When it comes to buying a car, 30.4% of consumers are influenced by word of mouth, compared to 24.1% by TV, 21.3% by reading an article, 20.2% by newspapers, and 17.5% by magazines.
When it comes to making electronics purchases, 42.6% of consumers are influenced by word of mouth, compared to 34.1% by reading an article, 32.3% by TV, 32.0% by newspaper inserts, and 27.2% by in-store promotions.
When it comes to influencing consumers, word of mouth trumps TV, print, and the web, according to the most recent edition of BIGresearch's Simultaneous Media Usage Study (SIMM). Consumers are asserting control over their media environments in ways that were never possible before, and it's changing the media model. The report shows that 67.9% of consumers use other forms of media while watching TV, 56.4% while listening to the radio, 68.9% while reading newspapers, and 70.7% while online. What this means for marketers is that consumers' attention is being shared, which dilutes the potency of traditional media messages.
For more details about study, click here.
Friday, February 23, 2007
New Interview with Dr. Misner
Listen to an interview with Dr. Misner where he discusses how current members can best utilize their BNI membership, current and upcoming books, and much more.
Quote to End Your Meeting With
A BULL MAY HAVE GOOD QUALITIES, BUT YOU WILL NEVER BRING THEM OUT BY WAVING A RED FLAG IN HIS FACE.
Arousing others is easy-if you don’t care what kind of action you inspire. If you wish to create a positive response in others, you do so by example and through the art of gentle persuasion, not by daring them to attack. When you work with others, concentrate on their positive attributes, not on the things they dislike or fear. When you take the time to get to know your associates, to learn about their hopes, dreams, and aspirations, you can determine what motivates them. You can then show them how they can align their goals with yours to work together for your mutual advantage. When you do, everybody wins.
This positive message is brought to you by the Napoleon Hill Foundation.
Arousing others is easy-if you don’t care what kind of action you inspire. If you wish to create a positive response in others, you do so by example and through the art of gentle persuasion, not by daring them to attack. When you work with others, concentrate on their positive attributes, not on the things they dislike or fear. When you take the time to get to know your associates, to learn about their hopes, dreams, and aspirations, you can determine what motivates them. You can then show them how they can align their goals with yours to work together for your mutual advantage. When you do, everybody wins.
This positive message is brought to you by the Napoleon Hill Foundation.
Sunday, February 18, 2007
How Does Your Chapter Say Hello?
The Business to Business Chapter has a new 4-color brochure to promote its members. Designed and created by Cheri Schroeder of Abbey Inc. Graphic Design & Support Services, this brochure makes a great impression on visitors and allows them to easily do business with chapter members regardless of whether they actually join.
Word of mouth is working...the question is whether it is working for your chapter or against your chapter. How does your chapter say hello?
Friday, February 16, 2007
Now That You Mention It
Has anyone ever said to you, "If there's anything I can do to help you with your business, let me know"?
Did you respond, "Thank you. Now that you mention it, there are a few things I need"? Or did you say, "Well, thanks, I'll let you know"?.
If you're like most of us, you aren't prepared to accept help at the moment it's offered. You let opportunity slip by because you haven't given enough thought to the kinds of help you need.
You haven't made the connection between specific items or services you need and the people who can supply them. But when help is offered, it's to your advantage to be prepared and to respond by stating a specific need.
Here are a few ideas to get you started:
1. Invite you to attend events. Workshops and seminars are opportunities to increase your skills, knowledge, visibility and contacts. Members of personal or business groups that you don't belong to can invite you to their events and programs. This gives you an opportunity to meet prospective sources and clients.
2. Endorse your products and services. By telling others what they've gained from using your products or services or by endorsing you in presentations or informal conversations, your network sources can encourage others to use your products or services. If they sing your praises on audiotape or videotape, so much the better.
3. Provide you with leads or referral. A source can help you by passing along information she hears about someone who needs the kind of product or service you provide or by introducing you to a person who could use your services or vice versa. Your source can also contact prospects they referred to you to see how things went after your first meeting, answer their questions or concerns, and reassure them that you can be trusted. They can also give you valuable feedback about yourself and your products or service, information that you might not have been able to get on your own.
4. Arrange a meeting on your behalf. When one of your sources tells you about a person you should meet, someone you consider a key contact, she can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time and location for the meeting, but she will also attend the meeting with you.
5. Serve as a sponsor. Some of your sources may be willing to fund or sponsor a program or event you are hosting. They might let you use a meeting room, lend you equipment, authorize you to use their organization's name, or donate money or other resources.
Did you respond, "Thank you. Now that you mention it, there are a few things I need"? Or did you say, "Well, thanks, I'll let you know"?.
If you're like most of us, you aren't prepared to accept help at the moment it's offered. You let opportunity slip by because you haven't given enough thought to the kinds of help you need.
You haven't made the connection between specific items or services you need and the people who can supply them. But when help is offered, it's to your advantage to be prepared and to respond by stating a specific need.
Here are a few ideas to get you started:
1. Invite you to attend events. Workshops and seminars are opportunities to increase your skills, knowledge, visibility and contacts. Members of personal or business groups that you don't belong to can invite you to their events and programs. This gives you an opportunity to meet prospective sources and clients.
