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Wednesday, December 26, 2007
Saturday, November 17, 2007
Six Dates to Referral Romance
Dating and doing MOM’s both require people to gradually reveal more about themselves over time. Whereas dating is often the preamble to romance, MOM’s are the mechanism for building profitable referral relationships. The rules that apply to both are more universal than you might think.
The lifestyle section of the local paper recently ran a story called “The Second Date: More May Be On the Line Than the First.”
Which I found incredibly redundant because by definition, a second date requires an additional investment of time, energy, money, hope, curiosity, attraction, and other human dynamics. More is definitely on the line. Return on investment is far from certain.
According to the article, “While the first date is akin to kicking the tires of a sports coupe on a car lot, the second date is like taking your potential dream rig for a test drive.” In other words, the article suggests that we use a different strategy with each progressive encounter when it comes to dating. My question is this: Could we benefit from treating MOM’s the same way?
For instance, the article goes on to say that before the second date…"you should have some idea of what you have in common as well as where you differ in terms of family values, career and personal goals, and personality." BNI members can use the GAINS profile as a first date strategy, then move on to more in-depth information if a connection is made. “As more information is revealed, a better decision can be made about whether another date is the way to go.”
THE MEMBER CHALLENGE: What if you committed to going on six “dates”—doing six MOM’s with the same person. What if you agreed up front to a different strategy for each date, at the end of which you had to make a decision whether to see that person again or walk away. And…this is the best part…what if each dating strategy was planned in advance, so all you had to do was show up and execute the strategy. Think “The Dating Game” in a referral context, minus the anxiety of actually planning the date.
Choose one potential referral partner and agree to try these six MOM strategies in sequence. It might take a month or two or even three, but the chances of building a long-term relationship leading to referral romance would increase astronomically. At the very least, you will know so much more about that person and be in a much better position to both give and receive referrals. In other words...you have nothing to lose.
MOM #1: GAINS Profile. Complete the profile about yourself in advance, and ask your partner to do the same. When you meet, exchange profiles and base your discussion on the most interesting parts of each other’s background. Try to establish commonalities and build rapport.
MOM #2: Bio Sheet. Complete the Bio Sheet about yourself in advance, and ask your partner to do the same. When you meet, exchange Bio Sheets and base your discussion on the most interesting parts of each other’s background. Continue to establish commonalities and build rapport.
MOM#3: Contact Sphere Planning Sheet. Complete the Planning Sheet in advance and ask your partner to do the same. When you meet, exchange lists and talk about ways to facilitate introductions to your top three.
MOM#4: 16 Questions. Take turns asking and answering these questions about each other. Start with #1 at the bottom of the page and work your way up to Question #16. This might actually take several “dates” for both partners to get answers to al 16 questions about each other, but the effort is well worth it.
MOM#5: Your Favorite or Last 10 Customers. Have a discussion with your partner about the last 10 or favorite kind of customers. Why were they favorites? What specifically made them so enjoyable to work with? If I asked your favorite customer why they valued your product or service, what would they say? What product or service did you provide them with? Where could I find more people like that for you to do business with? What would I say to them when I found them?
MOM #6: Personal Prospect List (PPL). This takes time, but complete the PPL in advance and ask your partner to do the same. Review each person’s list and talk specifically about how to facilitate introductions to people on the list. Unless your previous dates have gone well, this strategy is not likely to be effective. People will not be open about who they know unless they are comfortable with who you are as a person and as a business man or woman.
Completing these six dates might take a month or two or even three, but the chances of building a long-term relationship that leads to referral romance would increase exponentially. Success in BNI is on the line, and well worth the effort.
The lifestyle section of the local paper recently ran a story called “The Second Date: More May Be On the Line Than the First.”
Which I found incredibly redundant because by definition, a second date requires an additional investment of time, energy, money, hope, curiosity, attraction, and other human dynamics. More is definitely on the line. Return on investment is far from certain.
According to the article, “While the first date is akin to kicking the tires of a sports coupe on a car lot, the second date is like taking your potential dream rig for a test drive.” In other words, the article suggests that we use a different strategy with each progressive encounter when it comes to dating. My question is this: Could we benefit from treating MOM’s the same way?
For instance, the article goes on to say that before the second date…"you should have some idea of what you have in common as well as where you differ in terms of family values, career and personal goals, and personality." BNI members can use the GAINS profile as a first date strategy, then move on to more in-depth information if a connection is made. “As more information is revealed, a better decision can be made about whether another date is the way to go.”
THE MEMBER CHALLENGE: What if you committed to going on six “dates”—doing six MOM’s with the same person. What if you agreed up front to a different strategy for each date, at the end of which you had to make a decision whether to see that person again or walk away. And…this is the best part…what if each dating strategy was planned in advance, so all you had to do was show up and execute the strategy. Think “The Dating Game” in a referral context, minus the anxiety of actually planning the date.
Choose one potential referral partner and agree to try these six MOM strategies in sequence. It might take a month or two or even three, but the chances of building a long-term relationship leading to referral romance would increase astronomically. At the very least, you will know so much more about that person and be in a much better position to both give and receive referrals. In other words...you have nothing to lose.
MOM #1: GAINS Profile. Complete the profile about yourself in advance, and ask your partner to do the same. When you meet, exchange profiles and base your discussion on the most interesting parts of each other’s background. Try to establish commonalities and build rapport.
MOM #2: Bio Sheet. Complete the Bio Sheet about yourself in advance, and ask your partner to do the same. When you meet, exchange Bio Sheets and base your discussion on the most interesting parts of each other’s background. Continue to establish commonalities and build rapport.
MOM#3: Contact Sphere Planning Sheet. Complete the Planning Sheet in advance and ask your partner to do the same. When you meet, exchange lists and talk about ways to facilitate introductions to your top three.
MOM#4: 16 Questions. Take turns asking and answering these questions about each other. Start with #1 at the bottom of the page and work your way up to Question #16. This might actually take several “dates” for both partners to get answers to al 16 questions about each other, but the effort is well worth it.
MOM#5: Your Favorite or Last 10 Customers. Have a discussion with your partner about the last 10 or favorite kind of customers. Why were they favorites? What specifically made them so enjoyable to work with? If I asked your favorite customer why they valued your product or service, what would they say? What product or service did you provide them with? Where could I find more people like that for you to do business with? What would I say to them when I found them?
MOM #6: Personal Prospect List (PPL). This takes time, but complete the PPL in advance and ask your partner to do the same. Review each person’s list and talk specifically about how to facilitate introductions to people on the list. Unless your previous dates have gone well, this strategy is not likely to be effective. People will not be open about who they know unless they are comfortable with who you are as a person and as a business man or woman.
Completing these six dates might take a month or two or even three, but the chances of building a long-term relationship that leads to referral romance would increase exponentially. Success in BNI is on the line, and well worth the effort.
Thursday, November 8, 2007
The Substitute Thermometer
While visiting chapters, I get the sense that most chapters just kind of “accept” the quality of their substitutes. BNI offers some guidance on how to prepare a sub to represent you at a meeting, and some people do that very successfully. But I hear very little discussion about how to improve the quality of substitutes, and maybe we should begin that dialog.
Some chapters have a very active “Substitute List” made up of former members and current contacts who enjoy the occasional business networking meeting. Members are expected to call someone on the list before planning an absence. This idea cuts down on absences, but does little to address the quality issue.
Try this method to improve both the quality and accessibility of substitutes for your chapter.
Just as we number our referrals on a 1-5 scale based on how “hot” they are, create a prioritized list of substitutes based on the same scale. Your list might look like this:
5) Clients
4) Family or Friends
3) Employees
2) BNI members from other chapters with no professional category conflicts
1) Anyone else
For one month, use this scale to secretly track your members’ current substitute behaviors. Then have a discussion about why clients and family/friends are better substitutes than current or former BNI members. Talking about it will raise member awareness and generate buy-in if everyone understands why it is to their advantage to treat the issue this way.
When everyone understands that message and begins playing by the same rules, you successfully raise the bar for new members. And when faced with planning an absence, members might just change their strategy from a “cover your a—“ mentality to a “givers gain” mentality.
We strive to fill our chapters with quality members and provide our members with quality (Level 5) referrals. Why not create a culture where members strive to provide Level 5 substitutes for one another as well? The scale might be different from chapter to chapter, but at least you’ll all be on the same page. Your comments would be appreciated.
Some chapters have a very active “Substitute List” made up of former members and current contacts who enjoy the occasional business networking meeting. Members are expected to call someone on the list before planning an absence. This idea cuts down on absences, but does little to address the quality issue.
Try this method to improve both the quality and accessibility of substitutes for your chapter.
Just as we number our referrals on a 1-5 scale based on how “hot” they are, create a prioritized list of substitutes based on the same scale. Your list might look like this:
5) Clients
4) Family or Friends
3) Employees
2) BNI members from other chapters with no professional category conflicts
1) Anyone else
For one month, use this scale to secretly track your members’ current substitute behaviors. Then have a discussion about why clients and family/friends are better substitutes than current or former BNI members. Talking about it will raise member awareness and generate buy-in if everyone understands why it is to their advantage to treat the issue this way.
When everyone understands that message and begins playing by the same rules, you successfully raise the bar for new members. And when faced with planning an absence, members might just change their strategy from a “cover your a—“ mentality to a “givers gain” mentality.
We strive to fill our chapters with quality members and provide our members with quality (Level 5) referrals. Why not create a culture where members strive to provide Level 5 substitutes for one another as well? The scale might be different from chapter to chapter, but at least you’ll all be on the same page. Your comments would be appreciated.
Tuesday, November 6, 2007
By Our Attitude
By our attitude, we decide to read, or not to read. By our attitude, we decide to try or give up. By our attitude, we blame ourselves for our failure, or we blame others. Our attitude determines whether we tell the truth or lie, act or procrastinate, advance or recede, and by our own attitude we and we alone actually decide whether to succeed or fail.
Jim Rohn
Jim Rohn
Wednesday, October 31, 2007
Halloween Meeting Stimulant
A common BNI meeting stimulant involves having members do the infomercial of another member.The Belleville chapter took that concept to another level.
Since their meeting day fell on Halloween, members were asked to actually BE another member. We’re talking dress like them, talk like them, act like them, and do their infomercial. President Andy Toennies actually ran the meeting, but seated next to him was a team of officers dressed up to impersonate the actual officers.
What followed was a gut-busting version of a BNI meeting, delivered by men in wigs, women with beards, and just enough inside jokes to keep everyone in stitches. Who said BNI can't be fun?
Oh yeah...the chapter passed more than 300 referrals and closed more than $275,000 in business in October. I'd say they were dressed for success.
For more pictures, click here.
Monday, October 29, 2007
Show Me the Money 06-07
Which chapters has the highest Show Me the Money totals from Oct. 2006 to Sept. 2007?
Check out this link to see the Top 10 list.
Does your chapter have a goal for 2007-2008?
Check out this link to see the Top 10 list.
Does your chapter have a goal for 2007-2008?
Wednesday, October 24, 2007
5 Steps for Receiving Referrals Properly
Bill Cates has some great things to say about trust and giving/getting referrals. Check out his story below:
How you receive the referrals people give you makes a huge difference in whether they will give you referrals again, and again, and again. I've been writing a lot about your "client experiences" lately. The same goes for how you receive their referrals. If the experience of giving you referrals is a pleasant one - one that they can trust - then they'll do it again.
Here's an easy way to remember these 5 steps in gaining Referral Trust:
T - Treat the new prospect with incredible importance and care. This should go without saying.
The goal is to provide such a great experience for this new prospect, that it reflects well on your referral source. Even if the prospect chooses not to go with you, they should still have great things to say about how you treated them, educated them, verified their previous decisions, etc.
R - Respond immediately. Referrals can have a short shelf life. Do not sit on your referrals.
Once you have an actionable referral - act! If you do not act on your referrals quickly, you run the risk of burning your referral bridge with your client as well as missing an opportunity with the new prospect.
U - Update the referral source on your progress. Keep them involved.
Your referral source wants to know that you followed up. They gave you one or more referrals to either help a friend, help you, or both. They need to know you're moving forward with it. When you make contact with the prospect, let the source know. After you meet with them, tell the source. If the prospect becomes a client, get permission from the new client to tell the source. If you have trouble reaching the new prospect, call the source sooner not later. They will often come to your aid.
S - Send a personal note of thanks along with a small gift.
I've seen 2 studies that demonstrate the value of sending a small thank-you gift to the referral source. Reward the behavior of giving referrals. Don't wait to see if the prospect becomes a client or not. This is not about the money you spend. It's the thoughtful gesture. Just pick something appropriate and not tacky.
T - (new clients) Thank the referral source. When the new client thanks the referral source,
you become more referable. It validates the action of giving referrals and stimulates more referrals. Simply ask the new client to thank the old client (or Center of Influence). Or, you can take both of them out to lunch to celebrate the new relationship.
How you receive the referrals people give you makes a huge difference in whether they will give you referrals again, and again, and again. I've been writing a lot about your "client experiences" lately. The same goes for how you receive their referrals. If the experience of giving you referrals is a pleasant one - one that they can trust - then they'll do it again.
Here's an easy way to remember these 5 steps in gaining Referral Trust:
T - Treat the new prospect with incredible importance and care. This should go without saying.
