BNI Getting from Good to Brilliant

Photos, podcasts & Videos from #bniconf http://ow.ly/Ai05

just uploaded the video opening of the #bniconf Clegg’s Californian BNI Blog http://ow.ly/zUcV

YouTube
- brilliant Simon Schama spoof http://ow.ly/zUbV

Twitter / @paulclegg/BNI West Country Referral http://ow.ly/zQV5 creating connections in Somerset,Wiltshire,Dorset,Devon,Bath,Bristol

Forget Hooters, this Twitter app is impressive #HootSuite. http://ping.fm/qi4Qm

Enthusiastic start to the 25th Anniversary International #bniconf if you wish to follow visit my blog http://tinyurl.com/californianblog

Average PowerPoint slide has 40 words. In some presentations, Steve Jobs has a total of seven words in 10 slides. Visual clarity of communication.

Steve Jobs shares his secrets of great presentation. http://ping.fm/5t2LT

Trevor Lever, sales trainer and coach has passed 300 referrals in his #BNI Chapter
http://ping.fm/cqlFy

please re-tweet to any recruitment agencies you know http://ping.fm/FFbRC

Good bit of Viral Marketing for BNI

New Video Testimonials featured on BNI Website

New BNI Toolbar

Click to load the new BNI Toolbar now.

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YouTwittFace Slides

Daniel Priestley gave one of the best Social Media Seminars I have seen.  It is clear that he 'walks the talk' and I am delighted to say that his returning to Lakewood with an all day 'how to' event in November. Don't miss it. For more details and special offer for BNI members email paul.clegg@mac.com

In the meantime, here are his slides from last night's YouTwittFace Event.

Social Media Workshop - New Economy

View more presentations from Daniel Priestley.

Locksmiths Do Well at BNI

 

Mark Foden from 3 Counties Locksmiths has been a member of BNI Borders for a number of years and credits the specialised approach of BNI with helping him establish a very successful business in the Gillingham (Dorset) area.

BNI Borders Chapter feature at Gillingham & Shaftesbury Show

Are you a Valuable Asset?

Words of wisdom from Geoff Kirwood from Australia (but don't mention
the Lords' Test) He can be found at

One of the best ways to build a referral network is to become so
valuable to people that they are constantly turning to you for help.

Note the story of the lawyer who had on the bottom of his business
card "if you need a plumber, call me". People would often call him,
some very hesitantly, and say "can you really find a plumber for me?"
or "a friend told me to call you if I needed a plumber".

So he would get their details, phone his plumber contact, arrange to
have the job done and then phone the person back to make sure all was
OK.

Finally, and this is the best part, he would send a letter to the
person thanking them for the opportunity to be of service and
reminding them that if they ever needed some legal advice to give him
a call. If memory serves me well he became so busy he had to hire
extra staff.

So become a "centre of influence" and "valuable asset" by being able
to help people.

Tips on how to make this work?

1. Never charge for this service 2. Promote it regularly wherever you go 3. Have a clearly defined follow-up plan

Become a valuable asset to others and you will never be out of work

Do you wear blinkers at your BNI meeting?

My BNI Day: Do you wear blinkers at your BNI meeting?.

Do you wear blinkers at your BNI meeting? by David Wimblett

It often happens at networking events, but it should never happen at a BNI meeting. And yet it did this week!

A new member of a group was left on their own. I was busy sorting out some papers for the meeting and watched as she stood not knowing who to talk to; everyone seemed so deep in private conversations.

Finally, I was able to join her and ask how she was, could I introduce her to someone? But she said that she had tried to join in a conversation or two but no one seemed that interested.

To say I was stunned is something of an understatement!

To read the rest of this article from David's Blog My BNI Day ... click on the link above

Bob Nicoll visits Somerset

Bob Nicoll joined BNI is Arizona 20 years ago and became one of the first Assistant Directors Norm Dominguez (BNI's Current CEO) ever appointed.  

He is still a BNI member and lives with his wife, Nancy, in Alaska.  Bob now runs a successful speaking and consultancy business called 'Remember the Ice', showing people how the natural choice of the words we all use can have the opposite effect to the one we intend.