2. Endorse your products and services. By telling others what they've gained from using your products or services or by endorsing you in presentations or informal conversations, your network sources can encourage others to use your products or services. If they sing your praises on audiotape or videotape, so much the better.
3. Provide you with leads or referral. A source can help you by passing along information she hears about someone who needs the kind of product or service you provide or by introducing you to a person who could use your services or vice versa. Your source can also contact prospects they referred to you to see how things went after your first meeting, answer their questions or concerns, and reassure them that you can be trusted. They can also give you valuable feedback about yourself and your products or service, information that you might not have been able to get on your own.
4. Arrange a meeting on your behalf. When one of your sources tells you about a person you should meet, someone you consider a key contact, she can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time and location for the meeting, but she will also attend the meeting with you.
5. Serve as a sponsor. Some of your sources may be willing to fund or sponsor a program or event you are hosting. They might let you use a meeting room, lend you equipment, authorize you to use their organization's name, or donate money or other resources.
Wednesday, February 14, 2007
March 16 Conference
Ben McConnell will be the keynote speaker at our March 16 BNI conference in St. Charles. For a preview of his discussion, check out this CBS News interview with Ben.
Any business person serious about being in touch with his or her customers, ESPECIALLY as a source of future referrals, can learn from his message about Citizen Marketers.
To register for the conference, click here. The first 200 to register get a free copy of Citizen Marketers, and discounts are available if you register on or before March 8th.
MOM Questions
Beth Anderson from BNI Minnesota uses this list of questions to ask during MOM's. She suggests using a GAINS profile for the first MOM, and questions like these to add a little depth to a relationship at the next MOM. How may of these do you currently use?
1. How did you get your start in your current business?
2. What do you enjoy most about your profession?
3. What separates you and your company from the competition?
4. What advice would you give someone just starting in your profession?
5. What one thing would you do with your business if you knew you wouldn’t fail?
6. What significant changes have you seen take place in your profession?
7. What do you see as the coming trends in your business?
8. Describe the strangest/funniest incident you’ve experienced in your business.
9. What ways have you found to be the most effective for promoting your business?
10. What one sentence would you like people to use in describing the way you do business?
11. How can I know if someone I’m talking to would be a good prospect for you?
1. How did you get your start in your current business?
2. What do you enjoy most about your profession?
3. What separates you and your company from the competition?
4. What advice would you give someone just starting in your profession?
5. What one thing would you do with your business if you knew you wouldn’t fail?
6. What significant changes have you seen take place in your profession?
7. What do you see as the coming trends in your business?
8. Describe the strangest/funniest incident you’ve experienced in your business.
9. What ways have you found to be the most effective for promoting your business?
10. What one sentence would you like people to use in describing the way you do business?
11. How can I know if someone I’m talking to would be a good prospect for you?
Sunday, February 11, 2007
Mentor Team
We asked members from both sides of the river to serve as mentors. Above and beyond whatever is happening in your chapter, this member support function was developed to encourage more members to reach out for help. Whether you want to improve your 10 minute presentation, or get some feedback on a memory hook, we now have a 24-person team available to help you improve your BNI skills.
To take advantage of this, simply turn in the Member Support Session form and we'll take it from there. We happily accepted our first request last week and will report the results to you as soon as we hear from the parties involved.
To take advantage of this, simply turn in the Member Support Session form and we'll take it from there. We happily accepted our first request last week and will report the results to you as soon as we hear from the parties involved.
January Production Reports
We have a lot of new stats for you on the January Production Report.
Congratulations to the chapters that ranked in the top 15:
Belleville (#2)
Metro East (#5)
St. Clair County (#9)
Glen Ed (#10)
Leaders Council (#11)
Congratulations to the chapters that ranked in the top 15:
Belleville (#2)
Metro East (#5)
St. Clair County (#9)
Glen Ed (#10)
Leaders Council (#11)
Thursday, February 1, 2007
Education is the Key to Effective Referral Marketing
John Jantsch (pictured here) has some great information about referrals in particular, and small business marketing issues in general. His book Duct Tape Marketing (think sticky) recently hit the shelves, and I strongly recommend it. Here is a slice from his most recent newsletter and a link to his blog:
The best referral sources for your business will always be the ones that know that most about the value you have to offer. One of the few complaints I hear from small business owners when it comes to generating business or leads by way of referral is that too many of the referrals they are offered aren't a fit for the business. The referrals are either unqualified, don't need the firm's offerings, can't afford the product or just don't fit the typical profile of an ideal client for the receiving firm. If this is your referral reality, then you know that chasing leads that don't fit your target client can be a grand waste of everyone's time and energy.
The primary reason for this affliction though is that most small business owners and independent professionals don't take the time to educate their referral sources. The typical referral request may go something like - "know anybody that needs what we do?" Okay, I know lots of people, here you go. Have at it!