The goal is to provide such a great experience for this new prospect, that it reflects well on your referral source. Even if the prospect chooses not to go with you, they should still have great things to say about how you treated them, educated them, verified their previous decisions, etc.
R - Respond immediately. Referrals can have a short shelf life. Do not sit on your referrals.
Once you have an actionable referral - act! If you do not act on your referrals quickly, you run the risk of burning your referral bridge with your client as well as missing an opportunity with the new prospect.
U - Update the referral source on your progress. Keep them involved.
Your referral source wants to know that you followed up. They gave you one or more referrals to either help a friend, help you, or both. They need to know you're moving forward with it. When you make contact with the prospect, let the source know. After you meet with them, tell the source. If the prospect becomes a client, get permission from the new client to tell the source. If you have trouble reaching the new prospect, call the source sooner not later. They will often come to your aid.
S - Send a personal note of thanks along with a small gift.
I've seen 2 studies that demonstrate the value of sending a small thank-you gift to the referral source. Reward the behavior of giving referrals. Don't wait to see if the prospect becomes a client or not. This is not about the money you spend. It's the thoughtful gesture. Just pick something appropriate and not tacky.
T - (new clients) Thank the referral source. When the new client thanks the referral source,
you become more referable. It validates the action of giving referrals and stimulates more referrals. Simply ask the new client to thank the old client (or Center of Influence). Or, you can take both of them out to lunch to celebrate the new relationship.
Tuesday, October 23, 2007
Top 10 Ways to Say "I Have"
We call the referral part of the meeting the "I Have" part of the meeting because it focuses on positive actions and contributions to the chapter. Of all the things you could possibly say, "I have no referrals today" is not among the top 10.
But here are 10 ideas that could work for you:
1. I have a referral today for __________________________.
2. I have converted a referral to a sale.
3. I have a testimonial for __________________________.
4. I have a written testimonial for __________________________.
5. I have brought a visitor today.
6. I have two addressed invitation postcards that I’m sending to_______________.
7. I have had a MOM with another member.
8. I have scheduled a MOM with another member.
9. I have been to a workshop.
10. I have a networking meeting scheduled for _______________________.
But here are 10 ideas that could work for you:
1. I have a referral today for __________________________.
2. I have converted a referral to a sale.
3. I have a testimonial for __________________________.
4. I have a written testimonial for __________________________.
5. I have brought a visitor today.
6. I have two addressed invitation postcards that I’m sending to_______________.
7. I have had a MOM with another member.
8. I have scheduled a MOM with another member.
9. I have been to a workshop.
10. I have a networking meeting scheduled for _______________________.
Wednesday, October 17, 2007
Tracking Your Speaker Rotation
Once your chapter grows to more than 30 members, tracking the little things demands better organizational skills.
This is the form that Chris Baron from the St. Clair County chapter uses to track his speaker rotation. As you can see, their chapter usually does one 10-minute presentation and one or two 3-minute presentations.
On other days, an entire contact sphere is responsible for the speaking time. In addition, that same contact sphere drives visitors to the chapter and explains during their presentation how the visitors make up a valuable but missing link in the chain of services provided. Powerful stuff.
Any system that works is a good one. If you do not have a speaker rotation tracking system in place that is flexible and easy to follow, feel free to copy this document and make it your own.
This is the form that Chris Baron from the St. Clair County chapter uses to track his speaker rotation. As you can see, their chapter usually does one 10-minute presentation and one or two 3-minute presentations.
On other days, an entire contact sphere is responsible for the speaking time. In addition, that same contact sphere drives visitors to the chapter and explains during their presentation how the visitors make up a valuable but missing link in the chain of services provided. Powerful stuff.
Any system that works is a good one. If you do not have a speaker rotation tracking system in place that is flexible and easy to follow, feel free to copy this document and make it your own.
How Many MOM's Should Our Chapter Be Doing?
Our monthly production reports illustrate two things: 1) many chapters dramatically under report the number of MOM's their members actually do; and 2) many members don't make enough time for MOM's.
Both of which contribute to the myth that you can be successful in BNI without actually building depth to your relationships.
There is a word for people who are looking for the shortcut to building relationships...I call them "ex-BNI members", and if they are not, they will be. The shortcut doesn't exist. MOM's are the absolute minimum essential cost of doing business via relationships.
In terms of chapter production, nothing drives the mechanism for achieving results better than getting your members invested in each other's lives. The simple truth is...
1) If you want to generate more referrals for your members, do more MOM's.
2) If you want to get more referrals, do more MOM's.
3) If you want to get a faster return on your BNI investment, do more MOM's.
4) If you want to build trust with your members, do more MOM's.
5) If you want your networking activity to become more efficient, do more MOM's.
There is just no getting around it.
As leadership teams begin the process of setting goals for the 2007-2008 year, it would be wise to consider the chapter's past performance in terms of the number of MOM's reported each month. Use the "green activity sheet" for recording purposes, and encourage people to participate in the reporting process.
Based on our reports, chapters whose MOM's for the month approach or exceed four times the number of members are bound to be among the most productive. It makes sense, because it means that members are taking the time to learn more about how to help each other. They are taking a proactive approach to finding referrals instead of waiting for referrals to happen...which of course, rarely happens.
How many MOM's should your chapter try to do each month? It depends on what level of performance you are trying to achieve. Do you want your chapter to be average, below average, or a top performer? Use this form to plan your chapter MOM production, and watch all the other performance indicators improve as well. Challenge members to improve this one part of their BNI game plan, and everything else takes care of itself.
Many chapters are setting Show Me the Money Goals for the year...I've heard some as high as $8 million. To the extent that those chapters recognize that MOM's are the gateway to better and more profitable relationships, I have no doubt they can reach those goals.
Both of which contribute to the myth that you can be successful in BNI without actually building depth to your relationships.
There is a word for people who are looking for the shortcut to building relationships...I call them "ex-BNI members", and if they are not, they will be. The shortcut doesn't exist. MOM's are the absolute minimum essential cost of doing business via relationships.
In terms of chapter production, nothing drives the mechanism for achieving results better than getting your members invested in each other's lives. The simple truth is...
1) If you want to generate more referrals for your members, do more MOM's.
2) If you want to get more referrals, do more MOM's.
3) If you want to get a faster return on your BNI investment, do more MOM's.
4) If you want to build trust with your members, do more MOM's.
5) If you want your networking activity to become more efficient, do more MOM's.
There is just no getting around it.
As leadership teams begin the process of setting goals for the 2007-2008 year, it would be wise to consider the chapter's past performance in terms of the number of MOM's reported each month. Use the "green activity sheet" for recording purposes, and encourage people to participate in the reporting process.
Based on our reports, chapters whose MOM's for the month approach or exceed four times the number of members are bound to be among the most productive. It makes sense, because it means that members are taking the time to learn more about how to help each other. They are taking a proactive approach to finding referrals instead of waiting for referrals to happen...which of course, rarely happens.
How many MOM's should your chapter try to do each month? It depends on what level of performance you are trying to achieve. Do you want your chapter to be average, below average, or a top performer? Use this form to plan your chapter MOM production, and watch all the other performance indicators improve as well. Challenge members to improve this one part of their BNI game plan, and everything else takes care of itself.
Many chapters are setting Show Me the Money Goals for the year...I've heard some as high as $8 million. To the extent that those chapters recognize that MOM's are the gateway to better and more profitable relationships, I have no doubt they can reach those goals.
Saturday, October 13, 2007
Masters of Sales Continues to Climb
On Saturday, September 29th, Masters of Sales hit #6 on The New York Times Book Review!
Now, in addition to gaining status as a #1 bestseller on both the Amazon.com bestseller list and the Wall Street Journal’s bestselling book list, and making it into the USA Today list of bestsellers, Masters of Sales has hit the big time as a New York Times bestseller!
Click here to see Masters of Sales in the #6 Best Selling paperback spot on the New York Times Book Review.
Now, in addition to gaining status as a #1 bestseller on both the Amazon.com bestseller list and the Wall Street Journal’s bestselling book list, and making it into the USA Today list of bestsellers, Masters of Sales has hit the big time as a New York Times bestseller!
Click here to see Masters of Sales in the #6 Best Selling paperback spot on the New York Times Book Review.
Thursday, October 11, 2007
Profile of a Top-Producing Chapter
If you are wondering what a top producing chapter looks like, you can look at our monthly production report for September 2007 and draw some general conclusions.
But what if we looked at the 12-month period from Oct. 06 - Sept. 07, isolated the top-producing chapter in each of those months, and then averaged their results to create a real-time profile of what it takes to be a top-producing chapter.
As you set your chapter goals for 2007-2008, keep these numbers in mind:
Chapter size:
Average chapter size - 29.9
Highest -Belleville (42, Feb. 07)
Lowest - Leaders Council (22, Dec. 06)
Referrals:
Average: 185
Highest - Belleville (329, Oct. 06)
Lowest - Leaders Council (93, Dec. 06)
Referral per Member (per week)
Average: 1.6
Highest - Metro East (2.50, April 07)
Lowest - Bigger Net Income (.74, March 07)
Attendance Percentage
Average: 96%
Highest - Springfield Business Connections (100%, June 07)
Lowest - Bigger Net Income (92%, March 07)
MOMs
Average: 142
Highest - Springfield Business Connections (415, June 07)
Lowest - Leaders Council (13, Dec. 06)
Show Me the Money
Average: $466,000
Highest - Metro East ($3 million, Aug 07)
Lowest - Glen Ed ($10,435, Nov. 06)
Visitors
Average: 19.5
Highest - Springfield Business Connections (38, June 07)
Lowest - Leaders Council (3, Dec. 06)
New Members
Average: 2.4
Highest - Bigger Net Income (5, March 07)
Lowest - four chapters tied with 1
But what if we looked at the 12-month period from Oct. 06 - Sept. 07, isolated the top-producing chapter in each of those months, and then averaged their results to create a real-time profile of what it takes to be a top-producing chapter.
As you set your chapter goals for 2007-2008, keep these numbers in mind:
Chapter size:
Average chapter size - 29.9
Highest -Belleville (42, Feb. 07)
Lowest - Leaders Council (22, Dec. 06)
Referrals:
Average: 185
Highest - Belleville (329, Oct. 06)
Lowest - Leaders Council (93, Dec. 06)
Referral per Member (per week)
Average: 1.6
Highest - Metro East (2.50, April 07)
Lowest - Bigger Net Income (.74, March 07)
Attendance Percentage
Average: 96%
Highest - Springfield Business Connections (100%, June 07)
Lowest - Bigger Net Income (92%, March 07)
MOMs
Average: 142
Highest - Springfield Business Connections (415, June 07)
Lowest - Leaders Council (13, Dec. 06)
Show Me the Money
Average: $466,000
Highest - Metro East ($3 million, Aug 07)
Lowest - Glen Ed ($10,435, Nov. 06)
Visitors
Average: 19.5
Highest - Springfield Business Connections (38, June 07)
Lowest - Leaders Council (3, Dec. 06)
New Members
Average: 2.4
Highest - Bigger Net Income (5, March 07)
Lowest - four chapters tied with 1
Wednesday, October 10, 2007
Word-of-Mouth = Most Trusted Form of Advertising
A recent survey of nearly 27,000 internet users in global markets asked consumers on their attitudes toward 13 types of advertising - from conventional newspaper and television ads to branded web sites and consumer-generated content.
When asked to what extent the participants trusted different forms of advertising, 78% said that consumer recommendations were the most credible form of advertising.
Word of mouth marketing is a worldwide phenomenon!
Word of mouth, for example, generates considerable levels of trust across much of Asia Pacific. Seven of the top ten markets that rely most on "recommendations from consumers" are in this region, including Hong Kong (93%), Taiwan (91%) and Indonesia (89%). At the other end of the global spectrum, Europeans, generally, are least likely to trust what they hear from other consumers, particularly in Denmark (62%) and Italy (64%).
For more information on the study, click here.
When asked to what extent the participants trusted different forms of advertising, 78% said that consumer recommendations were the most credible form of advertising.
Word of mouth marketing is a worldwide phenomenon!
Word of mouth, for example, generates considerable levels of trust across much of Asia Pacific. Seven of the top ten markets that rely most on "recommendations from consumers" are in this region, including Hong Kong (93%), Taiwan (91%) and Indonesia (89%). At the other end of the global spectrum, Europeans, generally, are least likely to trust what they hear from other consumers, particularly in Denmark (62%) and Italy (64%).
For more information on the study, click here.
Never Underestimate the Power of DAD
I know, I know, I know...we are not a social organization. The business of BNI is business.
But small groups that are cohesive tend to be more productive than those that are not. One way to build cohesiveness is to share social activities with members of your group.
We joke around and call them DAD's, an acronym that stands for "drink-after-drink" and often carries a negative connotation. But the truth is that members in my most productive chapters find time to invest in EACH OTHER...as well as their friends, spouses, and contacts.
Julie Lohman, the current Vice President of the Belleville chapter, sums it up this way: “No one bothered to mention that it is truly the personal relationships in our chapter that make us strong. Regardless of personality differences, there is not one person in our chapter that I couldn't sit down and have dinner with and thoroughly enjoy myself. We might not have a social agenda at our meeting, but we are a social organization as well as a business referral group.”
