Not All Substitutes are Created Equal

Posted on by BNI Global

Submitted by Braith Bamkin, Executive Director – BNI Melbourne West & Geelong and Melbourne Central

Did you know that you can increase the amount of business you generate from your membership if your chapter has a clear strategy on having great substitutes in the room?

It always amazes me when I visit a chapter and I see ‘regular’ subs in the room.  Without fail, these are chapters that seem to struggle with member accountability, growth and closed business.

Member Accountability

Each chapter needs to formulate its own policy of what an acceptable substitute is and how often they can visit.  Most chapters say a member can have a substitute 3 times in a six month period, with anything outside of that needing to be approved by the membership committee.

High performing chapters will also say that one substitute cannot be present at more than 3 meetings in a six month period without prior agreement from the Membership committee.

Membership Committees that communicate this and enforce it, are always part of high performing groups and their members value their membership and do everything they can to increase the value they extract from the room.

Growth

If that sounds harsh, then let me tell you a story of a ‘serial substitute’ I came across recently.  “Mary” – a cleaner in Melbourne loved BNI and would happily substitute anywhere she was asked.  Of course, she was way too busy to join BNI, but as was usually found at two or three BNI meetings a week.  When I had a conversation with Mary, she proudly informed me that BNI was amazing, it had built her business in less than 6 months and she tells everyone about it and that they should sub everywhere.

So, how do you think Mary’s credibility was, once people found out she was doing this?  But more importantly, how do you think the chapter felt about the members that keep inviting her?  Say no more.

Of course Mary did have plenty of time to visit BNI and had she joined a chapter, I have no doubt that she would actually have generated far more business for herself than from subbing.

But I don’t blame Mary, she didn’t know what she didn’t know and the chapters she was visiting were too complacent to challenge her on this – after all she was lovely and she got business and she ‘helped’ members out.

The chapter missed out on a member and lots of closed business because they allowed Mary to keep coming and enjoying the benefits of BNI without the commitment they had all signed up for.

Closed Business

The biggest loss when using poorly chosen substitutes is the potential closed business to the chapter.  It may surprise you that substitutes spend money in the room.  A lot of money.   So selecting potential clients or people who can advocate on your chapter members behalf, can be extremely financially rewarding (teachers are a great example).

Who makes a good sub?

In order of appropriateness, here is a list of who makes great subs and why.

  1. Your clients.  These people are hopefully your raving fans.  What better to represent you than someone who is going to speak highly of you.  It’s like a double whammy – you get represented and you get a testimonial at the same time
  2. A potential client.  What a great way for them to see that you have a strong and broad network that makes you an even more valuable person for them to do business with
  3. Your work colleagues – they know what you do and it also gives your chapter chapter mates a chance to see who else is in the orgainsation they are referring to
  4. Your friends and family.  Again, these people hopefully will be your advocates so again, they represent you well
  5. A member from another chapter (see below)

So it stands to reason, there are people who make less than desirable subs.  These are

  1. Former Members.  They didn’t hang around the first time, their credibility is probably poor anyway, so why have them represent you?  Crazy stuff.
  2. Members of other chapters.  This is a double edged sword.  Whilst I advocate people visiting other BNI chapters to pick up ideas, often members from other chapters come in and talk about them more than you.  This is clearly not the goal.
  3. Any person who has visited more than 3 times in 6 months.

How to prepare your sub.

  • Just because you’re away, it does not mean you should have nothing in the “I have” section.  If nothing else, give a testimonial and prepare your sub to read the 2 pertinent paragraphs.
  • Pre-prepare their 60 second referral request and time it so they are not put on the spot.
  • Let your fellow chapter mates know who is coming to represent you and ask them to welcome them (the closed Facebook group is best for this)
  • Set up potential meetings with possible clients – this way you facilitate the business that may be done.
  • Let your sub know what will happen on the day.  If they are coming for the first time, nothing feels worse than not being aware of what is about to happen
  • Pre-pay for their meal, after all, they are doing you a favour.

If your chapter is having trouble with substitutes, why not organise a “Bring you substitute” day.  Talk to your local Director on the mechanics, but this is a great way to double the number of people in the room and supercharge business generated from people outside your chapter.  I have never seen a “Bring a sub day” fail to generate business for existing members.  Done at least twice yearly, this can be a real shot in the arm for any chapter.

If you select the right substitute, you can set yourself up to be a chapter hero by demonstrating that even though you’re away, you value your seat in the room and are willing to make the experience a great one for everyone involved.  A little bit of effort on your behalf can have big payoffs for others in the room.