Last Friday, Bob was the guest speaker at Network Central, attended by over 1,000 people from all over the South West.  

After the event, I managed to catch up with him for an interview.  I asked him to tell me how poor choice of words can have devastating effects.  Check it here, now.

Being an Assistant Director is Good for Business

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Dinah Liversidge shares her experience of her first year as a BNI Area (Assistant) Director at the European Conference in Amsterdam in May.  Click on the Play Button above to hear how being a Director has significantly increased her business.

 

For more information about Dinah's business CLICK HERE

Stroke of Brilliance from Ivan Misner

Use This Networking Trick to Increase Business

One of the most common networking questions I get asked is, “How do I generate referrals for other people?”  Well, this same question is exactly what I was asking myself in the early ’80s when I was just starting my consulting business. I came up with a technique that had a huge impact on my ability to provide quality referrals to others–which, of course, led to me getting referrals.

I realized that I needed to be the person whom people came to if they needed a referral for anything–the “gatekeeper” of referrals . . .  the “go-to guy.”  So I composed a letter that I sent out to my client list several times a year.  Today you could send out a quick e-mail to your database, but you should send it at least once a year as hard copy just to stand out from everybody else who’s e-mailing your clients.  Here’s a sample letter:

Dear________:

I really believe in the process of referrals, so part of the service I provide is to be sure to refer my clients and associates to other qualified businesspeople in the community.

Attached is a list of areas in which I know very credible, ethical and outstanding professionals.  If you’re looking for a professional in a specific area I’ve listed, please feel free to contact me.  I will be glad to put you in touch with the people I know who provide these services.

Sincerely,

Dr. Ivan Misner

Notice when you read this letter that I just listed professions; I didn’t list names and phone numbers.  I wanted my clients to contact me so I could put the referral and the contact together–so I could build business relationships through being the go-to guy.  What began to happen was that others would ask someone on my client list, “Whom do you know who does XYZ?”  If they didn’t know anyone, then they would send that person to me.

The importance of becoming a gatekeeper is huge for anyone seeking to grow a business with word-of-mouth marketing.  It’s a strategy that gets people not only to contact you for a referral, but also to open up a dialogue with people about what your business is all about and how you can help them.  This, in turn, leads to more business with existing clients and new business with prospects.

Allow this to open the door for reciprocal sharing and giving.  You’ll be amazed at how much more business you’ll find you’re able to do as a result.

This entry was posted on Monday, March 30th, 2009 at 9:01 am and is filed under Networking Education, Social Capital, Networking, Connections,Networking Prep, Ivan Misner, Giving, Referrals, Collaboration, Business. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site

How Can You Help Me to Find You Quality Referrals?

One 2 One Meetings are not an Option The essence of referrals lies in confidence and understanding and this is not achieve without creating a solid foundation of trust. The One 2 One schedule is the key to increasing the quality and number of referrals, especially when conducted as an interview where the interviewer seeks to really understand how they can help the other person. All one 2 one's need to be monitored and recorded but only when the appropriate document is submitted. Only then can we know that time and focus has been put behind the meeting. It is not possible to stay in focus and remember the relevant points without taking notes. Download New One2One Document

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Why People Love BNI

What you won't see at a BNI meeting 

• Your Competitors.  BNI positions are exclusive, a rare scenario for any marketing initiative.  Ever tried to get exclusive positioning in Yellow Pages or your Local Newspaper or at a Networking Event?  No, your focus is diluted with those of your competitors.  

  

• Empty Seats.  Developing referrals means building relationships based on trust, confidence, reliability.  You cannot achieve this when 'members can come and go as they please'.  Without a commitment to be there, people won't be over time.  Erodes trust and dilutes the energy of the meeting.  This always happens when an organisation opts out of the having an attendance policy. When any BNI member cannot attend they find it easy to arrange for a substitute and we help new members arrange this in advance.  

  

What you don't don't see elsewhere

• Referrals System  BNI focus on qualified referrals, not leads or maybes.  The person passing you a referral will have established that "their contact is in the market for your product or service and they are looking forward to your call, with anticipation."  In some case they may even take you to meet their contacts.  At BNI good members know that 'what goes around, comes around and that part of their strategy is to add value to their business by recommending other good people  

  

• Structure and Focus.  Good business is about bringing professionals together within a focused environment and the BNI structured approach has been proven to work for over 24 years.