Members of the Business Builders Central chapter might agree. These pictures show one of their most recent DAD's, with members enjoying the company of other members in a much more relaxed and informal setting. According to Vice President Tina Marie Jung, scheduling and attending DAD's has not only helped recruit new members, but it has also pushed current members to budget time for networking activities that raise everyone's comfort level for doing business with each other.
"You talk about things that don't come out in a BNI meeting," said Tina Marie. "We talk so much in BNI about how it TAKES time to build relationshhips, but it is easy to forget that we have to MAKE time for relationships to deepen. Our chapter is stronger because of activities like these."
Some chapters have gone so far as to rename the acronym to mean "Deal-after-Deal," which tells you two things: 1) Drinks are optional, and 2) Business is being done.
What does your chapter do to promote goodwill among the members?
Sunday, September 23, 2007
The Powerful Difference Between "Yes" and "No"
According to outgoing VP Rick Sharrard, one of the key factors surrounding the successful turnaround of the Edwardsville chapter was the membership committee's decision to: 1) define the kind of members they were looking for, and 2) say "no" to applicants who didn't fit that description. They use this formula:
The Ideal Member:
H ungry for business
A ttitude is everything
S ingle membership
P ersonality fits group
O ne business interest
W ants to give referrals freely
E xpectations are realistic
R eady to make commitment
The ideal member has the power to contribute positively to the growth and development of the chapter insofar as he or she meets those 8 criteria. Your chapter might have different criteria, but your ability to attract the right members begins with defining what that looks like.
How do you define your next member?
The Ideal Member:
H ungry for business
A ttitude is everything
S ingle membership
P ersonality fits group
O ne business interest
W ants to give referrals freely
E xpectations are realistic
R eady to make commitment
The ideal member has the power to contribute positively to the growth and development of the chapter insofar as he or she meets those 8 criteria. Your chapter might have different criteria, but your ability to attract the right members begins with defining what that looks like.
How do you define your next member?
Wednesday, September 19, 2007
Metro East Leaders Recognized
John Suarez recognizes Tim Phillips and Judy Henry, the outgoing President and Vice President of the Metro East chapter in Collinsville. Tim and Judy have served in leadership for the last two terms. Their efforts were the driving force behind rebuilding the chapter and positioning Metro East as a model chapter in the region.
Metro East ranked as the #1 chapter for the month of August out of 77 chapters, with exceptional production that included more than $3 million in closed sales. Click here for the complete 12-page production report.
How Fragile is Trust?
The battery on my phone went dead today after a flurry of calls from and about a member whose chapter asked him not to renew his membership. Two hours of this kind of drama is enough to drain any battery, including mine. Needless to say, this unhappy person could not understand how a Membership Committee would vote 3-1 against him. After all, he was a good and committed member.
Somewhere along the line this good and committed member did something to fall out of favor with the people on his Membership Committee. No one in the chapter ever filed a written complaint, but questionable behaviors accumulated in the minds of the voting members. And when he was excused for seemingly no reason, he was devastated.
At the very least, there was a huge disconnect between the member's perception of his performance and the membership committee's perception of his performance. Right or wrong, membership committees have complete autonomy to handle their respective chapter's business. We train membership committees to be open and honest about negative communications, but let's face it...those are tough conversations to have.
Why didn't the member see this coming? Because no one ever said anything directly to him about questionable behavior until his Contract for Profitability came due. It could happen to anyone....unless chapters find a way to have tough conversations proactively.
Page 34 of the Leadership Team Training Manual outlines a formula for having such conversations. Pages 31-33 describe the process by which complaints should be handled in the chapter. With these tools and your discretion, there should never be a situation where a member feels blindsided by a committee's decision.
Here is some more good advice, courtesy of author and speaker Ron White:
Somewhere along the line this good and committed member did something to fall out of favor with the people on his Membership Committee. No one in the chapter ever filed a written complaint, but questionable behaviors accumulated in the minds of the voting members. And when he was excused for seemingly no reason, he was devastated.
At the very least, there was a huge disconnect between the member's perception of his performance and the membership committee's perception of his performance. Right or wrong, membership committees have complete autonomy to handle their respective chapter's business. We train membership committees to be open and honest about negative communications, but let's face it...those are tough conversations to have.
Why didn't the member see this coming? Because no one ever said anything directly to him about questionable behavior until his Contract for Profitability came due. It could happen to anyone....unless chapters find a way to have tough conversations proactively.
Page 34 of the Leadership Team Training Manual outlines a formula for having such conversations. Pages 31-33 describe the process by which complaints should be handled in the chapter. With these tools and your discretion, there should never be a situation where a member feels blindsided by a committee's decision.
Here is some more good advice, courtesy of author and speaker Ron White:
"In your office, organization, or circle of friends if you want to see a cancer
spread faster than almost anything... begin to speak negatively about others
when they are not around. Not only will a cancer spread in your group that will
fragment it into factions, but you will no longer be trustworthy."
Do you want to be a top notch sales professional? Attempt that without being
trusted and try to be trusted while being known as a gossip.
Do you desire to be an effective leader? Again, attempt that without being trusted. A simple way to lose trust is gossip.
Develop a reputation as someone who can be trusted not because of your loyalty to your friends, but because of your character and watch as your business skyrocket!"Trust is a very fragile thing. If you lose it, people are not comfortable walking up to you to let you know. But the Membership Committee meets behind closed doors, where the "truth" reveals all the dark places we try to hide. Sooner or later there is a price to pay. The BNI Code of Ethics says "I will display a positive and supportive attitude with members of my chapter."
It is not a suggestion.
Monday, September 17, 2007
Commercials vs. Infomercials
In MSP training, we talk about the difference between Tier 1 referrals (self to member; member to self) and Tier 2 referrals (outside contacts). Tier 1 referrals are finite and limited to the number of people in the chapter, yet doing business with other members of the chapter is one of the most important ways of building trust.
Tier 2 referrals are infinite. Your ability to access the rolodex of your members and visitors depends partly on the trust they have in you. As members demonstrate during MSP, gaining access can be accelerated with a specific infomercial that actually targets key contacts and challenges members to think about who they know. This is the primary difference between an infomercial and a commercial, which simply advertises a product or service.
Think about how we are conditioned to tune commercials out. When we are watching TV, do we give commercials our full attention, or do we flip to one of 1,000 other channels available? Or perhaps we switch to a movie channel that has no commercials? Getting people’s attention is hard enough. When we sound like a commercial, we are fighting an uphill battle.
A strong infomercial is the member’s primary opportunity to target and cultivate more Tier 2 referrals. Why, then, do so many members settle for delivering a commercial instead of an infomercial?
Five reasons come to mind:
1) Commercials are right-handed activities (I say this because I am right-handed). They come easily, thoughtlessly, like our signature on a piece of paper. An infomercial is a left-handed activity. We have to stop, think about it, even struggle a little….just enough to keep people from working at it. When something natural is available, we gravitate toward that. Ironically, results do not even come into play.
2) Commercials produce results…sometimes. But the results are based on luck, and luck runs out. If you sell commercial insurance, and you stand up every week to tell people you sell commercial insurance, sooner or later a member will be in a position to refer business to you. But if you take a more proactive approach and request to meet the owner of XYZ restaurant, you take responsibility for targeting the kind of prospects you want to do business with. Even if you miss, you have used your time more wisely.
3) Members don’t know the difference. Intellectually members understand the concept of infomercials versus commercials, but not experientially. In other words, until they do it and get results, they will never experience the power of a different strategy. After MSP training, members are rarely challenged to embrace or practice these principles. Many revert to their natural right-handed activities.
4) Members don’t have time to prepare an infomercial. As busy as we are, we tend to have time for things that are most important. When we take a proactive approach to building our network and targeting customers, we get better results. Making time to get better results is true in just about any discipline, and it is certainly true in BNI. Referrals don’t just happen. We either learn to make them happen, or we don’t.
5) Members would rather do what everyone else is doing. In small groups, we have a natural tendency to conform. In one chapter, every member ends their infomercial by giving their business phone number. My guess is that one person did it, and soon everyone else followed along. Which would you rather have: a referral and no phone number (which you can easily find) or a phone number and no referral? Rather than rock the boat, new members eager to "fit in" judge the rules of proper conduct more by what they “see” than by what they have been told at MSP. And the cycle of ineffectiveness continues.
When members leave BNI, a common parting thought they share with me is “I’m not making any money.” A strong infomercial is where Tier 2 referrals and the money-making begin. It takes time and effort, but so does everything else we value.
Tier 2 referrals are infinite. Your ability to access the rolodex of your members and visitors depends partly on the trust they have in you. As members demonstrate during MSP, gaining access can be accelerated with a specific infomercial that actually targets key contacts and challenges members to think about who they know. This is the primary difference between an infomercial and a commercial, which simply advertises a product or service.
Think about how we are conditioned to tune commercials out. When we are watching TV, do we give commercials our full attention, or do we flip to one of 1,000 other channels available? Or perhaps we switch to a movie channel that has no commercials? Getting people’s attention is hard enough. When we sound like a commercial, we are fighting an uphill battle.
A strong infomercial is the member’s primary opportunity to target and cultivate more Tier 2 referrals. Why, then, do so many members settle for delivering a commercial instead of an infomercial?
Five reasons come to mind:
1) Commercials are right-handed activities (I say this because I am right-handed). They come easily, thoughtlessly, like our signature on a piece of paper. An infomercial is a left-handed activity. We have to stop, think about it, even struggle a little….just enough to keep people from working at it. When something natural is available, we gravitate toward that. Ironically, results do not even come into play.
2) Commercials produce results…sometimes. But the results are based on luck, and luck runs out. If you sell commercial insurance, and you stand up every week to tell people you sell commercial insurance, sooner or later a member will be in a position to refer business to you. But if you take a more proactive approach and request to meet the owner of XYZ restaurant, you take responsibility for targeting the kind of prospects you want to do business with. Even if you miss, you have used your time more wisely.
3) Members don’t know the difference. Intellectually members understand the concept of infomercials versus commercials, but not experientially. In other words, until they do it and get results, they will never experience the power of a different strategy. After MSP training, members are rarely challenged to embrace or practice these principles. Many revert to their natural right-handed activities.
4) Members don’t have time to prepare an infomercial. As busy as we are, we tend to have time for things that are most important. When we take a proactive approach to building our network and targeting customers, we get better results. Making time to get better results is true in just about any discipline, and it is certainly true in BNI. Referrals don’t just happen. We either learn to make them happen, or we don’t.
5) Members would rather do what everyone else is doing. In small groups, we have a natural tendency to conform. In one chapter, every member ends their infomercial by giving their business phone number. My guess is that one person did it, and soon everyone else followed along. Which would you rather have: a referral and no phone number (which you can easily find) or a phone number and no referral? Rather than rock the boat, new members eager to "fit in" judge the rules of proper conduct more by what they “see” than by what they have been told at MSP. And the cycle of ineffectiveness continues.
When members leave BNI, a common parting thought they share with me is “I’m not making any money.” A strong infomercial is where Tier 2 referrals and the money-making begin. It takes time and effort, but so does everything else we value.
Saturday, September 15, 2007
The Key to Inviting Visitors
Our friends at the Sandler Sales Institute describe PAIN as “the emotional attachment to intellectual need.” In other words, it is what drives us to make buying decisions, including whether or not to consider visiting a chapter or buying a BNI membership. PAIN can be categorized in one of three areas:
· Immediate problem
· Fear of future
· Gain or how can I make the buyer a hero
Immediate problem has a greater impact on the reason to buy than the other two.
Gain has the least amount of influence.
If your approach to inviting visitors involves selling "Gain", change your approach by asking more PAIN-related questions. Here are two examples:
EXAMPLE: "Would you like to have a larger network of trusted referral contacts for your clients to choose from?" (that’s Gain)
BETTER: "What happens when your clients must choose from a limited network of service providers and they can't rely on a referral from you?" (that's Pain)
EXAMPLE: “Would you like to meet some people who could get you more business?” (that’s Gain)
BETTER: “Some of my friends refer business to your competitors because they don’t know who you are. How come they know your competitors and not you?” (that’s Pain)
Understanding the types of PAIN will lead you to ask more effective questions. When you learn to uncover PAIN, you discover the emotional reasons for intellectual need…and that is what drives the decision-making process.
· Immediate problem
· Fear of future
· Gain or how can I make the buyer a hero
Immediate problem has a greater impact on the reason to buy than the other two.
Gain has the least amount of influence.
If your approach to inviting visitors involves selling "Gain", change your approach by asking more PAIN-related questions. Here are two examples:
EXAMPLE: "Would you like to have a larger network of trusted referral contacts for your clients to choose from?" (that’s Gain)
BETTER: "What happens when your clients must choose from a limited network of service providers and they can't rely on a referral from you?" (that's Pain)
EXAMPLE: “Would you like to meet some people who could get you more business?” (that’s Gain)
BETTER: “Some of my friends refer business to your competitors because they don’t know who you are. How come they know your competitors and not you?” (that’s Pain)
Understanding the types of PAIN will lead you to ask more effective questions. When you learn to uncover PAIN, you discover the emotional reasons for intellectual need…and that is what drives the decision-making process.
Tuesday, August 21, 2007
New Contact Information
As of, oh, right about now, my contact information is changing.
Use the following:
email: johnsuarez@bnistl.com
phone: (618) 593-0489 or (866) 830-6518
Cancel these numbers:
(618) 233-5326 and (888) 202-8864
Contact info transition is a tricky little game that I try not to play very often, but every once in awhile you gotta get your digits in order. I apologize in advance for any confusion.