Unlock BNI with One-to-Ones

Posted on by BNI Global

Submitted by Erik Kolomaznik, BNI Vermont Ambassador



At the beginning of my membership I enjoyed One-to-Ones with fellow members and found them mostly useful. And yet, that was the extent of my One-to-Ones. The quality of relationships with my BNI teammates has always been a critical element to being part of my chapter, and I could see the quality of my relationships growing over time with repeated attendance plus a healthy serving of casual One-to-Ones. However, the evolution of my relationships at that time was gradual, unpredictable and slow. As they say: “There must be a better way!”

 

  • Visiting other chapters is a fantastic way to expand your network! However, attending is not enough. Visiting another chapter and shaking hands with new people is not much better than popping into a Chamber of Commerce event. As with many things, it’s all about the preparation and follow through. Before attending, review the roster to see who would be a great One-to-One partner, and make sure those appointments are set before you visit. It’s the One-to-One meetings that grow our network, not the visit itself.
  • BNI is relationship marketing! But exactly what kind of relationship? Friendship? Professional acquaintance? Nope. The ideal is the elusive “Professional Friendship.” Its recipe consists of respect, integrity, collaboration, purpose, effectiveness, effort, and design. We build Professional Friendships intentionally, by design, and within a structured framework. Truthfully, if we don’t apply purpose and effort, the chances of creating the desired “Professional Friendship” by accident are nil. BNI provides a very valuable and unique environment in which this type of productive relationship could sprout up any day of the week.
  • It occurred to me that credibility and reputation form a bottleneck that most hinders the passing and receiving of referrals. (It’s not about you, though) Your fellow member, from whom you would like to be receiving referrals, is laying his or her credibility and reputation on the line when they refer you. We each must figure out how to ease the other person’s concerns and demonstrate that we understand and respect this risk to their reputation. The best tool in the BNI tool box for assuring other members about our ability to protect their reputation is the 121 meeting. Reducing the time that it takes to instill this confidence during One-to-One meetings is the key reason to continuously sharpen our One-to-One skills.

 

As with many things in BNI, there are plenty of best practices to adopt: have goals for the meeting, make it memorable and fun for the other person, keep your commitments, be punctual, be prepared, listen and take notes, etc. I agree with all those things. But I’m not satisfied with behaviors. I’m looking to crack the code. If you would like to add to these ideas and/or discuss, I would love to hear your insights and results. Might I suggest that we schedule a One-to-One?

Asking For and Receiving Advice From Your Network

Posted on by BNI Global

The best thing about having a referral network is that you can surround yourself with people from a diverse set of industries. This can come in handy when you are looking to refer a friend to someone in your network, or when you need an unbiased sounding board.  Asking advice from only people in your industry can leave you with an opinion that may be very similar to your own.

Additionally, inviting your network to share their advice or opinions about matters in their wheelhouse can help you get acquainted with their subject-matter knowledge and attitude, which makes it easier to refer them to people in your life.

Consider the following suggestions when asking people in your network for advice:

  • Avoid sensitive topics with members of your network. Try not to bring up anything politically charged, anything too personal, or something that may make someone uncomfortable. Making someone uncomfortable is an easy way to make it unlikely that someone will give you advice again.
  • Ask questions they are likely to have qualified answers for. Asking someone questions or for advice on a subject that they know nothing about can put them on the spot and make them uncomfortable.
  • Let them do the talking. Don’t interrupt or try to sway their advice in a way that is convenient for you. Asking them for their opinion is about letting them actually give it. People won’t appreciate you talking over them, and will be able to tell if you are uninterested in hearing what they have to say.
  • Be present in the conversation, and respond appropriately. When you ask someone for their advice on a matter, pay attention to what they are telling you. Your connection is giving you their time to answer your questions and give you suggestions that they think will help you. If you do not respect their time appropriately, they will be less likely to give you time in the future.
  • Don’t try to get free services from someone in your network. If you hope to have an hour-long conversation with a tax professional about filing your taxes, don’t book a session under the guise of asking for free advice. A quick question or two in your colleague’s area of expertise is fine, but more than that and you may cross the line into asking for free service. Knowing when you are crossing that line is key to having a strong relationship.
  • Keep the person who you asked for advice updated. After someone gives you advice, use the subject as an opportunity to catch up with them, thank them for their advice, and let them know what you plan to do. This is a great opportunity to keep them informed and get additional opinions or advice.

2017 Global Convention Biggest and Best Yet, 2018 Set to Impress

Posted on by BNI Global

Last month more than 1,300 of BNI’s global leaders – including National Directors, Executive Directors, Director Consultants and their teams – attended #BNIGC17, BNI’s largest and most successful Global Convention to date. BNI Members from around the world also joined us in Long Beach for an inspiring Members’ Day event with business-growth expert Verne Harnish, BNI’s Founder & Chief Visionary Office, Dr. Ivan Misner, and BNI’s Chairman & CEO, Graham Weihmiller.