The solution to this is really quite simple. I've created a tool I call the Perfect Introduction, as part of my Referral Flood program. The Perfect Introduction is a document (although is can take many forms including a web page) that contains answers to the following questions. How would know if I spotted your ideal client? Describe, in great detail, the type of clients you work best with. This step will help assure that you get highly qualified leads and make it easier for your lead source to think of prospects that fit a narrow description. What would I say to best position your business? Give your referral source the exact words you would like them to use when introducing your products and services to prospective referrals. Give them a simple, memorable way to explain the benefits you have to offer.
Remember, many of your best referral sources may not be actual clients who can talk eloquently about your brilliance, give them your core marketing message so that the expectation they set remains consistent. How can you add value to my relationship with a referred lead? This is a multi answer question. Show your prospective referral source what you do to make them look good and outline any offer you might have cooked up to reward and motivate your referral sources.
By the way, money isn't always the best referral motivator. Showing appreciation, helping referral sources meet their goals, and making referral sources look good are all powerful motivators. What do you do with the leads you receive by way of referral? Outline the exact steps you take when you receive a name or introduction. This step allow the referral source to get comfortable with your marketing process.
Everyone has some fear that the referred party may abuse the relationship by hard selling or calling every night at dinner time. Put these fears to rest by outlining your very educational approach. (That is your approach, right?) Now that you have your Perfect Introduction document in hand you can go out there and confidently let the world know that you are someone they can feel great about referring. Another very powerful aspect of this tool is that often, even if you don't realize it, you are in competition with others who are seeking referrals.
CPAs, for instance, are heavily targeted by service professionals seeking referrals. With your referral process outlined in a very professional manner, you will stand out in the referral competition for some of the best potential referral sources.
Once you have created your Perfect Introduction you should also consider using this tool to open doors with potential referral sources. Send a letter to 100 targeted referral sources with a copy of your Perfect Introduction and a blank Perfect Introduction form. Inform the recipient that you have clients and prospects that you believe could benefit from their products and services. Ask them to complete the enclosed Perfect Introduction form (using yours as an example) and send it back to you as soon as possible. Do this and you will find new referral marketing doors swinging wide open for you. In addition, you will be better prepared to give referrals to your clients and prospects, kicking the referral cycle into even higher gear.
Wii Does Word of Mouth with MOMs
As reported by the Word of Mouth Marketing Association, in an effort to win over the "CEO of the house," Nintendo has brought tech-smart "alpha moms" on board to help spread word of mouth about its new gaming system, the Wii. The alpha moms have hosted Mary Kay-style Wii parties, presumably inviting other moms in their social circles to come over and play video games, an activity traditionally reserved for their children. The moms were an integral part of Nintendo's efforts to get non-gamers to pick up the Wii controller and give it a try.
Alpha moms were just one part of the company's overall word of mouth efforts. Consultants for Nintendo also identified gamer loyalists and large, multi-generational families in eight U.S. cities to generate buzz around Nintendo Wii, putting the game in the hands of a remarkably diverse group of talkers.
Check out this article for more information.
Alpha moms were just one part of the company's overall word of mouth efforts. Consultants for Nintendo also identified gamer loyalists and large, multi-generational families in eight U.S. cities to generate buzz around Nintendo Wii, putting the game in the hands of a remarkably diverse group of talkers.
Check out this article for more information.
New Operating System Available
BNI started in St. Louis in 1995, the same year that Windows 95 hit the market as the best available operating system on the planet. I remember it well because a friend of mine loaded a beta version on my computer several weeks before it was available to the public. I felt like I had access to classified information, if only for a brief moment.
Windows 98 followed, and most recently Windows XP became the newest obsolete system with the introduction of Windows Vista.
I don't know anyone who still uses Windows 95. Those of you who still use Windows 98 and even Windows XP will find it increasingly difficult to find technical support for your programs. People who use video, photography, music, or gaming software will shop this year for programs that absolutely require the Vista operating system. Innovation makes older happen faster.
And so it is with BNI. BNI 2007 is a completely different operating system than BNI 1995. It's bigger and better with more speed and processing capability. You can't play BNI 2007 using a BNI 1995 operating system. And I am convinced that when older chapters run into growth problems, the operating system is the first thing to check.
Twelve years might as well be 12 light years when you compare just how different the two operating systems really are. For a quick diagnostic check on some of the most notable features, click here. If you have any suggestions, please let me know. The next operating system is already in the works.
Windows 98 followed, and most recently Windows XP became the newest obsolete system with the introduction of Windows Vista.
I don't know anyone who still uses Windows 95. Those of you who still use Windows 98 and even Windows XP will find it increasingly difficult to find technical support for your programs. People who use video, photography, music, or gaming software will shop this year for programs that absolutely require the Vista operating system. Innovation makes older happen faster.
And so it is with BNI. BNI 2007 is a completely different operating system than BNI 1995. It's bigger and better with more speed and processing capability. You can't play BNI 2007 using a BNI 1995 operating system. And I am convinced that when older chapters run into growth problems, the operating system is the first thing to check.
Twelve years might as well be 12 light years when you compare just how different the two operating systems really are. For a quick diagnostic check on some of the most notable features, click here. If you have any suggestions, please let me know. The next operating system is already in the works.
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