Use the following:
email: johnsuarez@bnistl.com
phone: (618) 593-0489 or (866) 830-6518
Cancel these numbers:
(618) 233-5326 and (888) 202-8864
Contact info transition is a tricky little game that I try not to play very often, but every once in awhile you gotta get your digits in order. I apologize in advance for any confusion.
Monday, August 20, 2007
Words to Live By
You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.
Dale Carnegie 1888-1955, Author and Trainer
Dale Carnegie 1888-1955, Author and Trainer
July Production Report
Congratulations to the following chapters for their excellent production in the month of July. For a complete report, click here.
1. Metro East (#3)
2. Leaders Council (#6)
3. St. Clair County (#9)
4. Belleville (#10)
5. Business Builders Central (#11)
6. Business to Business (#13)
7. St. Louis Hills (#14)
1. Metro East (#3)
2. Leaders Council (#6)
3. St. Clair County (#9)
4. Belleville (#10)
5. Business Builders Central (#11)
6. Business to Business (#13)
7. St. Louis Hills (#14)
Friday, August 10, 2007
The Key Ingredient
All referrals are not created equally.
For some people, a name and phone number is perfectly acceptable.
Others insist that a personal introduction is when a referral begins.
One key ingredient, perhaps THE key ingredient, is the element of ANTICIPATION. In other words, when you pass a referral, is the contact EXPECTING to hear from someone regarding a specific service or product?
Too many times Member Bob will deliver a specific infomercial, asking for introductions to, let's say, high school teachers at ABC School. Member Steve knows a teacher at ABC School and quickly reaches for a referral slip to record the information. He hands Member Bob the referral slip and says "I know a lady who you might want to talk to."
Member Steve wants to help, knows someone, and gets credit for passing a referral. But is the teacher at ABC School EXPECTING a call from Member Bob? Not at this point.
To create stronger referrals, try introducing the element of anticipation. In this case, Member Steve and Member Bob would probably benefit from a MOM to discover how well Member Steve knows the teacher, how often he sees her, how frequently they talk, and perhaps when they expect to talk again. Member Bob could give member Steve specific instructions about what to say when they do talk, what questions to ask and perhaps what not to ask. And when that happens, Member Steve could be taught to say "I know a guy you definitely need to talk to about that. His name is Bob. Shall I have him call you?" or, "Would you like to go to lunch with us?" or, "Would you like me to try to get him on the phone right now?"
If the teacher declines, at least you tried. If she accepts, the seed of anticipation is planted and the likelihood of an introductory meeting (and closed businesss) is greatly enhanced.
Who you know is a great start. Making a real connection takes a little more work, but you'll find that most BNI members will gladly take your instructions on how to make a prospect more qualified. When you begin to build a reputation as someone whose referrals are always ready, willing, and able to purchase, you are building the kind of "trust" fund that makes people want to reciprocate.
How can you introduce the element of anticipation in the next referral you give?
For some people, a name and phone number is perfectly acceptable.
Others insist that a personal introduction is when a referral begins.
One key ingredient, perhaps THE key ingredient, is the element of ANTICIPATION. In other words, when you pass a referral, is the contact EXPECTING to hear from someone regarding a specific service or product?
Too many times Member Bob will deliver a specific infomercial, asking for introductions to, let's say, high school teachers at ABC School. Member Steve knows a teacher at ABC School and quickly reaches for a referral slip to record the information. He hands Member Bob the referral slip and says "I know a lady who you might want to talk to."
Member Steve wants to help, knows someone, and gets credit for passing a referral. But is the teacher at ABC School EXPECTING a call from Member Bob? Not at this point.
To create stronger referrals, try introducing the element of anticipation. In this case, Member Steve and Member Bob would probably benefit from a MOM to discover how well Member Steve knows the teacher, how often he sees her, how frequently they talk, and perhaps when they expect to talk again. Member Bob could give member Steve specific instructions about what to say when they do talk, what questions to ask and perhaps what not to ask. And when that happens, Member Steve could be taught to say "I know a guy you definitely need to talk to about that. His name is Bob. Shall I have him call you?" or, "Would you like to go to lunch with us?" or, "Would you like me to try to get him on the phone right now?"
If the teacher declines, at least you tried. If she accepts, the seed of anticipation is planted and the likelihood of an introductory meeting (and closed businesss) is greatly enhanced.
Who you know is a great start. Making a real connection takes a little more work, but you'll find that most BNI members will gladly take your instructions on how to make a prospect more qualified. When you begin to build a reputation as someone whose referrals are always ready, willing, and able to purchase, you are building the kind of "trust" fund that makes people want to reciprocate.
How can you introduce the element of anticipation in the next referral you give?
Monday, July 16, 2007
June Production Report
Congratulations to the following chapters whose production numbers in the month of June ranked the highest in our region:
1) Madison Central
2) Glen Ed
3) Alton Downtown Networking
4) Leaders Council
5) Belleville
For a complete copy of the all-chapter report click here.
1) Madison Central
2) Glen Ed
3) Alton Downtown Networking
4) Leaders Council
5) Belleville
For a complete copy of the all-chapter report click here.
Tuesday, July 3, 2007
The Ultimate Referral
Jennifer Dee joined the St. Clair County chapter of BNI in February 2004. The owner of Dill’s Floral Haven asked Jennifer to take her place, and she quickly became friends with all of the chapter members. Eventually she started chatting online with long-time member Dean Hardt, and the harmless small talk about friends and family went on for several months.
“I finally just asked him: How come you have never asked me out?" Jennifer said. Dean immediately asked for her phone number and called to ask her out on a date. Their first date was Sunday October 4, 2005. Dates #2 and #3 immediately followed on Monday and Tuesday.
Dean had secretly ordered a dozen red roses on Monday (from Dill’s of course) and gave them to her that Tuesday. Then at their BNI meeting that Thursday, he handed Jennifer a referral slip for his order.
“I just smiled and laughed” Jennifer said. Two years later, Dean asked Jennifer to marry him. She said “yes”. The wedding is September 1, 2007.
Ask Dean or Jennifer if they have ever received a referral from BNI?
“I finally just asked him: How come you have never asked me out?" Jennifer said. Dean immediately asked for her phone number and called to ask her out on a date. Their first date was Sunday October 4, 2005. Dates #2 and #3 immediately followed on Monday and Tuesday.
Dean had secretly ordered a dozen red roses on Monday (from Dill’s of course) and gave them to her that Tuesday. Then at their BNI meeting that Thursday, he handed Jennifer a referral slip for his order.
“I just smiled and laughed” Jennifer said. Two years later, Dean asked Jennifer to marry him. She said “yes”. The wedding is September 1, 2007.
Ask Dean or Jennifer if they have ever received a referral from BNI?
Tuesday, June 26, 2007
Any Day We Wish
Great words from Jim Rohn:
Any day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge. Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.
We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, "The fault is not in the stars, but in ourselves." We created our circumstances by our past choices. We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.
We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.
And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don't like how things are, change it! You're not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.
Any day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge. Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.
We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, "The fault is not in the stars, but in ourselves." We created our circumstances by our past choices. We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.
We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.
And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don't like how things are, change it! You're not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.
Friday, June 15, 2007
Standing Out in a Crowded Market
Here's some great business advice from our friends at the E-Myth Worldwide:
A happy customer doesn't need to know why she's happy, but you do! And, if you don't, you better find out! First, ask yourself: "What's standing in the way of my clients getting exactly what they need? And what would it look like if we could actually deliver that?"
Consider everything you know or suspect about your customer. Become that person in need of your service. Be very picky, and assume that nothing is impossible. Now imagine the perfect product that meets, as closely as possible, what you determine are your customers' ideal choices.
You can organize your thinking around six broad categories:
1. Functionality. What does your product actually have to do to completely satisfy?
2. Sensory impact. How should your product ideally look, feel, taste, and/or sound to meet customer expectations?
3. Conscious associations. Some people are naturally drawn to state-of-the-art products; others respond to superior performance, price, safety, or reliability. Learn enough about your customers to know which conscious associations resonate with them.
4. Unconscious associations. Colors, shapes, scents, and experiences unconsciously attract or repel us. I have a client who test-marketed an enzyme-based cleaner. Sample shoppers selected bottles labeled "safe," "gentle," and "environmentally friendly," but avoided bottles that included the word "enzymes."
5. Pricing and Value. The lowest-bidding contractor may, or may not, be seen as the most desirable choice. For many customers, "low-cost oil change" is compelling, while "low-cost surgery" is not. That a restaurant is expensive may be its biggest draw.
6. Access and Convenience. Is your being "local" an important consideration for your customers? Or is having a nation-wide presence more so? Is it important to your customers that you're open on Sundays? Do you need to offer "live" operators, or do your customers prefer voicemail?
Remember: Tiny changes often make the difference between ordinary and extraordinary in your market. Once you've uncovered a better mousetrap that will add value from your customers' point of view -- create a system to deliver it. Don't let it occur by accident. Make sure your customers are getting exactly what they want, every time they ask, and watch them beat a path to your door.
A happy customer doesn't need to know why she's happy, but you do! And, if you don't, you better find out! First, ask yourself: "What's standing in the way of my clients getting exactly what they need? And what would it look like if we could actually deliver that?"
Consider everything you know or suspect about your customer. Become that person in need of your service. Be very picky, and assume that nothing is impossible. Now imagine the perfect product that meets, as closely as possible, what you determine are your customers' ideal choices.
You can organize your thinking around six broad categories:
1. Functionality. What does your product actually have to do to completely satisfy?
2. Sensory impact. How should your product ideally look, feel, taste, and/or sound to meet customer expectations?
3. Conscious associations. Some people are naturally drawn to state-of-the-art products; others respond to superior performance, price, safety, or reliability. Learn enough about your customers to know which conscious associations resonate with them.
4. Unconscious associations. Colors, shapes, scents, and experiences unconsciously attract or repel us. I have a client who test-marketed an enzyme-based cleaner. Sample shoppers selected bottles labeled "safe," "gentle," and "environmentally friendly," but avoided bottles that included the word "enzymes."
5. Pricing and Value. The lowest-bidding contractor may, or may not, be seen as the most desirable choice. For many customers, "low-cost oil change" is compelling, while "low-cost surgery" is not. That a restaurant is expensive may be its biggest draw.
6. Access and Convenience. Is your being "local" an important consideration for your customers? Or is having a nation-wide presence more so? Is it important to your customers that you're open on Sundays? Do you need to offer "live" operators, or do your customers prefer voicemail?
Remember: Tiny changes often make the difference between ordinary and extraordinary in your market. Once you've uncovered a better mousetrap that will add value from your customers' point of view -- create a system to deliver it. Don't let it occur by accident. Make sure your customers are getting exactly what they want, every time they ask, and watch them beat a path to your door.
Thursday, June 14, 2007
12 Principles of Trust
As BNI members, we build our business relationships on a foundation of trust, or we don't survive very long.
My friend Bill was told that his options for putting a water cooler in his gym were 1) pay $50 a month to lease the machine, or 2) pay $80 a month to own it. He chose to own it. Now the finance company, which apparently OWNS the contract he signed, says that private ownership should have never been an option. Now that he has paid his $8,000 plus annual maintenance costs, they are ready to pick up their machine.
The BNI member he "bought" this from (let's call her Sarah) has some explaining to do. According to the finance company, Sarah was never authorized to offer an ownership option in the first place. Regardless of how this turns out, it is doubtful that Sarah will recover from this blatant trust violation. Review the 12 principles below and ask yourself how they apply to the way you do business, in and out of BNI.
1. We trust people who understand who we are and what we are about.
2. We trust people who help us discover the truth, even if it is uncomfortable.
3. We show our trustworthiness by asking good questions and listening.
4. Ask tough, though-provoking questions – the kind nobody else ever asks.
5. We trust people who respect our values.
6. We trust people who make us think.
7. We trust people who are accurate.
8. We trust people with whom we have an emotional bond.
9. We trust people who believe in their recommendations enough to express themselves with conviction.
10. We trust people who “speak our language.”
11. We trust people who do what they say they are going to do.
12. We trust people who care.
My friend Bill was told that his options for putting a water cooler in his gym were 1) pay $50 a month to lease the machine, or 2) pay $80 a month to own it. He chose to own it. Now the finance company, which apparently OWNS the contract he signed, says that private ownership should have never been an option. Now that he has paid his $8,000 plus annual maintenance costs, they are ready to pick up their machine.
The BNI member he "bought" this from (let's call her Sarah) has some explaining to do. According to the finance company, Sarah was never authorized to offer an ownership option in the first place. Regardless of how this turns out, it is doubtful that Sarah will recover from this blatant trust violation. Review the 12 principles below and ask yourself how they apply to the way you do business, in and out of BNI.
1. We trust people who understand who we are and what we are about.
2. We trust people who help us discover the truth, even if it is uncomfortable.
3. We show our trustworthiness by asking good questions and listening.
4. Ask tough, though-provoking questions – the kind nobody else ever asks.
5. We trust people who respect our values.
6. We trust people who make us think.
7. We trust people who are accurate.
8. We trust people with whom we have an emotional bond.
9. We trust people who believe in their recommendations enough to express themselves with conviction.
10. We trust people who “speak our language.”
11. We trust people who do what they say they are going to do.
12. We trust people who care.
Wednesday, June 6, 2007
The Two Day Challenge
Sponsored by the good people at justsell.com:
A challenge for you... a simple challenge where everyone wins (you and those around you). No real risk exists and it requires no additional time.