BNI’s Global Support Team wants to thank everyone who helped make this year’s Global Convention a success, especially the following individuals:

  • Vassilis Mentzelopoulos and Elli Glytsou, Co-National Directors of BNI Greece: This event would not have been a success without the hard work of Vassilis and Elli, and their company Amuse Concept Events. The Amuse team worked endlessly to create a fantastic experience for all attendees – and helped ensure the music, sound, videos, lighting, and presentations were all well-coordinated. We look forward to working with Vassilis, Elli, and Amuse Concept Events for many more events in the months and years to come!
  • Marc-William Attie, National Director of BNI France and President of BNI’s Executive Council: Marc-William graciously opened this year’s Convention, inspiring attendees with his immense passion and dedication to BNI. In his opening, Marc-William highlighted BNI’s tremendous growth within non-English speaking countries, and how we’re working to build one true global community.
  • Y.P. Lai, National Director of BNI Thailand, BNI Vietnam and BNI Philippines: Y.P. closed this year’s Convention, with an emotional presentation on how BNI is about so much more than just business. Around the world, there are incredible stories about how Givers Gain has transformed businesses, and also lives. About how BNI has given people hope, and has impacted communities near and far.

We’re looking forward to next year’s Global Convention, taking place November 7th-10th in Bangkok, Thailand – our first Convention outside of the U.S. We’re expecting even more attendees and are planning our biggest Members’ Event yet, which will be run over two days and for the first time include referral matching sessions and a trade show! Register today for this exciting Members’ Event, and stay tuned for more Convention details in future SuccessNet issues. 

As Graham Weihmiller, BNI’s Chairman & CEO stated at Convention, “We are one team, and one family, with one mission – to make a positive impact in the world and to leave the communities within which we operate a better place.” We hope that BNI inspires you throughout the year ahead – keep working towards your dreams, and allowing Givers Gain® to be the guiding philosophy in your business and your life.

See you next year in Bangkok!

Networking Up: Mingling Above Your Weight Class

Posted on by Ivan Misner, Ph.D.

We’ve all heard the advice: “you become the people you hang out with.”  This means that you not only need to surround yourself with successful people (however you define success), but that you also need to be continually networking up to raise the bar for yourself over time.

Having run the world’s largest business networking organization for more than three decades, one of the things I’ve learned is that: There’s generally room at the top.  It’s the bottom that’s really crowded.  So how do you start networking above your weight class to move your way up?  Here are nine things I recommend that will help you accomplish that goal.

  • Hang out where successful people are.  We are all at a different place in our career, so start by assessing where you are and then determine where you can go to “network up.”  When I was new in business, that meant joining a local service club like Rotary, Lions, or Kiwanis.  Organizations like the Chamber of Commerce and BNI are also excellent ways to start networking up.  Later, I added boards of non-profit organizations and charities to my list.  Many successful people play in these arenas.  What a great way to connect with these people in a professional environment.
  • Embrace discomfort. If you’re not uncomfortable connecting with someone, then you’re not aiming high enough.  I’ve been there.  I understand this feeling. However, you need to get past that and go talk to them.  Your discomfort may be a sign that this is the exact person you should be talking to.
  • Don’t sell or pitch to them!   I can’t tell you how many times I’ve met someone for the first time and they start “selling to me.”  I’ve seen the same thing when I’ve been with other business people far more successful than me.  Don’t do it!  The old adage – “it never hurts to ask, right” is completely wrong when you are networking up with someone for the first time.  A lot of people do it – don’t be one of the crowd. 
  • Don’t complain to them.  I know, that sounds obvious, but I’ve been both the victim of it and I’ve seen it.  I was with an incredibly successful business man some time ago when he was meeting people in a crowd when someone he just met went on a rant about some problem with the man’s company.  He stood out, and was quietly escorted out.  You want to be remembered, but not for that.
  • Acknowledge their work but don’t be a sycophant.  There are plenty of people to flatter them, so don’t “puppy-dog lick them” to death.  Successful people are, however, still people, and they appreciate knowing their work makes a difference. I have found that if I share a specific story about how their work or business has really helped someone in some way, they truly appreciate the comment.  That way the conversation is not all about me, and at the same time, it acknowledges them for the work they’ve done. 
  • Work within the context.  If at all possible, find a way to connect what is happening at the moment to something interesting in your discussion or setting.  For example, when I met Jack Canfield (Chicken Soup for the Soul) for the first time, it was at a book signing for speakers.  The problem was that the audience was still at dinner, and no one was at the signing!  So I shared a story with him about a book signing I did where the only person who showed up was my mother.  She acted like she was a fan and made such a big deal at the signing that people started crowding around my table.  It was an incredible embarrassment that turned into a huge success.  He laughed so hard that it helped him remember me well enough to invite me to join his personal network called the Transformational Leadership Council more than ten years ago. 
  • Find out what they’re currently interested in.  This is a critical item.  If you know they are going to be at an event, do some internet research to find out what they are currently working on, then open up your discussion by asking them to tell you about it.  If you haven’t done the research – ask them what they are working on that they are most excited about. 
  •  Add value.  This is the most important item.  If you can find a way to add value – you’ll be remembered.  For example, the last time I had the opportunity to talk to Richard Branson, I asked him about his latest endeavor at the time – The “B Team” or the Business Team.  When I asked him about it, he was pretty excited with the program. I asked him how I could help him with it.  While he was thinking, I asked if it would be of value to him if we did a short video interview so that he could share the program with my audience.  He loved the idea, and we shot the video about the B Team program for my blog. 
  • Don’t assume they remember you next time.  If you meet them or connect with them again, never, ever, assume they remember you.  Always help them out by giving them context on how you know each other or met.  Really successful people tend to meet hundreds, if not thousands, of people.  Giving them context helps them jog their memory. If you meet them in person, give them a reminder of where you met.  For example, when I am networking up with an email communication, I’ll send a copy of a photo of the two of us from the event where we met.  That always jogs their memory. 