  

• Coaching, Training, Support.  In these economically challenging times, "don't wish it were easier, wish you were better."   BNI provides the best coaching and training in how to develop referral strategies anywhere in the world.   As a member you have access to this training on a weekly basis in addition to regular workshops and cross chapter networking events.

  

• Proven Track Record over Time.  Experience comes with success and BNI is the most successful referral organisation in the world. With access to any chapter in the world an International reputation is important. If you want proven results come and join us.

  
 

Refuse to Participate in the Recession. How?

Message from Dr Ivan Misner, Founder of BNI. It’s times like these that I think of situations I’ve been in where some crisis is brewing and one person in the mix stays calm and focused. That person keeps her “eye on the ball” and does what needs to be done – as it needs to be done. As business owners, entrepreneurs, and sales professionals, if you want to be successful during these difficult times, you must be someone who stays focused on solutions and not get drawn into the quagmire of problems. Recessions will come and go. Most people don’t know this, but statistically we have one every six years or so. This recession is a more serious one. I get that. I also believe that the people who look for opportunities when times are tough will not only survive--they will thrive. I’ve been in business long enough to have seen it over and over again. Now, more than ever, a powerful personal network can carry you through difficult times. Business will go on. In times like this, people want to do business with people they trust more than ever. The relationships you have with the people in your network can make the difference in your business. When times are difficult, BNI can be a positive place for people to meet, build relationships, create business opportunities, and stay focused on solutions, not problems! <form class="at-page-break"></form>You cannot change the economy. The economy is going to be what the economy is going to be. You cannot change your competition. Your competition is going to do what your competition is going to do. But you can change your response to the economy. You can change your response to your competition. The solution to difficult economic times begins with a commitment to focus on opportunities. Stay focused. Continue to build your relationships. Be there for others and work your BNI network like you’ve never worked it before. I refuse to participate in the recession!

Original Article

BNI & a Tribute to Don McClean

new BNI Referrals Channel on YouTube

BBC Radio Somerset Interview

Interview with Adam Thomas on the subject of the loan guarantee scheme proposed by the government as a way to ease the credit challenges faced by small business and how it will effect business's in Somerset.

The Money is in the Follow up

We meet someone at a networking event, exchange cards and we intend following up, but we don't. Even when we declare with enthusiasm that "we should meet up for a coffee" more often than not, we don't.

You see the answer is in the follow up. Follow up builds relationships. We know that so why don't we do it?

Simple, it's a question of time. We only have so many hours in the day and we end up coping with 'non incoming producing stuff' that steals our time and attention. And if building relationships with existing and potential customers is not important to you then, what is it all about?

It's the same challenge we have in business, we lose more sales through lack of an effective follow up system than we do from our ability to sell.

We present a business proposition to someone and they are not ready, they say no. 48% will not contact that person again. Only 24% will make a second call and so on.

I wrote a similar blog on this subject a while back and from the comments you can see that one or two people thought I was implying that we should pester people with unwanted phone calls or that you spam people with emails. Not at all. The skill is staying in touch in a variety of ways, just like you do with those you have a relationship with.

Only 2% of people will buy anything at a first meeting ... only where the lines meet on the graph do the averages start to work. The real results are at the back end.

Take a close look at these statistics. 81% of major sales are closed after the fifth contact and it may take up to a year from their initial inquiry according to Sales and Marketing Executives International. 

 

When it comes to attending networking events they are in fact invaluable but when it comes to generating referrals you must engage in building relationships with 'strategic partners' in order to build commitment.

Referrals Roundtable Workshop Events focus on law of attraction marketing but there is no point in attracting people to you if you are not going to follow up effectively.

By default, BNI provides the necessary follow up and build the strategic relationships because members are required to be there each week. (Substitutes are allowed on occasions). Some visitors who don't know this stuff wonder why it is necessary. Perhaps these figures will explain why.

Message from Brian Tracy

What Are You Worth?

Invest in yourself to achieve the best.