Within the next three weeks, set a two-day period as your days (or your team's days) to inspire others – two days where you'll put on blinders to anything negative and be the one in the office whom everyone else can count on for words and actions that inspire and encourage.
Two days where you're the light for other people – your colleagues, your prospects, your customers.
Allow nothing negative and focus only on how to serve your prospects and customers.
Once you set your two days, fully commit to the effort regardless of the inevitable challenges, regardless of the weather (please… never the weather).
Fall off the inspirational horse at 2:11 on the first day? Get back on at 2:12 – no excuses. Two days. Be tough.
Remember, you wake with an option for your daily attitude. Challenges will come up regardless. Choose the positive attitude and formally commit to spreading it for two days. Not only will it be contagious, it might become a personal habit – a personal habit that motivates you.
A challenge for you... a simple challenge where everyone wins (you and those around you). No real risk exists and it requires no additional time.
Within the next three weeks, set a two-day period as your days (or your team's days) to inspire others – two days where you'll put on blinders to anything negative and be the one in the office whom everyone else can count on for words and actions that inspire and encourage.
Two days where you're the light for other people – your colleagues, your prospects, your customers.
Allow nothing negative and focus only on how to serve your prospects and customers.
Once you set your two days, fully commit to the effort regardless of the inevitable challenges, regardless of the weather (please… never the weather).
Fall off the inspirational horse at 2:11 on the first day? Get back on at 2:12 – no excuses. Two days. Be tough.
Remember, you wake with an option for your daily attitude. Challenges will come up regardless. Choose the positive attitude and formally commit to spreading it for two days. Not only will it be contagious, it might become a personal habit – a personal habit that motivates you.
Tuesday, May 22, 2007
Get Your Clients Talking About You
More great ideas from Mr. Cates about how to get your clients generating positive word of mouth on your behalf. While value and service are critical ingredients in your recipe for getting your client talking about you to others, you can go beyond these.
Pretend for a minute that you are the client of a professional you work with on a fairly regular basis. If he dropped off a bushel of apples to your office, do you think you'd likely tell a few folks? Of course you would. You'd probably share the apples with your co-workers and they'd ask you why.
If he sent you a photograph of your favorite baseball team doctored to make it look like YOU hit the winning home run, do you think you'd hang it on your office wall to show others? Are you kidding? You'd hang it in the most prominent place. Others would ask you where you got it.
If he sent you a calendar that had all YOUR important dates already written into it (birthdays of relatives, wedding anniversary, etc.), do you think you'd tell others - maybe even show others? Naturally.
If he got you incredible seats to a sporting event, or hosted a fun party at the racetrack, do you think you'd invite others to share the experience? And even if you didn't bring anyone, would you tell others later? You bet!
These are just a few creative ways to geneate word of mouth. Being creative with thank-you gifts, client appreciation events, etc. can get your clients talking about you with excitement and appreciation. And getting your clients to talk about you - in any positive manner - will stimulate referrals.
Of course, you have to be good at your core work. Assuming that, when your clients tell others about you in an upbeat way - invariably they will ask them "are you happy with your ______________(insert your profession here) or "I haven't been happy with my guy lately, would you recommend yours?"
The next time you think about sending a thank-you gift to your client, or hosting a client-appreciation or referral event, don't go the safe, mundane route. Dare to be creative. Dare to do things in a way that gets your clients talking.
Pretend for a minute that you are the client of a professional you work with on a fairly regular basis. If he dropped off a bushel of apples to your office, do you think you'd likely tell a few folks? Of course you would. You'd probably share the apples with your co-workers and they'd ask you why.
If he sent you a photograph of your favorite baseball team doctored to make it look like YOU hit the winning home run, do you think you'd hang it on your office wall to show others? Are you kidding? You'd hang it in the most prominent place. Others would ask you where you got it.
If he sent you a calendar that had all YOUR important dates already written into it (birthdays of relatives, wedding anniversary, etc.), do you think you'd tell others - maybe even show others? Naturally.
If he got you incredible seats to a sporting event, or hosted a fun party at the racetrack, do you think you'd invite others to share the experience? And even if you didn't bring anyone, would you tell others later? You bet!
These are just a few creative ways to geneate word of mouth. Being creative with thank-you gifts, client appreciation events, etc. can get your clients talking about you with excitement and appreciation. And getting your clients to talk about you - in any positive manner - will stimulate referrals.
Of course, you have to be good at your core work. Assuming that, when your clients tell others about you in an upbeat way - invariably they will ask them "are you happy with your ______________(insert your profession here) or "I haven't been happy with my guy lately, would you recommend yours?"
The next time you think about sending a thank-you gift to your client, or hosting a client-appreciation or referral event, don't go the safe, mundane route. Dare to be creative. Dare to do things in a way that gets your clients talking.
Two More Referral Tips
TIP #1
When you ask for referrals, sometimes you get the objection "he's already working with someone." If you have a strong relationship with your client - a bit tongue in cheek - you can come back to your client with "Perhaps he's ready for an upgrade?"
TIP #2
If you'd like to start asking for referrals a bit more than you are right now, here's who to ask:
1. Clients who love you.
2. Clients who came to you through a referral (they are 2.5 times more likely to give you referrals than your clients who came through other means.)
When you ask for referrals, sometimes you get the objection "he's already working with someone." If you have a strong relationship with your client - a bit tongue in cheek - you can come back to your client with "Perhaps he's ready for an upgrade?"
TIP #2
If you'd like to start asking for referrals a bit more than you are right now, here's who to ask:
1. Clients who love you.
2. Clients who came to you through a referral (they are 2.5 times more likely to give you referrals than your clients who came through other means.)
Thursday, May 10, 2007
Two Referral Tips
Here are two great referral tips from Bill Cates, who calls himself The Referral Coach. He specializes in working with financial services industry professionals, but many of his proven methods are universal.
TIP #1 : Bill Metzger with Thrivent shared this simple idea. With his prospecting seminars, he used to average 1-2 referrals per seminar. He started saying "Don't Keep Me a Secret" at the end of his seminars and he is now averaging 7-8 referrals per seminar.
TIP #2: Would you like a fun, simple, inexpensive gift to give to your clients who give you referrals? Check out the website www.oneshare.com. You can purchase one stock of many well-known companies. For instance, if your client has children, you can even buy them one share of Disney.
TIP #1 : Bill Metzger with Thrivent shared this simple idea. With his prospecting seminars, he used to average 1-2 referrals per seminar. He started saying "Don't Keep Me a Secret" at the end of his seminars and he is now averaging 7-8 referrals per seminar.
TIP #2: Would you like a fun, simple, inexpensive gift to give to your clients who give you referrals? Check out the website www.oneshare.com. You can purchase one stock of many well-known companies. For instance, if your client has children, you can even buy them one share of Disney.
Free Recordings Available from the Founder of BNI
Did you ever wish you could have a weekly one-to-one with Dr. Misner? Now you can, by subscribing to the Official BNI Podcast at http://www.BNIPodcast.com.
Your free BNI Podcast subscription provides you with a weekly 5-10 minute audio message from Dr. Misner. He talks directly to BNI members, and you can provide feedback via the "comments" section of the website.
Upcoming episodes will include educational material from articles and books Misner has written, updates on activities taking place in the organization, and brief interviews with special guests, including some of my friends from the worlds of publishing and entrepreneurial education.
The free recordings can be played right from your web browser while visiting the site, downloaded manually to your computer for later listening, transferred to an audio CD or MP3 player, or downloaded automatically each time they are posted via free subscription through the iTunes Music Store or other podcast directories, such as Yahoo! Podcasts.For more information, click the "About" button at the top of the homepage at http://www.BNIPodcast.com.
Your free BNI Podcast subscription provides you with a weekly 5-10 minute audio message from Dr. Misner. He talks directly to BNI members, and you can provide feedback via the "comments" section of the website.
Upcoming episodes will include educational material from articles and books Misner has written, updates on activities taking place in the organization, and brief interviews with special guests, including some of my friends from the worlds of publishing and entrepreneurial education.
The free recordings can be played right from your web browser while visiting the site, downloaded manually to your computer for later listening, transferred to an audio CD or MP3 player, or downloaded automatically each time they are posted via free subscription through the iTunes Music Store or other podcast directories, such as Yahoo! Podcasts.For more information, click the "About" button at the top of the homepage at http://www.BNIPodcast.com.
Chapter Production Report April 2007
Congratulations to the Metro East chapter and the Mid America Partners chapter, ranked #1 and #2 respectively out of 76 chapters for production in the month of April.
Each month we calculate and rank from your chapter VP reports the following numbers:
1) New members
2) Visitors
3) Referrals
4) Referrals per Member
5) Percentage of Referrals Converted
6) Attendance Percentage
We also track Show Me the Money and provide other statistics you might find useful, but the six listed above are the ones we use to calculate the rankings.
The top 25 also includes the following chapters and their rankings:
#5) Belleville (which ranked #1 overall with 328 referrals for the month)
#8) St. Clair County (tops in our 27-chapter region in Closed Sales at more than $660,000)
#12) Madison Central (which ranked #1 overall with 2.7 referrals per member)
#15) Edwardsville (which ranked #6 overall with 141 referrals)
#16) Leaders Council (which ranked #6 overall in Closed Sales with more than $292,000)
#17) Glen Ed (which ranked #7 overall with 94 MOM's)
#22) Business Builders Central (which ranked #2 overall with 27 visitors)
May stands to be an even better month, so keep up the great work! The complete 12-page chapter production report is available for download here or at the BNI website.
Each month we calculate and rank from your chapter VP reports the following numbers:
1) New members
2) Visitors
3) Referrals
4) Referrals per Member
5) Percentage of Referrals Converted
6) Attendance Percentage
We also track Show Me the Money and provide other statistics you might find useful, but the six listed above are the ones we use to calculate the rankings.
The top 25 also includes the following chapters and their rankings:
#5) Belleville (which ranked #1 overall with 328 referrals for the month)
#8) St. Clair County (tops in our 27-chapter region in Closed Sales at more than $660,000)
#12) Madison Central (which ranked #1 overall with 2.7 referrals per member)
#15) Edwardsville (which ranked #6 overall with 141 referrals)
#16) Leaders Council (which ranked #6 overall in Closed Sales with more than $292,000)
#17) Glen Ed (which ranked #7 overall with 94 MOM's)
#22) Business Builders Central (which ranked #2 overall with 27 visitors)
May stands to be an even better month, so keep up the great work! The complete 12-page chapter production report is available for download here or at the BNI website.
Sunday, May 6, 2007
Edwardsville Meeting Stimulant
When Edwardsville chapter president Christy Lexow decided it was time to liven up her BNI meeting, she put her thinking cap on and came up with a great idea.
Every member was to show up wearing a hat that helped explain their business, and incorporate the hat into their infomercial. Just in case someone forgot, a small supply of random hats was available to pick from. The rule of the day was "no hat, no infomercial." Included below are some photos from the day's event.
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David Rinaldi's hat is made up of old phone boxes, and then he attached phone chargers to make it look like hair. He sells Verizon wireless services and earned extra points for playing along even though he wasn't an official member yet!
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Mark Wiemers forgot his hat and used the available Viking crown to make a point about his videography services.
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Amy Bruhn represented the Lexow Financial Group with a birds nest hat that had eggs and money on top of it.
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Danielle Brown wore a blue and silver cornucopia hat to remind everyone that her technology company services Apple computers.
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"Best in Show" went to Sid Crane, and appraiser whose hat reminded everyone of who his best clients were.
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The Edwardsville chapter, in one their finest moments.
Friday, April 27, 2007
WOM for Banking Professionals
Banks get twice as much buzz as any other financial services category, according to a Keller Fay Group TalkTrack survey released last month. Findings from the survey indicate that on a typical day 35% of Americans have conversations about financial services products or brands.
Banks account for 44% of financial brand-specific conversations, while financial conglomerates make up 18%, investment firms 14%, general "stock talk" 10%, and credit cards 8%. Of the bank-related conversations, however, 36% contained no recommendation and only 26% contained a strong use or purchase recommendation. Other findings:
* Word of mouth about banks is 56% more likely to be positive and only 10% more likely to be negative.
* 70% of word of mouth about financial services happens face-to-face and 23% takes place over the phone.
* Six in 10 of those who receive bank recommendations rate them as highly credible and approximately half are highly likely to pass the information along and make a buying decision based on the recommendation.
To learn more, check out this link.
Banks account for 44% of financial brand-specific conversations, while financial conglomerates make up 18%, investment firms 14%, general "stock talk" 10%, and credit cards 8%. Of the bank-related conversations, however, 36% contained no recommendation and only 26% contained a strong use or purchase recommendation. Other findings:
* Word of mouth about banks is 56% more likely to be positive and only 10% more likely to be negative.
* 70% of word of mouth about financial services happens face-to-face and 23% takes place over the phone.
* Six in 10 of those who receive bank recommendations rate them as highly credible and approximately half are highly likely to pass the information along and make a buying decision based on the recommendation.
To learn more, check out this link.
Thursday, April 19, 2007
Chapter Production Report March 2007
The regional Chapter Production Report for the month of March is now available on the web site, or you can use this link.