Finally, remember that if you’re always the most successful person in the room, you’re hanging out in the wrong rooms.  Take these nine suggestions and start “networking up” to the right rooms.  

Lifelong Learning in BNI Sparks Growth Inside and Outside the Chapter

Posted on by BNI Global

Submitted by Kristen Ginsburg, Vermont Custom Fitness, Middbleburg BNI, BNI Vermont

Lifelong Learning is one of BNI’s Core Values, and an essential part of my business as a personal trainer. In reflecting on this over the past few weeks, it struck me how my last two years of membership have helped me grow. BNI has grown my client base, but BNI has also helped me grow as a person as well. 

One specific way BNI has helped me grow is in my public speaking. I have always had a lot of anxiety about public speaking. I was the quiet kid in school, and when I got called on in school sometimes my voice would get shaky and my face and neck would get red.  

I am grateful that BNI forces me to practice my speaking skills every week.  This weekly practice was very hard at first but recently I have noticed that the way I do my presentations is starting to shift. I still write out my 60 seconds presentation each week so I am well prepared, but the shake in my voice is almost gone now.   

Lately I have been focusing more on keeping eye contact with my audience, occasionally glancing down at the paper to make my points, but attempting to stay connected to my audience at the same time. I am now able to look out at my audience, and if I find myself going off script I’m still able to stay on topic without losing my focus and getting frazzled. I know that I still have a way to go, but I’m getting better. 

I also realized that by developing my confidence as a presenter, I have begun to take on more leadership roles outside of my work as well. I have been involved in many community theater productions over the last eight years, and last year I decided to come out of my shell to direct the play ‘Good People.’  Again, my practice with presenting and putting myself in front of a large audience helped me make this dream into a reality, which I am so grateful for.    

Additionally, I find myself more confident at parties and other social situations, and am more easily able to talk to strangers.  I find myself more generally interested in other people, and through One-to-Ones have learned how to ask questions to get to know them better. 

I am so grateful to BNI Vermont for offering us opportunities to grow and develop ourselves as business people.  I was so fortunate to attend BNI’s training last month, “Train the Presenter.”  It was a part of the new monthly series Vickie Wacek, BNI Vermont Executive Director, is offering to BNI members in Vermont, as well as to the general public.

If you commit to continue to learn and take advantage of all BNI has to offer, you will benefit. I am grateful that I am part of Middlebury BNI, and am delighted to serve as an Ambassador now. I am excited about meeting members in other chapters, and continuing to learn from all of you in our BNI family.

A Conversation with Steven Carvajal Ruffley, BNI National Director

Posted on by BNI Global

Interested in learning how BNI National Directors fall into their roles? Check out this question and answer session with Steven Carvajal Ruffley, BNI National Director in Costa Rica.

Q: HOW DID YOU LEARN OF THE BNI FRANCHISE OPPORTUNITY?

A: I first started as a member with my own company, and a few years later, there was an opportunity to become the National Director and decided to go ahead and start growing BNI in my region. 

Q: WHAT WAS THE DECIDING FACTOR THAT MADE YOU BECOME A BNI NATIONAL DIRECTOR?

A: As a member, I really liked the boost that the system had given to my company, and was clear of the impact that BNI could have on the economy and on the mindsets of many other business owners. I saw it as the path through which I could do something to create a positive influence in my country.

Q: WHAT CORE VALUE DO YOU MOST IDENTFY WITH AND WHY?

A: Givers Gain® absolutely. It is a game shifter. In many countries and economies, business often comes through commission or under a “what’s in for me” mentality. While this mentality is common, it’s often disliked. Using Givers Gain as your primary business lever unchains relationship creation based on trust, helping to develop business on a long-term basis, and above that, making many other opportunities come to light. Givers Gain is the spark for the best way to develop as a society – not only as an economy – and once we all understand and adopt that behavior, we can be sure that we are transforming our world into the best it can become. 