By Brian Tracy

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In the world of work, some people earn a little and some people earn a lot. What is the difference? This question has been studied for more than 100 years, and now we know the answers.

People who earn a lot—the top 20% in any field—make a greater contribution and get better results than people who earn a little-the bottom 80%.

Your work and earning life is very much like a marathon. All the runners assemble from different places at the starting line. The gun goes off! The runners begin to run, at different speeds. Some people sprint to take the lead quickly. Others go a little slower, preferring to run steadily over the long course. Others start off slowly and fall further back in the pack throughout the race, finally coming in so far behind that almost everyone has gone home by the time they cross the finish line.

In life, we all start off at the same place. When we get out of high school or college, we have few, if any, marketable skills. We take the first job that we can get and go to work. At that point, most people settle into the hum-drum of work life, doing what they are told to do, coming in at nine and leaving at five, and going home and watching television in the evenings.

But this is not for you. The race is on! The good news is that most people do not know that they are in a race so they are easy to beat.

Dr Ivan Misner & Brian Tracy

Dr Ivan Misner outlines the strategic partnership with ilearningglobal and how chapters can seek to attract ilearning representatives to their chapters under the Education category. 

Brian Tracy goes on to explains the impact of failing to upgrade our skills on a regular basis.

FInd out more about BNI's new strategic relationship at www.bni-ilearning.com

BBC Radio Somerset Interview

December 3rd interview with BBC Radio Somerset's Adam Thomas on the Big Breakfast Show regarding the challenges facing businesses in the South West. 

There has never been a more important time to build relationships in business. From keeping in touch with existing customers to winning new ones. But how good are you at understanding and relating to the opposite sex?

John Gray speaks to members on the ilearning global conference call, one of the weekly live calls sharing knowledge, wisdom and the ilearning global opportunity to share life long learning.

John Gray is the best selling author of Men Are From Mars, Women Are From Venus and if you have ever wondered the sexes are wired differently, listen in.

To learn more about the BNI announcement regarding the strategic alliance with ILearning Global and Dr Ivan Misner's announcement go to www.bni-ilearning.com

Learning to Learn

View SlideShare presentation or Upload your own. (tags: learning personal)

In many ways, success at networking is the uncommon application of common knowledge. Most people understand that networking is important to their success - they just lack a step-by-step process to get the results they want.

Almost no one really implements a comprehensive methodology that will build a business through networking. Thus, the need to network is "common knowledge," and the development of the methodology required to be successful at it is the "uncommon application."

By reading this book, you will experience the true essence and meaning of networking. The 29% Solution gives you the answers to two conflicting questions that a business owner or salesperson faces every day:

How can I tend to my existing clients while at the same time network for new business? and, Should I place higher value on my current clients or on new clients?

"An extraordinary book! It can take you and your business to a whole new level of success."

- Jack Canfield, author of Chicken Soup for the Soul

Follow up is critical to customer satisfaction and to business growth and here are a few ideas for you to consider.

Two areas you may wish to consider is that of using a tele-marketing company to do it for you. Less expensive than taking on extra staff and far more effective ... these people are trained.

Another very cost effective way to follow up is using a system which can run 24/7 without taking up anyone's time. Check these excellent ideas and if you need any advice (I am now using the ideas featured here) get back to me.

Entrepreneur.com - Blog Network - Networking Now.

‘Multi-Touch Marketing’ Helped Win The Presidential Election OK, the economy was clearly the big factor in this presidential election.  However, that aside, I am in awe of the “multi-touch marketing campaign” by President-elect Obama that helped steamroll the election.  

No matter what party you are with or which candidate you supported, you have to admire the technology strategy implemented by the Obama-Biden team.  It was, I believe, the first true 21st century presidential campaign. 

This “new millennium” approach to politics involved a mixed-media plan that began with an online video announcing Obama’s candidacy.  The campaign then used Facebook and YouTube extensively.  A social network for the Obama-Biden ticket was also utilized throughout the process.  Supporters created their own websites and linked back to the campaign website.  E-mails and text messaging were used extensively, and donations came in droves through this process. 