Notables for our region include:
Madison Central #2
Belleville #5
Metro East #7
Mid America Partners #12
Business to Business #15
Edwardsville #16
Partners in Excellence #17
Glen Ed #18
St. Clair County #21
We had a total of 76 chapters reporting for the month, and the ones listed above made it on the first page...an indication that from a production standpoint, these chapters are doing a lot of things right. Sometimes I ask chapter leaders, "How did you do that?", and they say "I don't know!" And I wonder how they are going to keep doing whatever they did to rank among the most productive chapter when they don't know how they got there in the first place.
The value of these numbers for each chapter is to determine not so much how they rank, but why they rank where they do. What behaviors will allow them to climb, and what behaviors precede a fall? If you can figure that out, you can drive performance accordingly.
Notables for our region include:
Madison Central #2
Belleville #5
Metro East #7
Mid America Partners #12
Business to Business #15
Edwardsville #16
Partners in Excellence #17
Glen Ed #18
St. Clair County #21
We had a total of 76 chapters reporting for the month, and the ones listed above made it on the first page...an indication that from a production standpoint, these chapters are doing a lot of things right. Sometimes I ask chapter leaders, "How did you do that?", and they say "I don't know!" And I wonder how they are going to keep doing whatever they did to rank among the most productive chapter when they don't know how they got there in the first place.
The value of these numbers for each chapter is to determine not so much how they rank, but why they rank where they do. What behaviors will allow them to climb, and what behaviors precede a fall? If you can figure that out, you can drive performance accordingly.
10 Tips For Your First Few Meetings in BNI
Contributed by Tom Schmoll, a BNI Minnesota Area Director:
1. Show up on time - nothing sends a clearer message to your sales force about your credibility than showing up on time. In fact, it’s a good idea to be 10 minutes early.
2. Dress appropriately- if you are a business banker, chances are khaki shorts and flip flops won’t land you a huge deal at your branch. Why should BNI be any different? This is a business meeting.
3. Meet your sales force - if you don’t take time to meet the other members, they won’t be able to help you. Try to learn their names and use them. “I’m sorry, I forgot your name,” doesn’t always help your cause.
4. Listen - Dr. Ivan Misner, founder of BNI says it best, “you have two ears and one mouth; use them proportionately.” The fastest way to learn about BNI and your sales force is to listen.
5. Ask questions - If you don’t understand something, ask. This is a learned process. Asking questions gives you visibility within your group and it also demonstrates your industry knowledge. There’s an old adage that says “Ask and you shall receive.”
6. Get involved - Just because you are new, doesn’t mean you can’t contribute. BNI statistics show that people who are on the leadership team get more business. Get involved by being on the leadership or support team, attend BNI trainings, and be willing to be a substitute at another BNI chapter in your area.
7. Communicate - every organization has their own “unwritten” rules on how things are done. Ask questions, learn the BNI lingo, and use it. By communicating in our BNI language, you are demonstrating your ability to learn, which shows commitment.
8. Avoid gossip- It’s everywhere, even in BNI. You join BNI to build your business. Use your time with members to build trust, confidence, and relationships. Gossip does nothing for your wallet!
9. Stay late - one of the best ways to increase your exposure in BNI is to stay after the meeting to continue your networking, follow through on referrals, or help clean up the room. All of these things show your commitment and dedication to the group.
10. Be upbeat - the first few meetings can be overwhelming with timed commercials, learning everyone’s name, filling out referral slips, and remembering to stock the business card box with business cards. Smile, have fun, be positive, and don’t be afraid to let your hair down!
1. Show up on time - nothing sends a clearer message to your sales force about your credibility than showing up on time. In fact, it’s a good idea to be 10 minutes early.
2. Dress appropriately- if you are a business banker, chances are khaki shorts and flip flops won’t land you a huge deal at your branch. Why should BNI be any different? This is a business meeting.
3. Meet your sales force - if you don’t take time to meet the other members, they won’t be able to help you. Try to learn their names and use them. “I’m sorry, I forgot your name,” doesn’t always help your cause.
4. Listen - Dr. Ivan Misner, founder of BNI says it best, “you have two ears and one mouth; use them proportionately.” The fastest way to learn about BNI and your sales force is to listen.
5. Ask questions - If you don’t understand something, ask. This is a learned process. Asking questions gives you visibility within your group and it also demonstrates your industry knowledge. There’s an old adage that says “Ask and you shall receive.”
6. Get involved - Just because you are new, doesn’t mean you can’t contribute. BNI statistics show that people who are on the leadership team get more business. Get involved by being on the leadership or support team, attend BNI trainings, and be willing to be a substitute at another BNI chapter in your area.
7. Communicate - every organization has their own “unwritten” rules on how things are done. Ask questions, learn the BNI lingo, and use it. By communicating in our BNI language, you are demonstrating your ability to learn, which shows commitment.
8. Avoid gossip- It’s everywhere, even in BNI. You join BNI to build your business. Use your time with members to build trust, confidence, and relationships. Gossip does nothing for your wallet!
9. Stay late - one of the best ways to increase your exposure in BNI is to stay after the meeting to continue your networking, follow through on referrals, or help clean up the room. All of these things show your commitment and dedication to the group.
10. Be upbeat - the first few meetings can be overwhelming with timed commercials, learning everyone’s name, filling out referral slips, and remembering to stock the business card box with business cards. Smile, have fun, be positive, and don’t be afraid to let your hair down!
Extreme WOM Strategies
To promote the 2007 Nissan Altima's push-button ignition system, the company is deliberately "losing" 20,000 key rings in bars, concert halls, sporting arenas, and other public places in seven major markets.
The key rings sport three keys (a car key and two house keys -- for authenticity's sake) and two tags, one that reads: "If found, please do not return. My Next Generation Nissan Altima has Intelligent Key with Push Button Ignition, and I no longer need these." The other tag directs the finder to enter a sweepstakes which they can enter either via text message or by visiting www.altimakeys.com.
Nissan is building buzz by giving consumers something they can take with them -- the key ring. More importantly, however, the company is building word of mouth by cleverly addressing a common consumer problem -- the agony of lost keys.
To learn more, check out this Business Wire article.
The key rings sport three keys (a car key and two house keys -- for authenticity's sake) and two tags, one that reads: "If found, please do not return. My Next Generation Nissan Altima has Intelligent Key with Push Button Ignition, and I no longer need these." The other tag directs the finder to enter a sweepstakes which they can enter either via text message or by visiting www.altimakeys.com.
Nissan is building buzz by giving consumers something they can take with them -- the key ring. More importantly, however, the company is building word of mouth by cleverly addressing a common consumer problem -- the agony of lost keys.
To learn more, check out this Business Wire article.
Monday, April 16, 2007
How to Build a Strong Chapter
When asked how to build strong chapters, one BNI Assistant Director from another state had this advice (tell me if any of this sounds familiar):
1. Practice accountability in the details. Make sure members are wearing their name badges, that they show up on time, that they are present for the meeting, that they pass qualified, actionable referrals, and most importantly the attendance letters go out at the appropriate times.
2. Set chapter membership goals. If your chapter wants to be one of 60 members, tell the membership each week that you have a 60 member chapter goal. How many members does it take to reach that number? How many visitors does it take to reach that number (remember to assume a 50% closing ratio)?
3. Regularly poll your membership on who they need to fill their contact sphere. One of the overlooked aspects of a formal 121 is the written contact sphere list. The idea is to help each other fill one another's contact sphere by inviting professionals to join the group. As an example, A good fit for a Financial Planner in a chapter might be a dedicated Estate Planning Attorney. If the plumber in the chapter has a close relationship with an estate planning attorney and he knows that the financial planner member needs one to fill out his contact sphere, the plumber should be inviting the attorney.
4. Build chapter cohesion by doing frequent socials. A chapter meeting is one thing. A social is a completely different sort of event.
5. Have chapter members assigned to be mentors. The mentors task is to help new members become successful. Most new members have no clue about what BNI is all about and have even less of an idea on how to make it work. The mentor should attend MSP, Advanced Trainings and workshops with the new member. They should also help them write their commercials and 10 minute presentation. Givers Gain means we give of ourselves to help other chapter members become successful in BNI.
6. Do Visitor's Days. There should never be a question on why or if. It should always be "We'll do it!" Chapters worldwide lose 1.25 members per month. At a close ratio of 50% of qualified visitors becoming members, that means 2.5 qualified visitors must be invited each month and that's just to maintain the status quo membership level. Essentially that means two visitors per month are need to maintain and an additional two are need to grow. There should never be a meeting in which a qualified visitor is not present. A successful meeting includes qualifed referrals and testimonials as well as visitors.
7. Bogus referrals must stop. If your chapter is passing bogus referrals make it stop. Referrals that are passed in order to be part of the door prize drawing or just because the member didn't have anything that week need to be stopped. The LT must do what it can to curtail the issue. Reality Checks are now part of the WEEKLY meeting agenda. Is your chapter doing reality checks? If not, is it because the LT does not want to embarass members who are passing bogus referrals? If that's the case, are good chapter members getting what they paid for, i.e. qualified referrals? Great chapter have member accountability.
8. 121's need to be done each week. We may not want to do them, but one way to build cohesion is to build business by relationship. 121's are the glue that holds the fabric of BNI together. If a chapter is proactive on the 121 issue, membership problems sort of evaporate.
9. EC moments must be prepared, enthusiastically delivered and relevant. Member's can tell when an EC moment is done off the cuff. Worse, the EC has missed an opportunity to train the BNI chapter on how to go from good to great. There is tons of good material available through BNI.com, that is timely, and relevant.
10. The LT must be dynamic. BNI works best when done by the BNI book. Deviation from the agenda or the reluctance to perform administrative tasks that are distasteful to deliver, has the result of the BNI process not being taken seriously by the members.
1. Practice accountability in the details. Make sure members are wearing their name badges, that they show up on time, that they are present for the meeting, that they pass qualified, actionable referrals, and most importantly the attendance letters go out at the appropriate times.
2. Set chapter membership goals. If your chapter wants to be one of 60 members, tell the membership each week that you have a 60 member chapter goal. How many members does it take to reach that number? How many visitors does it take to reach that number (remember to assume a 50% closing ratio)?
3. Regularly poll your membership on who they need to fill their contact sphere. One of the overlooked aspects of a formal 121 is the written contact sphere list. The idea is to help each other fill one another's contact sphere by inviting professionals to join the group. As an example, A good fit for a Financial Planner in a chapter might be a dedicated Estate Planning Attorney. If the plumber in the chapter has a close relationship with an estate planning attorney and he knows that the financial planner member needs one to fill out his contact sphere, the plumber should be inviting the attorney.
4. Build chapter cohesion by doing frequent socials. A chapter meeting is one thing. A social is a completely different sort of event.
5. Have chapter members assigned to be mentors. The mentors task is to help new members become successful. Most new members have no clue about what BNI is all about and have even less of an idea on how to make it work. The mentor should attend MSP, Advanced Trainings and workshops with the new member. They should also help them write their commercials and 10 minute presentation. Givers Gain means we give of ourselves to help other chapter members become successful in BNI.
6. Do Visitor's Days. There should never be a question on why or if. It should always be "We'll do it!" Chapters worldwide lose 1.25 members per month. At a close ratio of 50% of qualified visitors becoming members, that means 2.5 qualified visitors must be invited each month and that's just to maintain the status quo membership level. Essentially that means two visitors per month are need to maintain and an additional two are need to grow. There should never be a meeting in which a qualified visitor is not present. A successful meeting includes qualifed referrals and testimonials as well as visitors.
7. Bogus referrals must stop. If your chapter is passing bogus referrals make it stop. Referrals that are passed in order to be part of the door prize drawing or just because the member didn't have anything that week need to be stopped. The LT must do what it can to curtail the issue. Reality Checks are now part of the WEEKLY meeting agenda. Is your chapter doing reality checks? If not, is it because the LT does not want to embarass members who are passing bogus referrals? If that's the case, are good chapter members getting what they paid for, i.e. qualified referrals? Great chapter have member accountability.
8. 121's need to be done each week. We may not want to do them, but one way to build cohesion is to build business by relationship. 121's are the glue that holds the fabric of BNI together. If a chapter is proactive on the 121 issue, membership problems sort of evaporate.
9. EC moments must be prepared, enthusiastically delivered and relevant. Member's can tell when an EC moment is done off the cuff. Worse, the EC has missed an opportunity to train the BNI chapter on how to go from good to great. There is tons of good material available through BNI.com, that is timely, and relevant.
10. The LT must be dynamic. BNI works best when done by the BNI book. Deviation from the agenda or the reluctance to perform administrative tasks that are distasteful to deliver, has the result of the BNI process not being taken seriously by the members.
Saturday, April 14, 2007
How to Invite 40 People to Your BNI Meeting
1) Invite 10 friends and family - because you can vouch for their reputation.
2) Invite 10 vendors - because you can vouch for their service.
3) Invite 10 customers - because they can vouch for your reputation and it is a great way to keep them as a client.
4) Invite 10 referral sources - because they pass you referrals, but they will pass you more if they can see that you are working to get them referrals too.
2) Invite 10 vendors - because you can vouch for their service.
3) Invite 10 customers - because they can vouch for your reputation and it is a great way to keep them as a client.