Q: WHAT ARE SOME OF THE BENEFITS OF OWNING A BNI FRANCHISE?

A: First, it is a great franchising opportunity in the sense of the revenue achievable. There is a great team supporting your development. You not only have a profitable business, you become a positive change agent in your country. There is continuing learning and becoming part of the world’s BNI community is second to none!

 

Q: WHAT RECCOMENDATIONS DO YOU HAVE FOR ANYONE CONSIDERING BECOMING A BNI NATIONAL DIRECTOR?

A: While there is no easy business, it’s not a hard business, and you are not alone. There is a team around the world ready and willing to help. The system is fool proof but it’s not to be taken lightly – you will have to commit to deliver positive results. As a National Director, you never will feel it’s not worth it. In addition to being a great business in terms of revenue potential, do it for the philosophy. 

 

The Difference Between Referrals and Leads

Posted on by BNI Global

In BNI, we believe in the power of referrals. So much so, that oftentimes, our chapters will consider the L-word to be akin to profanity.

The L-word, of course, is leads.

As new members come into our chapters, something we hear time and again during trainings is, “I’m used to giving leads to people in networking groups. My fellow members don’t want me to give them leads. I don’t get it – what is the difference between a lead and a referral?”

Leads are contacts that, generally, are not expecting a call. These prospects are basically cold calls, but you have reason to believe they may actually be interested in your service because a mutual connection may be aware of particulars in their lives.

A referral, on the other hand, is a true opportunity to sell your product. These are people that a friend or associate told about your services and they expressed interest. When you call a referral, they will already know who you are, what you do, and in the best cases, may be expecting your call already.

A common misconception about the difference between leads and referrals is that many believe a referral is a guarantee to do business. This is not the case – as always, your business is your responsibility. Meaning, once a referral source has given you the name of someone to contact, it’s up to you to do the rest. A referral is an open door to put your best foot forward.

BNI Members regularly rate referrals based on their heat, or how much involvement they have put into preparing the referral for you. The closer to close a referral is, the more education on you and your business the contact has received, the hotter it is. Qualified referrals like these have been previously vetted by the person giving the referral, and there is reason to believe the product or service is desired by the potential customer.

How can you ensure that you are passing qualified referrals to your networking partners? Check out the below checklist to convert a potential lead into a referral for someone in your circle.

  • -When someone in your life expresses to you that they may be interested in a product or service, have a conversation with them to determine if their needs fit the services offered by the organization you have in mind.
  • -If the needs do fit, share with the potential referral that you know someone who may be a fit to help them and explain how you know your referral partner.
  • -If the potential referral appears receptive to this connection, ask if you can share their contact information.

When sharing referrals with your networking group, never pass along the contact information of someone who has said they do not want to be connected with your network. These individuals are not necessarily even leads, because until other cold calls, this person will remember telling you that they weren’t interested, and this can negatively impact your relationship.

BNI Foundation Kicks off Season of Giving on Giving Tuesday

Posted on by BNI Global

BNI Foundation Giving Tuesday

Inspired by a Miami classroom of 4th grade students who showed tremendous leadership by becoming BNI Foundation Heroes, the BNI Foundation is asking BNI chapters around the world to Join the CLUB. If each member of a chapter donates just two or three dollars a month, we could have Super Hero Chapters all over the world. The more chapters that participate, the more schools and students we can help with our Givers Gain Grants of $1,000 each.

Learn about these incredible 9 year olds and our Join the CLUB campaign here.

Read our latest blog article about Giving Tuesday here.

Diversity and Networking

Posted on by Ivan Misner, Ph.D.

Networks are by nature, “clumpy” (that’s the technical term).  It’s human nature to congregate with people that are very much like us.  People tend to cluster together based on education, age, ethnicity, professional status, gender, etc… The problem with this is that when we surround ourselves with people who have similar contacts it may be difficult to make connections with new people or companies with whom we desire to do business.

When it comes to business networking, you never know who people know.  One of the important keys to being successful at building a powerful personal network is diversity. 

In running a large business networking organization for the last two decades, I often speak to people who tell me they want to network exclusively with other business professionals who work with clients in a similar socio-economic target market, in other words – network with business professionals with similar clients.  Although it is good to include these people in your personal network, any attempt to network with them exclusively would be a tremendous mistake.

It is human nature to congregate with people that are very much like us.  People tend to cluster together based on education, age, race, professional status, etc.. The bottom line is that we tend to hang out with people who have similar experiences or perspectives as ours.  Most of our friends and associates are often friends and associates with each other as well.  The problem with this is that when we surround ourselves with people who have similar contacts it may be difficult to make connections with new people or companies with whom we desire to do business.

