and business and "I always wanted to study in America," so with just a suitcase and a backpack headed to the State University of New York at New Paltz. In 1996, she received a graduate degree in finance. She then started working for Merrill Lynch at its Poughkeepsie office. She now is a financial adviser at the Merrill Lynch office in Mount Kisco.
While working in Poughkeepsie, she helped start a chapter in Ulster County of Business Network International, a networking organization. "It was very motivational to get together. Russians don't understand the concept of networking. They are not that proactive. I hope that changes."
To read this article in its entirety, click here.
To The Next Level
Visitors Galore!
Yes, we all know the golden rules when it comes to inviting visitors to our chapters: don't 'sell' BNI, highlight the business benefits, adopt a warm and friendly tone when extending your invitations, and so on…
But is that all? If so, why do significant numbers of members struggle to find good visitors, when others seem to have no difficulty bringing guests along on an almost weekly basis? The answer is that while there are no hidden secrets to attracting more visitors, you do need to adopt the right blend of confidence, a positive attitude, sincerity, creativity, commitment—and timing.
"Don't push it if they're not positive"
These are all qualities you'll find in accountant Denis Fuller, a founder member of the Magna Carta Chapter in Runnymede, UK. In the past 12 months, Denis has dazzled colleagues by introducing no fewer than 53 visitors to his chapter, nine of whom have since become members. "There really is no special formula, but it's important not to try to sell the BNI concept. I merely tell potential guests that I'd like to introduce them to a group of colleagues who may be able to offer them new business, knowing they'll soon discover the opportunities for themselves. The other vital aspect is to follow up with every visitor after they've attended a meeting."
"Inviting a rival focuses the mind"
Andover Chapter's photographer, David Burlison, has been similarly prolific, bringing 45 visitors to his group over the last year. "I tell my invitees as little as possible about BNI, because I want them to see the benefits for themselves. So I just ask them if they'd like more business and suggest they bring lots of their business cards along," he said.
"Once someone has attended as my guest, I always contact them a day or two later. If they are undecided but seem right for the chapter, I might tell them that if they don't apply for membership, we will be offering their particular seat to a competitor, because we have business we want to refer."
"The Internet helps me find visitors"
Dublin-based website developer Alan Bell has brought 43 visitors to his City West Chapter in 12 months, and regards the Internet as his most powerful tool in finding visitors. "I often chat on the phone with clients or prospective clients while they are looking at my website, and this gives me chance to highlight BNI's benefits and invite them along to a meeting."
"I also receive a huge amount of junk post and email every day from people, some of whom might be just right for BNI—so I always look through every communication to see if it's worth a follow-up call."
"I turn unsolicited calls into visitors"
Derbyshire telecommunications provider Jason Smith, a member of Long Eaton's J25 Chapter, takes a similar approach to the many calls he receives daily from sales and service representatives. "When they've finished telling me about their business, I ask them if they'd like even more, and invite them to my chapter. It obviously works because I've brought along 35 guests in the past year, seven of whom have joined."
"Attitude is everything—so be selective"
Genuine passion and enthusiasm for BNI's networking system is another principle shared by many of our top inviters, like food supplements specialist Paul Barton, a founder member of Plymouth's Drake Chapter who has introduced 41 visitors in 12 months, a quarter of whom have joined his or neighbouring groups. He said: "I have lots of customers and mention BNI to all of them.
"I'm selective about who I invite along. Attitude is everything and if I don't think someone is sufficiently committed or keen, we don't want their application. When I follow up with my visitors, I ask them lots of questions to ascertain if they are really serious about wanting to join, because while we like to have fun, we know that referring and gaining business is a serious thing."
"Enthusiasm and energy impress visitors most"
His comments were echoed by Rod Major, Exeter Isca's outgoing Chapter Director, who said that just by introducing the subject of BNI and chatting about its benefits was enough to whet most peoples' appetites. Rod has brought 35 guests to Isca during the year—more than a third of whom have subsequently joined. He said: "The main factor is enthusiasm. I'm enthusiastic when I talk about BNI, enthusiastic when I introduce visitors to my chapter, and just the same when I contact them afterwards."