4) Invite 10 referral sources - because they pass you referrals, but they will pass you more if they can see that you are working to get them referrals too.
To Build Trust, Share the Love
When seeking advice, consumers are more likely to turn to other consumers who love the same things they love, not those who hate the same things they hate, according to an article in the March 2007 Journal of Consumer Research.
While there are relatively few ways that products are loved, there are many ways that they are hated. For instance, when a person loves a product, they generally love all aspects of the product. On the other hand, when a person hates a product, they can hate everything about it, hate certain aspects of it and like others, or like all of the individual aspects of the product but hate the way they go together. This "attribute ambiguity," the researchers contend, influences trust and makes people more likely to seek the opinions of those who have product "likes" similar to their own.
We talk a lot about MOM's and revealing personal information over time to add depth to your relationships. Just be careful that you are not spending a lot of time bonding over a common dislike...if the research is true, while it might feel like building rapport or sharing common interests, you might also be destroying the trust you seek to gain.
For more information, click here.
While there are relatively few ways that products are loved, there are many ways that they are hated. For instance, when a person loves a product, they generally love all aspects of the product. On the other hand, when a person hates a product, they can hate everything about it, hate certain aspects of it and like others, or like all of the individual aspects of the product but hate the way they go together. This "attribute ambiguity," the researchers contend, influences trust and makes people more likely to seek the opinions of those who have product "likes" similar to their own.
We talk a lot about MOM's and revealing personal information over time to add depth to your relationships. Just be careful that you are not spending a lot of time bonding over a common dislike...if the research is true, while it might feel like building rapport or sharing common interests, you might also be destroying the trust you seek to gain.
For more information, click here.
Baby Boomers and Word of Mouth Marketing
According to a March study by a member of the Word of Mouth Marketing Association, when it comes to making purchase decisions, 93% of baby boomers name their friends as trusted sources of information. The study, which was conducted by KRC Research, also found that 57% of boomers say they are asked for their opinions about products and services approximately twice a week. Of those who say they are asked to make recommendations, 89% of boomers indicate they give their sage advice to fellow boomers, creating a boomer-to-boomer word of mouth chain that marketers will want to pay attention to.
When it comes to spreading word of mouth, the survey found:
* 84% of boomers say they make recommendations face-to-face
* 82% say they make recommendations by phone
* 45% say they make recommendations online
To learn more about the survey, click here. FYI: Financial planners and insurance professionals might be especially interested in what this survey reveals.
When it comes to spreading word of mouth, the survey found:
* 84% of boomers say they make recommendations face-to-face
* 82% say they make recommendations by phone
* 45% say they make recommendations online
To learn more about the survey, click here. FYI: Financial planners and insurance professionals might be especially interested in what this survey reveals.
Edwardsville Charts "Show Me the Money"
The Edwardsville chapter is well on their way to achieving their 2006-2007 goal of closing more than $2 million in sales. Pictured here is the chart that marks their progress, which is updated each week and reviewed during the VP report. It sits on a table as you enter the room, right next to the sign-in sheet.
The message this sends to their visitors is powerful. Not so coincidentally, the chapter has grown from 20 to 30 members, with more on the way. Closed business in March totaled more than $50,000, and they already passed the $100,000 mark for April with two more weeks to go.
Having a visual reminder of the chapter's goals keeps every member focused on his/her individual contribution. And it makes a lasting impression that words alone don't quite convey. Which begs the questions: 1) Is your chapter being run like a club or a company?; and 2) How is that working for you?
Thursday, April 5, 2007
Top 10 Things BNI Members Do That Make No Sense
10. Leave your badge and card holder at home.
The name badge and card holders are networking tools. Wearing your name badge properly makes you a stand-out professional networker and makes conversation easier for visitors. Share your collection of trusted professionals with those you contact daily.
9. Arrive late for the weekly BNI meeting.
Puntuality and dependability are credos of professional networkers. Arriving early for BNI meetings each week helps you demonstrate punctuality and dependability to your chapter members.
8. Leave cell phone on so you won't miss important calls.
Communication devices are convenient to individuals but distractive and disruptive for groups and meetings. MUTE or TURN OFF all electronics to protect the integrity of your meeting.
7. Keep your business cards to yourself.
This is your cheapest form of print advertisement. Encourage chapter members to carry at least 4-5 of your cards at all times. If you find that your cards do not need to be replaced in the busines box, ask why people are not taking them.
6. Refuse leadership roles in your chapter.
Accepting leadership positions with the chapter is an opportunity to exhibit professionalism and dependability to chapter members. Members who receive the most busniess are those who are best known, best liked, and most seen. By taking care of chapter business, you will be taking care of your own business.
5. Use referral time to say "thank you" for referrals received.
This is the "I HAVE" portion of the meeting. Giving a testimonial means talking about another member in such a positive way that you actually help them gain credibility in the eyes of other members. "Thank you" is a good idea...but a testimonial that really shines the spotlight on another member is ideal.
4. Give "off-the-cuff" 60-second presentations weekly.
Treat BNI air time just as if it were television air time. You have purchased 50 one-minute presentations and 3-7 10-minute presentations with your annual membership. Plan your time, and give us a targeted piece of the puzzle each week.
3. Don't follow up with a referral during the week it was given.
Each referral you give is an opportunity to increase your credibility and reputation with the BNI member who referred you. Treat their referral as you would your best customer. Realize that a fellow member put his reputation on the line on the line to give you a referral.
2. Avoid doing MOM's.
MOM's are the best tool for buillding relationships. They are reserved time when you and another member diligently search for what you have in common: people, places, experiences, preferences, and activities. You mutually share your networks to help each other build more business.
1. Don't waste time talking with visitors before or after the meeting.
Looking for new customers? Would you like to meet 4-5 prospective new customers each week...at your BNI meeting? If every member brings only one visitor each month, that will happen. Visitors are potential customers. Effective visitor follow-up = more money + more chapter members.
The name badge and card holders are networking tools. Wearing your name badge properly makes you a stand-out professional networker and makes conversation easier for visitors. Share your collection of trusted professionals with those you contact daily.
9. Arrive late for the weekly BNI meeting.
Puntuality and dependability are credos of professional networkers. Arriving early for BNI meetings each week helps you demonstrate punctuality and dependability to your chapter members.
8. Leave cell phone on so you won't miss important calls.
Communication devices are convenient to individuals but distractive and disruptive for groups and meetings. MUTE or TURN OFF all electronics to protect the integrity of your meeting.
7. Keep your business cards to yourself.
This is your cheapest form of print advertisement. Encourage chapter members to carry at least 4-5 of your cards at all times. If you find that your cards do not need to be replaced in the busines box, ask why people are not taking them.
6. Refuse leadership roles in your chapter.
Accepting leadership positions with the chapter is an opportunity to exhibit professionalism and dependability to chapter members. Members who receive the most busniess are those who are best known, best liked, and most seen. By taking care of chapter business, you will be taking care of your own business.
5. Use referral time to say "thank you" for referrals received.
This is the "I HAVE" portion of the meeting. Giving a testimonial means talking about another member in such a positive way that you actually help them gain credibility in the eyes of other members. "Thank you" is a good idea...but a testimonial that really shines the spotlight on another member is ideal.
4. Give "off-the-cuff" 60-second presentations weekly.
Treat BNI air time just as if it were television air time. You have purchased 50 one-minute presentations and 3-7 10-minute presentations with your annual membership. Plan your time, and give us a targeted piece of the puzzle each week.
3. Don't follow up with a referral during the week it was given.
Each referral you give is an opportunity to increase your credibility and reputation with the BNI member who referred you. Treat their referral as you would your best customer. Realize that a fellow member put his reputation on the line on the line to give you a referral.
2. Avoid doing MOM's.
MOM's are the best tool for buillding relationships. They are reserved time when you and another member diligently search for what you have in common: people, places, experiences, preferences, and activities. You mutually share your networks to help each other build more business.
1. Don't waste time talking with visitors before or after the meeting.
Looking for new customers? Would you like to meet 4-5 prospective new customers each week...at your BNI meeting? If every member brings only one visitor each month, that will happen. Visitors are potential customers. Effective visitor follow-up = more money + more chapter members.
The House of 1000 Mirrors
Compliments of BNI Director Mike Tobin:
Long ago in a small, far away village, there was a place known as the House of 1000 Mirrors. A small, happy little dog learned of this place and decided to visit. When he arrived, he bounced happily up the stairs to the doorway of the house. He looked through the doorway with his ears lifted high and his tail wagging as fast as it could. To his great surprise, he found himself staring at 1000 other happy little dogs with their tails wagging just as fast as his. He smiled a great smile, and was answered with 1000 great smiles just as warm and friendly. As he left the house, he thought to himself, "This is a wonderful place. I will come back and visit it often."
In the same village, another little dog, who was not quite as happy as the first one, decided to visit the house. He slowly climbed the stairs and hung his head low as he looked in the door. When he saw the 1000 unfriendly looking dogs staring back at him, he growled at them and was horrified to see 1000 little dogs growling back at him. As he left, he thought to himself, "That is a horrible place, and I will never go back there again."
All the faces in the world are mirrors. What kind of reflections do you see in the faces of the people you meet?
Long ago in a small, far away village, there was a place known as the House of 1000 Mirrors. A small, happy little dog learned of this place and decided to visit. When he arrived, he bounced happily up the stairs to the doorway of the house. He looked through the doorway with his ears lifted high and his tail wagging as fast as it could. To his great surprise, he found himself staring at 1000 other happy little dogs with their tails wagging just as fast as his. He smiled a great smile, and was answered with 1000 great smiles just as warm and friendly. As he left the house, he thought to himself, "This is a wonderful place. I will come back and visit it often."
In the same village, another little dog, who was not quite as happy as the first one, decided to visit the house. He slowly climbed the stairs and hung his head low as he looked in the door. When he saw the 1000 unfriendly looking dogs staring back at him, he growled at them and was horrified to see 1000 little dogs growling back at him. As he left, he thought to himself, "That is a horrible place, and I will never go back there again."
All the faces in the world are mirrors. What kind of reflections do you see in the faces of the people you meet?
Friday, March 23, 2007
Regional Membership Overview
Here is an overview of the chapters in this region:
Tuesday AM
# of chapters – 2
Total members – 32
Average per chapter - 16
Tuesday PM
# of chapters – 3
Total members – 36
Average per chapter - 12
TUESDAY TOTAL
# of chapters – 5
Total members – 68
Average per chapter - 13.6
++++++++++++++++++++++++++++++++++++++++
Wednesday AM
# of chapters – 6
Total members – 141
Average per chapter - 23.5
Wednesday PM
# of chapters – 3
Total members – 50
Average per chapter - 16.67
WEDNESDAY TOTAL
# of chapters – 9
Total members – 191
Average per chapter - 21.22
+++++++++++++++++++++++++++++++++++
Thursday AM
# of chapters – 8
Total members – 144
Average per chapter - 18
Thursday PM
# of chapters – 4
Total members – 88
Average per chapter - 22
THURSDAY TOTAL
# of chapters – 12
Total members – 232
Average per chapter - 19.33
++++++++++++++++++++++++++++++++++++++++
GRAND TOTAL
# of chapters – 26
Total members – 491
Average per chapter - 18.88
Total AM chapters - 16 (62%)
Total AM members - 317
Average per chapter - 19.81
Total PM chapters - 10 (38%)
Total PM members - 174
Average per chapter - 17.4
Tuesday AM
# of chapters – 2
Total members – 32
Average per chapter - 16
Tuesday PM
# of chapters – 3
Total members – 36
Average per chapter - 12
TUESDAY TOTAL
# of chapters – 5
Total members – 68
Average per chapter - 13.6
++++++++++++++++++++++++++++++++++++++++
Wednesday AM
# of chapters – 6
Total members – 141
Average per chapter - 23.5
Wednesday PM
# of chapters – 3
Total members – 50
Average per chapter - 16.67
WEDNESDAY TOTAL
# of chapters – 9
Total members – 191
Average per chapter - 21.22
+++++++++++++++++++++++++++++++++++
Thursday AM
# of chapters – 8
Total members – 144
Average per chapter - 18
Thursday PM
# of chapters – 4
Total members – 88
Average per chapter - 22
THURSDAY TOTAL
# of chapters – 12
Total members – 232
Average per chapter - 19.33
++++++++++++++++++++++++++++++++++++++++
GRAND TOTAL
# of chapters – 26
Total members – 491
Average per chapter - 18.88
Total AM chapters - 16 (62%)
Total AM members - 317
Average per chapter - 19.81
Total PM chapters - 10 (38%)
Total PM members - 174
Average per chapter - 17.4
Chapter Production Report
The Chapter Production Report for February is available now at the website, or you can download it from this link. Congratulations to the Belleville and St. Clair County chapters, who ranked #1 and #2 respectively out of 72 chapters reporting.
Other chapters that ranked in the top 20 were:
Business Builders Central #8
Leaders Council #11
Metro East #14
Oakville/Mehlville #17
Edwardsville #18
Other chapters that ranked in the top 20 were:
Business Builders Central #8
Leaders Council #11
Metro East #14
Oakville/Mehlville #17
Edwardsville #18
Wednesday, March 14, 2007
Coming to Your Senses
Try using your five senses to help create longer lasting images in people's minds:
"I'm a website creation professional. This week I am looking for professionals who do not have their own website. You can tell because they have e-mail addresses on their business cards that end in "aol" "yahoo" "hotmail" .