A diverse personal network enables you to increase the possibility of including connectors or “linchpins” in your network.  Linchpins are people who in some way cross over between two or more clusters or groups of individuals.  In effect, they have overlapping interests or contacts that allow them to link groups of people together easily.

When it comes to networking, diversity is key because it allows us to locate these connectors, or linchpins between clusters of people.  Connectors are the gateways to other people.  They create shortcuts across groups. 

The best way to increase the number of linchpins in your network is to develop a diverse network – not a homogeneous one.

Having helped develop thousands of networking groups in dozens of countries around the world, I can categorically state that the strongest networking groups I’ve seen are generally ones that are diverse in many, many ways.  The more diverse the network, the more likely it will include overlapping connectors or linchpins that link people together in ways they would have never imagined.  The more connectors, the greater chance of getting business from people you may have never had access to.  Diversity is not only the “right” thing to do, it’s also the “smart” thing to do when it comes to networking. 

What is the Point of Visitors?

Posted on by BNI Global

Submitted by Braith Bamkin, Executive Director – BNI Melbourne West & Geelong and Melbourne Central



If I knew what I know now about the purpose of visitors when I was a member, my experience of BNI would have been so much richer and I could have helped many more fellow members.  But as they say, better late than never and today I hope to share some insight into the value of visitors into your chapter.

Many people say to me at the Member Success Program that they resent having to bring visitors to BNI to ‘grow’ BNI.  But nothing could be further from the truth.  Firstly, any activity a member engages in is for the good of the chapter, which should be everyone’s motivation.  Secondly, no one, except the membership committee can actually invite anyone to ‘join’ BNI.

I had a situation once where a member invited her best friend to ‘join’ BNI in the lucrative Mortgage Brokers category.  To cut a long story short that person was not successful, not because she wasn’t a great person but the chapter was inundated with applicants and they chose a better fit.  But who do you think she blamed for not getting in?  Of course her (now former) friend.  Do yourself a favour and don’t invite people along to ‘join’ because it can end in disaster.

If you have a position to fill in your chapter, I like using Dr. Ivan Misner’s “we’re interviewing” technique.  Check out this podcast to learn more about that.

Did you know around 30% of closed business comes from visitors?  So if your chapter is bringing a constant source of potential new customers into the room, chances are, everyone will share in the spoils.

Most people won’t apply to join BNI – which is no problem.  But many of them will actually do business with someone in the room.  But there is one key thing Visitor Hosts MUST do to ensure maximum business opportunities occur.  At the end of visitor orientation, visitors hosts should say “Who in the room today would you like a personal introduction to now”.  About a third of visitors will actually ask to meet someone (usually because they want to buy from them).  This is a great reason to have a clear chapter trade sheet available to all members and visitors each week – but that’s a whole other blog post.

The second surefire tactic to increase visitor business is for the visitor host in the follow-up phone call to ask the same question, but obviously via phone or email connection.  About another third will ask for a connection because 48 hours later, they have identified a need a member can solve or the meeting information finally percolated into their sphere of relevance.

Either way, two thirds of visitors will actually want  a connection – how powerful is that for your chapter’s closed business?  Check out this podcast from our founder, to learn the real value of every visitor that walks into your chapter.  

In another post I’ll talk more about inviting, but now you know the reason behind a visitor, why not try inviting a few people this week to ‘meet your network’.  Afterall, when one of your chapter members solves a problem your visitor is having, it will be you that is the hero all round.

In another post I’ll talk more about inviting, but now you know the reason behind a visitor, why not try inviting a few people this week to ‘meet your network’.  Afterall, when one of your chapter members solves a problem your visitor is having, it will be you that is the hero all round.

Does Your Follow Up Provide Value?

Posted on by BNI Global

Submitted by Claudia Lowry, Executive Director, BNI North and South Peninsula, South Africa



It’s a great feeling when you receive a referral.  You feel a sense of validation, that you are worthy, and that someone was confident enough in your skills to recommend you.

But, alas, you just don’t seem to be converting the referrals into sales.  You do the check.

Phoning the lead within 24 hours – check!
Follow up with an email – check!
Wait a week and follow up once more – check!

Still no bites!

You ponder for days on what could be wrong.  Are the referrals just weak?  Does the referee just not understand what it is you actually do?  Is it that you are charging too much?

It could be all of those, but most times, it is because you are not providing value in the follow up.

The follow up, once initial contact has been made, is a key part of conversion.  At the time of first contact, the prospect may not have been ready for you and your wonderful product or service.  Hence, why a follow up is necessary.

But, often times, many treat the follow up as a “Hey, remember me. Just following up.  No, not now?  Oh, okay, no problem. When you are ready.”

Well, you just blew your chance of adding value and probably sealing a deal. What went wrong there?  Plenty!