"Just keep your eyes and your ears open"
One of the best 'conversion' rates has been achieved by Harlequin Chapter's Alan Clarke. Having brought 39 guests to his Richmond-upon-Thames chapter—of whom 15 are now members—he recently helped to launch Twickenham's Platinum Chapter for whom he found no less than 22 members! Despite being a professional recruitment consultant, Alan reckons it takes no special skills to find visitors. He said: "Wherever I am, I keep my eyes and ears open, and if I meet someone I think would be good for BNI, I invite them to a meeting."
"Dangling the carrot of opportunity"
Cheltenham Spa Chapter's senior visitor host, Stuart Rostron, an expert in wills and trust planning, neatly summed it up. He's introduced 40 visitors in the last 12 months and said: "When I approach prospective visitors, I see myself as dangling the carrot of opportunity for them to win more business. I liken BNI to the ripple effect that occurs when you throw a pebble into a pond. Once you've made the initial impact, the opportunities just keep growing wider and wider. They seem to like that idea."
This article has been condensed from its original version which appeared in the UK edition of SuccessNet. Our thanks to UK SuccessNet Editor Malcolm Grosvenor for sharing it with our international audience. Undoubtedly the same principles for visitors apply to BNI members worldwide!
My BNI Story
Sell your chapter seat on eBay?
Dr. Misner has created a powerful organization with BNI.
I first heard about BNI from a friend who stumbled into the Beverly Hills BNI chapter unsure if it was worth his time or money. Two months later he was convinced that it was the place to be. He made me a believer when he shared that he was receiving 2-3 leads per week and earning roughly $50k per year just from BNI referrals. I was doubly convinced when I attended Brian Buffini's "By Referral Only" and heard him say that BNI was top notch.
I knew what I had to do. I got on the phone and called BNI Regional Director Cys Bronner and told her I just had to get in to BNI—even if it meant building my own chapter. Why my own chapter? Because I know that mortgage brokers, like myself, either sell their chapter seat on eBay or will it to their kids, because it works so well. It has been eight months and the launch of the Bel Air/Brentwood Core Team chapter is just around the corner!
Submitted by Roger Vetruba, www.RogerV.com, Bel Air/Brentwood Core Team
Unique Referral Request Gets Results
My company is Sharp Solutions. I am in the category of Content Development (Copywriting) for corporate and small businesses (brochures, web copy, press releases, advertorials, feature pieces for trade and national magazines, etc). I also am an HR consultant. Recently, I decided to combine my knowledge of writing and HR to form a resume-writing/career counseling business. I did my 10-minute presentation one day on my resume writing business, Resumes for Change, as the new logo, collateral materials, etc. was ready for debut.I decided not only to define my "ideal client or referral" but to actually give the members an opportunity to help me in a slightly different way, yet count their help as a referral. I had designed postcards to be left at universities, recruiting offices, or other places. As a busy, self-employed person, I could not hit all the places myself.
I asked the members if they "knew" or "had contact" with any of these types of places. The response was overwhelming—there were many alumni of area universities who offered to take cards to the offices on their next visit. The chiropractor said she would put cards in her center—another member put cards in her coffee shop. From those cards, I have received at least 30 resume jobs. The members got a referral, they helped me a lot, and business was generated.
It was a "think outside the box" sort of request that has had great results.
Submitted by Julien A. Sharp, Sharp Solutions/Resumes for Change, South Beach Chapter, Miami, Florida
Better Net Income
I am a founding member of the Circle of Excellence chapter which is now four years old. This has been the best investment of time and money I have ever made.I have definitely benefited from the BNI philosophy of "Givers Gain." From the beginning I have tracked all the referrals I have given and received. I have also recorded the amounts spent and the income made. As a result I am way ahead of the game financially. The percent of my total income from BNI, for the past three years, has grown each year: 2003 = 26%, 2004 = 37%, and 2005 appears to be on track for 40%. It's true what they say: BNI = Better Net Income!
Another benefit that is almost as good is that when a client has a need or asks for help I have trustworthy people I can refer. I didn't have that before BNI.
Knowing how important BNI is to my business has motivated me to attend every single meeting for the last 49 months.