Technology flattens the communications hierarchy.  In this campaign, technology was implemented with such an effective multi-touch methodology that the results were amazing to behold.  The campaign used multiple points of influence to pull people through to the election.  It is a case study that we entrepreneurs can draw from to market and promote our own businesses.

Recommend you attend a Referrals Roundtable Workshop near you.

Dr Ivan Misner's sharing his philosophy on how BNI is changing the way the world does business.

Want to raise the standard of the Chapter One minutes in a fun way then get yourself a Silver Sausage Award.  

Originally inspired by the West Mendip (Wells) Chapter of BNI, the Silver Sausage Award goes each week to the most improved one minute, but in Deane Chapter (Taunton) the Silver Sausage has its own wardrobe.

The Silver Sausage has been commissioned by several chapters and if you would like an original for your chapter contact Angela Wittleton at Castle Welding by email angela@castlewelding.co.uk

If you are traveling on business and you want to meet the local business community immediately you cannot do better than arranging to visit a local BNI Chapter.

I recently put one of our members, who was traveling to Seattle on business, in touch with one of the main BNI groups in the City. He was blown away with the welcome and immediate access he got from 42 focused business people. I am sure they were also impressed with an elequant Brit. who knows how to deliver an impressive one minute.

The video, from another member from Dubai, Matt Davis, highlights the good sense in making International connections.

The Marlborough Core group pulled together to to boost interest and take big steps towards their launch.

35 people packed themselves in the Azuza Restaurant on Friday, 3rd October and we saw the power of inviting more than one person from a category.

Two solicitors sat next to each other, two photographers wondering who is going to snap up the place and three interior designers provides stylish contacts for Annie Nicholl our Landscape designer member.

How did they get so many people there ... working in two's, letter campaign, follow through phone calls (2) ... job done.

Message from Dr Ivan Misner, Founder of BNI.

It’s times like these that I think of situations I’ve been in where some crisis is brewing and one person in the mix stays calm and focused. That person keeps her “eye on the ball” and does what needs to be done – as it needs to be done.

As business owners, entrepreneurs, and sales professionals, if you want to be successful during these difficult times, you must be someone who stays focused on solutions and not get drawn into the quagmire of problems.

Recessions will come and go. Most people don’t know this, but statistically we have one every six years or so. This recession is a more serious one. I get that. I also believe that the people who look for opportunities when times are tough will not only survive--they will thrive. I’ve been in business long enough to have seen it over and over again.

Now, more than ever, a powerful personal network can carry you through difficult times. Business will go on. In times like this, people want to do business with people they trust more than ever. The relationships you have with the people in your network can make the difference in your business.

When times are difficult, BNI can be a positive place for people to meet, build relationships, create business opportunities, and stay focused on solutions, not problems!

Despite what I say in the video it is point 17.

We owe it our visitors that they should receive enough information and get their questions answered, in order to be able to make a decision about using the power of the application to lock out their competitors from the chapter.

The new visitor orientation is designed to do that before members clamber all over them at the post meeting 'scrum'.

It is said that you can't solve problems with the thinking that created those problems in the first place. As business people, we are facing new challenges and the worst thing we can do ... is nothing.

I am convinced that the answer lies within us, but finding it often needs inspiration, from somewhere. We always discover the answers ourselves, from the books we read and the people we meet.

So where are you finding inspiration from? The majority of people find it from TV (soaps, sitcoms etc.) or by reading newspapers which, in the world of TV and the internet, deliver opinion rather than news. And most of that opinion and what we see on TV is a negative dump on the senses.

When was the last time you read a book that suggested a new way to look at your business or your customers?

Who is inspiring you? How many people did you really get to know in the last month? I don't mean just meet, I mean really get to know during a one to one session. Where you put your ego and your 'stuff' to one side and you really focus on getting to know the other person.

Where was the last workshop or seminar you attended and what did you do differently as a result? How are you learning about and embracing new ideas and technologies in your industry, new ways of communicating with people, new ways of raising your credibility in the market place? How are you taking on new ideas and services that will make you a more valuable person to be around?

"What you will become will be determined by the books you read and the people you meet." John Maxwell

Scott Zimmerman takes less than two minutes to make this point. >>>

If you have not booked your place on the next Referral Strategy Workshop let me tell you why you should.