Here are a few tips on how you can add value to your follow up calls or emails:

1. Special Offers
Add in a dangling carrot.  Who doesn’t like specials, right?  Sure, remind the client that you spoke to them a week or so ago, and you are indeed following up to check whether they are ready to chat.  But, by slipping in a special offer, related to what they are interested in, if you can, will leave a sweet taste in their mouth.  Who knows, from there you may even lead them to buying into something more than they initially had a need for.

2. Deadline Reminders
Often times, the prospect needs something by a certain deadline, but when you phoned the first time, they were far away from that deadline.  Be savvy the second-time round, and keep a note and a reminder of that deadline.  That way, you can use the reminder of the deadline as a reason to be phoning.  They will surely be impressed that you remembered.

3. Know your client
Stalking is good for a few things, promise! So, check out the prospect on social media – LinkedIn – Facebook – Twitter – Instagram – etc.

If you see that something happened that is noteworthy, then mention it.  Keep it professional, mind you.  So, LinkedIn may be the place to go, as the posts are generally all business related, i.e. A business promotion, a new job, an anniversary of a job, and such.  Avoid the, “Oh, I see your granny turned 80, congrats!”

4. Solve a problem
There is always a problem to be solved.  Find out what it is right from the front, and keep that in mind.  If you can solve their problem before someone else can, then you’re sure to be in like Flynn.

5. Be personal
Don’t be fake!  Be you!  Let your personality shine though, especially when emailing. Emails can become rather stoic and too drab, leaving most with a bored “yawn” feeling.  So, be sure to engage your potential new client, and let them see you are a real person, not just a salesman wanting a sale.

6. Free Stuff
Much like special offers, everyone loves free stuff!  So, if you can, think about what you can offer as a teaser.  Be smart about it.  You don’t want to be giving away the exact solution to their problem.  You want to just hand over a little candy, something to entice and delight.  People generally deal with generous people.

7. Share tips
Without throwing the Google handbook at them, give them a few freebie tips.  You are the master at what you do, so impart your knowledge.  Givers Gain, remember!  We are not proposing that you give away all your trade secrets, no, just use your initiative and find out what little issues they may have.  Providing a solution or at least giving them some advice, will leave the potential new client with a feeling of satisfaction. And, satisfied is what you want them to be at the end of the day. Satisfied with you and your service.

Further, there is one thing you must not do, and that is to appear desperate.  Desperate people scare referrals away.  Yes, you need the business.  Yes, you want the sale, but showing that you need it, is a sure-fire way of making them run for the hills.

Confidence, not arrogance, and a warm “bedside” manner, is key to bringing people into your fold.  It may not happen today. It may not even happen in a few month’s time, but if you performed your initial contact, and your follow up, with grace and professionalism, you will find they will remember you when they need your service or product.

The Importance of Recognition

Posted on by BNI Global

Submitted by Thomas Geller, Discount Battery Supply, BNI Circle of Success, BNI Southwest Florida

Most people would like to believe that they can go through life without receiving recognition for accomplishments.  But, deep down, we all wish in some way to be recognized for achievements that we accomplish along the way.

The same is true here in BNI.  Each week in all of our meetings across the world, we point out and laud those who have had the most referrals or who have done the most One-to-Ones.  We especially make a point to praise those who have the most Thank You For Closed Business (TYFCB), for it is this number which best defines the success of a chapter.  The more closed business that a chapter is able to pass, the easier it is to attract new members.  The chapter that I belong to, Circle of Success, passed $4.2 million this past year.  That’s a lot of business being done between members.  Unfortunately, it is with large numbers like these that we sometimes look over some of our members.

In order to achieve large numbers in TYFCB, you need members whose professions bring in large amounts.  These professions include but are not limited to doctors, contractors, roofers, printers, etc.  You get the point.  These professionals do jobs where the average tickets are in the thousands of dollars.  When you pass millions of dollars in a year, you become accustomed to hearing these thank yous on a regular basis.  I’ll also bet you feel the obligation to applaud when these numbers are announced.  But, when was the last time you applauded someone who gave TYFCB in the amount of $100 or $50, or maybe even only $10?  My business, for instance, has an average ticket price of only $5.  I run a battery business and that is what I charge to install a watch battery (battery included).  Sure, I have other items I sell that bring in more money, but I can’t compete with the roofer in our group whose average ticket is in the tens of thousands.  Does this mean that my TYFCB is any less important than a fellow member whose numbers are hundreds of times greater than mine?

We need to remember that it takes a team to achieve a goal.  Whether it is a member who has a large TYFCB amount or a member whose numbers are significantly lower, it is all of our numbers put together that achieve the overall goal.  Our chapters need to take the time to recognize the smaller members more often, for if we don’t, not only will we eventually lose them, but it will become harder to attract them into our organization.  When Dr. Ivan Misner founded BNI, it was not his intention to only attract large businesses, but all businesses, big and small, who wanted to find better ways to grow their financial numbers.  Our economy thrives not just because of big business, but also due to all of the Mom and Pop businesses.  Next time during your weekly Chapter Meeting, see if you can’t find a way to honor them also.

