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
Friday, March 23, 2007
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.
Sunday, March 4, 2007
Laser-Sharp Networking
The energy put out by a normal light bulb is equal to the energy put out by a laser beam. A laser light has a very tight beam and is very strong and concentrated, while a light bulb releases light in many directions, and the light is comparably weak and diffused. The difference between the two allows the laser, with focused energy, to have the power to do very fine and delicate surgery, artistic etching and play the broad, full sounds of an orchestral overture. BNI’s Chairman, Dr. Ivan Misner says there are three ways to bring your networking efforts into laser-sharp focus in order to make it a powerful way to build your business:
1. When talking about what you do at networking groups, focus on one aspect of your business at each meeting. Your goal in the networking process should be to “train a sales force” not close a sale. Therefore, each time you have an opportunity, focus on a specific product or service you offer and then train people how to refer you in this area. People are much more likely to be able to refer you when you teach them something specific to remember. On the other hand, if all you tell them is that you are a full- service business, you’ll join the rest of the multitudes of businesses that are easily forgotten.
2. When asking for referrals from your networking partners, be very specific about what you want. Identify specific people to whom you wish to be introduced. These introductions can be just as powerful and generate just as much business for you as one referral for a pre-sold individual. These types of introductions can open doors for you that would have otherwise remained closed. If you don’t know the name of the manager of another business you wish to meet, find out and then ask specifically for a referral to him or her!
3. Meet with each person in your networking circle one on one, away from the general networking session, to deepen the relationship and dial up the focus of your networking efforts. To really maximize the energy of the partnership you are forging with your referral sources, it is critical to spend time with them. Just going to a social function, or sitting side-by-side at some type of conference or networking event isn’t enough. You have to be face to face, talking and exploring commonalities and complementary aspects of each of your businesses in order to be as powerful of a referral source for each other as you can be.
By focusing your efforts like a laser beam rather than blasting your message out like a shotgun you will be fine-tuning your networking message and increasing your results. The first, most definitely leads to the second.
1. When talking about what you do at networking groups, focus on one aspect of your business at each meeting. Your goal in the networking process should be to “train a sales force” not close a sale. Therefore, each time you have an opportunity, focus on a specific product or service you offer and then train people how to refer you in this area. People are much more likely to be able to refer you when you teach them something specific to remember. On the other hand, if all you tell them is that you are a full- service business, you’ll join the rest of the multitudes of businesses that are easily forgotten.
2. When asking for referrals from your networking partners, be very specific about what you want. Identify specific people to whom you wish to be introduced. These introductions can be just as powerful and generate just as much business for you as one referral for a pre-sold individual. These types of introductions can open doors for you that would have otherwise remained closed. If you don’t know the name of the manager of another business you wish to meet, find out and then ask specifically for a referral to him or her!
3. Meet with each person in your networking circle one on one, away from the general networking session, to deepen the relationship and dial up the focus of your networking efforts. To really maximize the energy of the partnership you are forging with your referral sources, it is critical to spend time with them. Just going to a social function, or sitting side-by-side at some type of conference or networking event isn’t enough. You have to be face to face, talking and exploring commonalities and complementary aspects of each of your businesses in order to be as powerful of a referral source for each other as you can be.
By focusing your efforts like a laser beam rather than blasting your message out like a shotgun you will be fine-tuning your networking message and increasing your results. The first, most definitely leads to the second.
Saturday, March 3, 2007
Rebuilding a Chapter
Sara Sanderson, Marketing Coordinator for the Madison Central chapter, is pictured here addressing members and visitors at their March 1 reopening. Ask Sara what it takes to rebuild a chapter, and she'll tell you what some of you already know: Commitment, structure, education, and more commitment.
Madison Central decided to close its doors in mid-January to regroup. The knew they had work to do. They had to get the right people on the bus. They had to get the wrong people off the bus. Most importantly, they had to look in the mirror and admit that whatever it was they were doing before simply wasn't working. They went from about 15 members to 9 members in a matter of weeks as people started jumping ship. Rather than join another chapter, President Kendra Ellis persuaded the group to dig in and rebuild with the existing members.
They reopened March 1 with a new attitude, a new leadership team, and a targeted approach to inviting visitors that could net as many as six new members...not a bad way to get the ball rolling! I am convinced that one of the reasons they were successful was because when the meeting was finished, an existing member approached each visitor, went over the application line by line, and answered any questions they had at that time.
Their goal is to be 25-member chapter by the end of the summer. I wouldn't bet against them. Congratulations to Kendra Ellis and the whole Madison Central team for working together and making some tough decisions, the most important being the decision to take responsibility for their own success and taking the action to turn things around for the better.
What Does a 40-member Chapter Look Like?
MSP Class of March 2007
49 people attended the March 2 MSP class at the University of Phoenix.
See the guy in the back row with his hands in the air? That's Jack Wier, your friendly neighborhood DJ from the Bellevillle chapter. He actually lives in Kirkwood, so it was easier for him to attend MSP near his home.
Jack was at MSP because his membership was just renewed for the 11th or 12th year, and his chapter requires all renewing members to attend MSP....no matter how long they've been a member. When you consider the uncommonly consistent success of the Belleville chapter, that might just be one of the most contributing factors. Having great people and great leadership is one thing...keeping them all on the same page is quite another.
We gave him a "Member for More than 10 Years" ribbon to commemorate his senior status.
See the guy in the back row with his hands in the air? That's Jack Wier, your friendly neighborhood DJ from the Bellevillle chapter. He actually lives in Kirkwood, so it was easier for him to attend MSP near his home.
Jack was at MSP because his membership was just renewed for the 11th or 12th year, and his chapter requires all renewing members to attend MSP....no matter how long they've been a member. When you consider the uncommonly consistent success of the Belleville chapter, that might just be one of the most contributing factors. Having great people and great leadership is one thing...keeping them all on the same page is quite another.
We gave him a "Member for More than 10 Years" ribbon to commemorate his senior status.
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