"I'm an office supply professional. When you walk into an office, look for note pads which say "Staples" (a US office supply company). Ask who is in charge of ordering supplies."
"I'm a Mary Kay professional. I'm looking for 10-13 year old girls who wear sports uniforms. I want to sponsor a girls sport team."
"I'm a wholesale baker. When you are at a coffee shop and you think their cookies are terrible, do not tell the owner...tell me, and I will bring them my awesome cookies to try."
"I am an air purification professional. If you go to a condominium to visit a friend and the hallways reek of the neighbors cooking odors, ask your friend if they are offended by the smell."
"I'm a sign making professional. I am looking for people with maroon or gold hardhats because they are the head engineers on building projects. They are the ones I need to speak to about safety signs and ADA signage."
You get the idea. If you can help members LOOK FOR, TASTE, and SMELL referrals, you will be making a lasting impression.
"I'm a website creation professional. This week I am looking for professionals who do not have their own website. You can tell because they have e-mail addresses on their business cards that end in "aol" "yahoo" "hotmail" .
"I'm an office supply professional. When you walk into an office, look for note pads which say "Staples" (a US office supply company). Ask who is in charge of ordering supplies."
"I'm a Mary Kay professional. I'm looking for 10-13 year old girls who wear sports uniforms. I want to sponsor a girls sport team."
"I'm a wholesale baker. When you are at a coffee shop and you think their cookies are terrible, do not tell the owner...tell me, and I will bring them my awesome cookies to try."
"I am an air purification professional. If you go to a condominium to visit a friend and the hallways reek of the neighbors cooking odors, ask your friend if they are offended by the smell."
"I'm a sign making professional. I am looking for people with maroon or gold hardhats because they are the head engineers on building projects. They are the ones I need to speak to about safety signs and ADA signage."
You get the idea. If you can help members LOOK FOR, TASTE, and SMELL referrals, you will be making a lasting impression.
The Michigan Study
BNI Michigan has about 180 chapters. They recently did an in-depth survey so they could understand how successful BNI members got that way. They found the following:
1. Time and trust are central to success. There is nearly a 1 to 1 correlation between the referrals given and the referrals received.
2. Members who do MOMs generate more referrals then those who don't.
3. Members who actively recruit new members get more referrals than those who do not.
4. Members who track both where their referrals come from and who whom they are given are more successful than those who do not (because tracking reveals the true power team, not the traditional one!).
5. Members who make an effort to be better at what they do in BNI and professionally get more referrals than those who do not make an effort in either area.
6. Members who put together an invitation list and sent out letters for visitors day received more referrals than those who did not.
7. Members who took an active part in the chapter though chapter leadership or chapter leadership support receieved more referrals than those who did not.
8. Members who trained and used substitutes and who planned for their eventual absence received more referrals than those who did not.
9. Members who are prepared for both their 60 second commercials and their 10 minute are more successful than those who "wing it".
10. Members with chronic tardiness received fewer referrals than those who arrive before the scheduled start of the meeting.
11. Members who had a plan for every networking event (BNI or not) had a more effective networking event than those who treated every event casually.
Do any of these results surprise you?
1. Time and trust are central to success. There is nearly a 1 to 1 correlation between the referrals given and the referrals received.
2. Members who do MOMs generate more referrals then those who don't.
3. Members who actively recruit new members get more referrals than those who do not.
4. Members who track both where their referrals come from and who whom they are given are more successful than those who do not (because tracking reveals the true power team, not the traditional one!).
5. Members who make an effort to be better at what they do in BNI and professionally get more referrals than those who do not make an effort in either area.
6. Members who put together an invitation list and sent out letters for visitors day received more referrals than those who did not.
7. Members who took an active part in the chapter though chapter leadership or chapter leadership support receieved more referrals than those who did not.
8. Members who trained and used substitutes and who planned for their eventual absence received more referrals than those who did not.
9. Members who are prepared for both their 60 second commercials and their 10 minute are more successful than those who "wing it".
10. Members with chronic tardiness received fewer referrals than those who arrive before the scheduled start of the meeting.
11. Members who had a plan for every networking event (BNI or not) had a more effective networking event than those who treated every event casually.
Do any of these results surprise you?
Friday, March 9, 2007
Touch-point Networking: 6 Effective Follow-up Techniques
By Dr. Ivan Misner
Good networking is about building relationships. And the people who you know and trust will most likely repeatedly refer you. This means you must build and maintain their trust.That's why "touch points" are critical to the networking process. Touch points relate to the occasions in which you "touch" one of your clients, potential clients, and/or referral partners. Touch points are communication mechanisms, such as a phone call, email, newsletter, correspondence, personal meeting, greeting card, etc.When asked about how to effectively follow-up with someone, I say the best one is the one you'll actually use! The key is to establish a system that works for you and that you'll consistently follow through with. If you have a great system, but don't use it, you might as well have no system at all. And in networking, not following up is not an option.Here are the top six techniques I recommend. Your homework is to determine which of these methods works for you (or some other one)—and then implement it.
1. The Internet
Harness the Internet to effectively conduct follow up; however, beware that it sometimes seems impersonal. It is great for quick communication, because of its immediate nature, but I discourage relying on email for in-depth communication or complex problems.When you abuse Internet communication, you might become viewed as just another spammer. Make sure your emails are personal and give your connection an opportunity to communicate with you in return.You might also consider an online newsletter (an eZine). An eZine allows you to include your clients and contacts in the content of the newsletter. In this way, you are consciously farming this relationship by giving them visibility in your scope of business.Be conscientious when using Instant Messenger or other types of instant "chat" features, because many of your contacts are busy when they are online and won't always welcome a note every time you see they are online.
2. Conferences and special events
When you get to know your clients and referral partners, you should take note of what you have in common. As you see events advertised that would be of mutual interest, invite these individuals to attend as your guest; this provides another opportunity to continue growing your relationships.While you are at these events, build in some one-to-one time with your guests to find out specifically how you can help them achieve goals they have set for sales, production, and referrals. As you focus on helping them achieve their goals, they will automatically reciprocate in kind. I call this the Law of Reciprocity. Events like this provide a natural opportunity to go deeper with your business relationships.
3. Handwritten correspondence.
In this day of all things online, the written note has gone by the wayside; however, people still enjoy receiving a handwritten note, especially when a small gift is enclosed, like a gift certificate, an article clipping, or something else your contact would especially value. Taking the time to handwrite a note conveys to the recipient: "You are worth the time I spent to reach out in this way to you."If a handwritten note is not your forte, take a look at services like SendOutCards.com. This is a great service that allows you to send a personalized greeting card right from your computer. I love this idea for staying in touch with your networking partners.
4. One-to-one meetings.
The author of Never Eat Alone, Keith Ferrazzi, advocates using every meal as a touch point. The concept of breaking bread together as a relationship builder is not a new one. In ancient times, meals were an integral part of community and building relationships. Since you HAVE to have lunch, use that time to deepen a relationship with a client, potential client, or referral source. Don't forget the vital truth that building a business through referrals relies on establishing deep and lasting relationships.
5. Seasonal or special occasion gifts.
Often you will send a gift basket to your largest clients as a way to thank them for their business. Consider sending something to those with whom you have been networking over the past year or to those whom you desire to refer you more. It can be a seemingly small gesture, but can be an effective communication tool, as well. Remembering special days in these folks' lives and acknowledging them is another opportunity to come into their mind and frame of reference.
6. The power of the proximity effect.
Studies have shown that relationships are not based on similar interest but on proximity. A study revealed that most college students are friends with those with whom they share a dorm, have classes, or work. Business people tend to look for outside connections, thinking that the people whom they are around the most aren't the ones who are going to be referring them the most. You might feel that your contact sphere businesses are the ones you need to be pursuing in this referral relationship. But if you overlooked those people who are always around you, you are going to lose out on hundreds of potential touch points with people who could be your best referral sources.Proximity is the key to cultivating deeper relationships with people who will continually provide you with business referrals. Studies prove that relationships are maintained more effectively when there is regular contact. Take a closer look at these people, regardless of whether they appear on the outside to be a valid source of referrals, and build friendships with them that go beyond the normal "Hey, how are you?" You will be surprised how effectively you will increase your "refer-ability!"
Good networking is about building relationships. And the people who you know and trust will most likely repeatedly refer you. This means you must build and maintain their trust.That's why "touch points" are critical to the networking process. Touch points relate to the occasions in which you "touch" one of your clients, potential clients, and/or referral partners. Touch points are communication mechanisms, such as a phone call, email, newsletter, correspondence, personal meeting, greeting card, etc.When asked about how to effectively follow-up with someone, I say the best one is the one you'll actually use! The key is to establish a system that works for you and that you'll consistently follow through with. If you have a great system, but don't use it, you might as well have no system at all. And in networking, not following up is not an option.Here are the top six techniques I recommend. Your homework is to determine which of these methods works for you (or some other one)—and then implement it.
1. The Internet
Harness the Internet to effectively conduct follow up; however, beware that it sometimes seems impersonal. It is great for quick communication, because of its immediate nature, but I discourage relying on email for in-depth communication or complex problems.When you abuse Internet communication, you might become viewed as just another spammer. Make sure your emails are personal and give your connection an opportunity to communicate with you in return.You might also consider an online newsletter (an eZine). An eZine allows you to include your clients and contacts in the content of the newsletter. In this way, you are consciously farming this relationship by giving them visibility in your scope of business.Be conscientious when using Instant Messenger or other types of instant "chat" features, because many of your contacts are busy when they are online and won't always welcome a note every time you see they are online.
2. Conferences and special events
When you get to know your clients and referral partners, you should take note of what you have in common. As you see events advertised that would be of mutual interest, invite these individuals to attend as your guest; this provides another opportunity to continue growing your relationships.While you are at these events, build in some one-to-one time with your guests to find out specifically how you can help them achieve goals they have set for sales, production, and referrals. As you focus on helping them achieve their goals, they will automatically reciprocate in kind. I call this the Law of Reciprocity. Events like this provide a natural opportunity to go deeper with your business relationships.
3. Handwritten correspondence.
In this day of all things online, the written note has gone by the wayside; however, people still enjoy receiving a handwritten note, especially when a small gift is enclosed, like a gift certificate, an article clipping, or something else your contact would especially value. Taking the time to handwrite a note conveys to the recipient: "You are worth the time I spent to reach out in this way to you."If a handwritten note is not your forte, take a look at services like SendOutCards.com. This is a great service that allows you to send a personalized greeting card right from your computer. I love this idea for staying in touch with your networking partners.
4. One-to-one meetings.
The author of Never Eat Alone, Keith Ferrazzi, advocates using every meal as a touch point. The concept of breaking bread together as a relationship builder is not a new one. In ancient times, meals were an integral part of community and building relationships. Since you HAVE to have lunch, use that time to deepen a relationship with a client, potential client, or referral source. Don't forget the vital truth that building a business through referrals relies on establishing deep and lasting relationships.
5. Seasonal or special occasion gifts.
Often you will send a gift basket to your largest clients as a way to thank them for their business. Consider sending something to those with whom you have been networking over the past year or to those whom you desire to refer you more. It can be a seemingly small gesture, but can be an effective communication tool, as well. Remembering special days in these folks' lives and acknowledging them is another opportunity to come into their mind and frame of reference.
6. The power of the proximity effect.
Studies have shown that relationships are not based on similar interest but on proximity. A study revealed that most college students are friends with those with whom they share a dorm, have classes, or work. Business people tend to look for outside connections, thinking that the people whom they are around the most aren't the ones who are going to be referring them the most. You might feel that your contact sphere businesses are the ones you need to be pursuing in this referral relationship. But if you overlooked those people who are always around you, you are going to lose out on hundreds of potential touch points with people who could be your best referral sources.Proximity is the key to cultivating deeper relationships with people who will continually provide you with business referrals. Studies prove that relationships are maintained more effectively when there is regular contact. Take a closer look at these people, regardless of whether they appear on the outside to be a valid source of referrals, and build friendships with them that go beyond the normal "Hey, how are you?" You will be surprised how effectively you will increase your "refer-ability!"
The Influence of E-mail
Email is a key point of influence for consumer purchase decisions, according to the Microsoft Digital Advertising Solutions research released in January by WOMMA member company Microsoft. The findings suggest that many of consumers' major decisions are influenced by email conversations with friends and family and point to the medium as a place where marketers can insert messages that might impact consumers during the decision-making process.
Other findings:
* 45% of frequent online users say email is their primary form of communication.
* 66% of male and 81% of female respondents discuss social arrangements (what films, concerts, or events to see or where to eat) via email.
* 41% of men discuss financial services purchases via email.
* 77% of women discuss travel plans via email.
For more information, click here.
We talk a lot about teaching our sales force how to promote our products and services in face-to-face situations. But when was the last time you gave someone an e-mail script about how to approach potential referrals? Something to think about.
Other findings:
* 45% of frequent online users say email is their primary form of communication.
* 66% of male and 81% of female respondents discuss social arrangements (what films, concerts, or events to see or where to eat) via email.
* 41% of men discuss financial services purchases via email.
* 77% of women discuss travel plans via email.
For more information, click here.
We talk a lot about teaching our sales force how to promote our products and services in face-to-face situations. But when was the last time you gave someone an e-mail script about how to approach potential referrals? Something to think about.
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