November 2017 Updates from the BNI Foundation

Posted on by BNI Global

BNI Foundation Board Organizational Shift

 The BNI Foundation recently announced board changes to kick-start what is sure to be an amazing 20th year in 2018.  The Executive Committee of the Board has named founding Board Chair, Jeff Stay the Chairman Emeritus of the BNI Foundation and appointed Kevin Barber, BNI Foundation D-A-CH, to the role of Board Chair.

Read the full story here.

 

BNI Foundation Plans Big for BNI Global Convention

 With a variety of activities planned throughout the Global Convention, the BNI Foundation will provide attendees with many opportunities to practice Givers Gain®.  Helping BNI regions and chapters grow through Cause Marketing is the BNI Foundation’s focus this year.  Click here to see full list of BNI Foundation events.

 

Giving Tuesday is Fast Approaching

 On Tuesday, November 28, 2017, charities, families, businesses, community centers and students all around the world will come together for a common purpose: to celebrate and encourage giving. Giving Tuesday is a global giving movement that has been built by individuals, families, organizations, businesses and communities in all 50 states and in countries around the world. Every act of generosity counts and each means even more when we give together as a BNI family through the BNI Foundation.  Stay tuned for upcoming announcement on bnifoundation.org. 

Friendship versus Membership

Posted on by Ivan Misner, Ph.D.

One of the strengths of a referral network like BNI is that the members of a chapter become friends. One of the weaknesses of a referral network like BNI is that the members of a chapter become friends.

Friends don’t like to hold friends accountable. However, accountability is the key to any successful referral network; therein lies the paradox. A referral network like BNI is not a friendship organization. It is a business referral organization. Granted, friendships must develop in order to make BNI work. However, those very same friendships can get in the way of maintaining accountability in a group.

Last year I read a newspaper article about BNI that made me really mad at first. The author started off talking about BNI and the fact that it met every week. He then compared it to a local, independent group that met every other week. The writer talked about BNI having a “strict set of rules” and then pointed out that attendance was “not mandatory” in the other group.

He showed how structured BNI was and how flexible the other group was. It seemed like a one-sided view of BNI, until, at the very end, he asked both group leaders how many members they had and how many referrals were being passed on average each month.

It turned out that the BNI group had 25 percent more members (not a big difference), and they were passing 600 percent more referrals. No kidding, 600 percent!

When I read that article, I realized once and for all that BNI is not for everyone. I hoped that the people who read that article and felt that structure and accountability were important would join BNI. And I hoped
the people who did not think these factors were important would join the other group.

The importance of accountability and support.
I’m not trying to be flippant. Over time, I have learned that a structured referral network like BNI is not for everyone. People who understand that structure and accountability are important are the ones I want in BNI.

Those who do not are best served in another group.

That said, I believe BNI is not as “inflexible” as some people may think. Remember, people implement systems. The BNI system, when implemented properly, works well and allows local control as well as a
certain amount of flexibility.

BNI is made up of sales people, entrepreneurs, and business leaders. Running an organization with tens of thousands of people fitting this profile is a little like herding cats. It’s difficult to keep everyone on
track. In order to do so effectively, there has to be systems and accountability.

However, these systems and accountability have to be within a context of help and support. I believe that people don’t care how much you know until they know how much you care. We strive hard to teach our
BNI directors to train and educate members to fully understand and implement that. Unfortunately, that takes time. And not everyone understands that these policies need to be applied in a way that shows that the group does have expectations and also cares about the members.

This is important. Referral networks like BNI chapters must create an atmosphere of both accountability and support. It is the paradox of friendship and membership.

I recently received an email from someone who said that BNI was too structured and that if we wanted to do well in the future we needed to be more flexible. Well, for all the things that we may be doing wrong, some way, some how, we have built an organization with thousands of chapters in 70+ countries, with hundreds of thousands of members speaking more than 30 languages.

I think we’re doing a few things right: we serve a population of the world that believes systems and structure will help them build their business. That might be part of the reason why every year we pass millions of referrals generating billions of dollars worth of business for our members.

Why accept mediocrity when excellence is an option? Accountability in the context of strong professional relationships can create excellence within a BNI chapter. The paradox of a referral network like BNI is that friendships must develop and accountability must reign. It is a balancing act that rests on the fulcrum of our philosophy, Givers Gain. We must both develop friendships AND expect accountability, which is applied in a way that shows we care about people and their success.

BNI’s Core Value of Accountability is paramount in all that we do. Check out our other six core values here.

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