Ed Hall, Padgett Business Services, Circle of Excellence Chapter
Business Card Collector Seeks Help from BNI Members
My name is Greg Saperstein and I am 15 years old. I'm like any other kid who enjoys cars, plays video games, and enjoys school. I also spend my time doing something a little less common - I collect business cards. I first began collecting them four years ago when I picked one up and thought they were interesting. I said to myself, "I'll go around and get more." Then my grandma picked some up for me. I now have over 20,000 in my collection. I have been featured in The Bergen Record, The Star Ledger, WMBC-63, and on 101.7 K-Lite Radio in Santa Barbara, all because of my collection. I have cards from 20 different countries. I have received envelopes of cards from people who saw me in the paper. Someone even offered to send me 13,000 business cards he'd been collecting for the past 40+ years.
After purchasing Dr. Misner's book, It's in the Cards, I called him and spoke to Dr. Misner personally and asked for one of his. I also asked him if he knew anyone who would be kind enough to send me one of theirs. He said, "Sure, I'll put it on the website and in SuccessNet."
To anyone who reads this: If possible, can you please send me one of your cards and/or any extras that you no longer use? Anything will be greatly appreciated. Thank you so much!
Greg Saperstein
PO Box 730
25 Dogwood Lane
Alpine, New Jersey 07620.
Stick to the Program
I have been a member of BNI for nearly two years and to date I've been averaging over $1500 a month in revenues from referrals generated by BNI.How did my experience start out? It was very scary. I didn't know what I was getting myself into. I had just opened up my own business and was told the best way to build my business was through word-of-mouth referrals. I went to a Chamber meeting and was invited to attend BNI. I was thoroughly impressed. Over time I discovered ways to implement more of the "tried and true" elements that create that smooth and effective structure.
"How did you do it?" you may ask. I just followed the guidelines in the Member Success Program: be on time, get a sub if you can't make it, know what a good referral is, script how to invite visitors, and learn how to do an effective 10 minute presentation and 30 second commercial. It's true it has been done before and done right—it is effective.
Has anything changed about me or my business? I have become more self-confident. I have learned how to be self-promoting and not timid.
Do I recommend BNI for a growing business? I certainly do!
Dr. Hercules Real, Champions Chapter, Fullerton, CA
The Best Referral
The following was on the back page of the wedding program of two BNI members—Cathy Zink of the Chambersburg, Pa. Tuesday B chapter and Joshua Moore of the Chambersburg, Pa. Wednesday B chapter. They were married on September 10, 2005."On June 4th, 2004, Cathy received a single pink carnation from a Secret Admirer. The flowers continued—two the next day, three more the next, etc…A week later, Joshua revealed himself and Cathy called him. They had known of each other through their own respective business networking referral groups called BNI. They spent their first date eating at Rosalie's, playing mini-golf, and hitting the batting cages. Cathy & Josh have been joined at the hip ever since. BNI works—the best referral they ever received was each other!"
Submitted by Jerry Schwartz, BNI Executive Director
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Dear Dr. Misner,
I attended the BNI Members' Day recently and was utterly enthralled by your presentations. You will be pleased to know that the other four members from our chapter felt the same. We will take back all that we learned and actively put it into practice as we continue to build our chapter.
Richard Poole, BNI-Lindum Chapter, www.bni-lindum.co.ukLincolnshire & Notts Region, UK
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Dear Dr. Misner,
I really must thank you for giving me the opportunity to enrich myself and my company with the BNI way of doing business. My life has changed positively because of your methods. I have been the chapter director of the first Amsterdam chapter in Holland. I use your methodology of networking almost every day. Thanks again!
Richard van Houten (Amsterdam/Holland)
Breaking NewsMasters of Sales by Ivan Misner and Don Morgan
Call for Submissions
Would YOU like to be a contributing author to another BNI bestseller?
You are invited to submit an article for consideration in our upcoming book, Masters of Sales. This is a sequel to our best sellers: Masters of Networking & Masters of Success. Entrepreneur Press, a division of Entrepreneur Magazine, is publishing this edition.
If you believe you have a compelling sales story to share, go here for the submission guidelines.
Listen to Ivan Misner talk about how passion can change your life
On Tuesday, January 24 at 5:00 p.m. Pacific Time, Healthy Wealthy nWise magazine will interview Dr. Ivan Misner on that one thing which can transform anyone's life—passion. Special arrangements have been made for up to 400 BNI members to listen in on the interview at no charge.
Passion can change everything in your life. It can make your life exciting, thrilling, exploding with opportunities, and unbelievably fulfilling. This interview is going to dig into Ivan's world and pull out everything he knows about the passion that has transformed his life, and that can transform your life as well.
You can register to listen here.