First of all you will be surrounded by people who will inspire you and get you excited about doing something new. You will get a chance to stand back and take an audit on your own referral strategy and appreciate what you are doing that's working and discover what is not. It will get clarity about the different steps you need to take to increase the number of referrals you generate this autumn.

Finally, I will show you how, with the click of a mouse, you can reach out and make new contacts, find new referral partners and win new business. If you are one of the 54% of business people on one or more of the social networking sites and don't know what you are doing, you need to attend this workshop. If you are not, you need to attend this workshop.

SPECIAL 'BOOK EARLY' PRICES for BNI Members. Book Now.

We are seeing an unprecedented interest in visitors attending BNI Chapters and they don't come more focused than at the Borders' Chapter in Wincanton. 20 visitors swelled chapter numbers and more to the point 3 applications were received on the day with a further 4 promised before next week's meeting.

The theme of the presentation by Paul Clegg Executive Director was how to grow your business in the middle of a recession. Newly arrived BNI Badges are now available and make an eye catching talking point that will help increase our visitor numbers in the autumn. Order your badge today and let your lapel invite visitors to your chapter. CLICK HERE for an insight into how to prepare for a successful visitor day.

In a convenience store on Northern Avenue in Phoenix, AZ, the manager had placed a couple of signs above his cash registers. His intention was to encourage his patrons to buy more ice during the hot desert summer. I lived across the street from this store and came to know him. Rick was working one day as I made a purchase. This time I paused and asked him how his ice sales were going. Perhaps you might think this a strange question. Alas, I am intrigued by words and their juxtapositions as well as the outcomes of behavior.

You see, the signs above the cash registers read: DON’T FORGET THE ICE.

I asked Rick how sales were going. His reply was less than favorable. I paused and asked if I could make a suggestion. I mean, after all, this was Phoenix—in the desert—in the middle of the summer. (110+ degrees in the shade)

“Rick, do you have a couple of pieces of paper and a magic marker?” I inquired. He gave me the items and I quickly made two new signs for him. The new signs were: REMEMBER THE ICE!!!

I left with a knowing smile and purposely stayed away for about three weeks. When I did go back to the store I spoke with Rick about his recent ice sales. “I have ordered three times as much in the last three weeks. Sales are great.”

I smiled and explained what I had done. “If I say to you: Don’t think of the color blue. What color are you thinking of?”

“Why blue of course” he replied.

“Of course.”

Now if I say “don’t forget the ice”, what will you forget?

"Hmmm...the ice."

"Right."

I met Bob Nicoll on Ecademy. He is an Assistant Director for BNI in Alaska and I found this story from his profile and website to be very relevant. We communicate for most part with the words we use in our interaction with other BNI members. The subconscious mind does not recognise the words no, not or don't and yet, influenced by the negative media we often use these words in describing how we feel. How are you ... "not bad" is a common one. Our one minute is always best when we are specific about what we want, rather than what we Do. Our choice of words is so important. Check out Bob's site at www.remembertheice.com

Listen And You Will Hear - Referrals!

Listen for the following phrases that people use every day during the course of normal conversation:

I need....
I want...
I feel...

At any point when someone starts a sentence with those phrases, the mindful networker has their radar up and is listening for what comes next so they can pass a referral.

If you can meet someone else's needs or wants or can help them with alleviating bad feelings, those people will remember you when they need something else. Becoming a hub for people to go to when they are in need of services or products will expand your own client/customer base.

Just as you know what to say when someone says “Where’s a good place to eat around here?”, you should know what to say when you hear:

“I need a vacation” – Travel Agent
“I want to fix up that spare bedroom” – Interior Designer
“I feel awful after gardening all weekend” – Chiropractor/Massage Therapist/Per! sonal Trainer – Whatever fits!

with thanks to Beth Anderson The Queen of Networking
TheNetworkingClub.com

and an appropriate quote from — Ernest Hemingway: American novelist, writer and journalist

"When people talk, listen completely. Most people never listen."

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Estimating actual visitor numbers against those who say yes is something we have a great deal of experience with. Page 7 highlights the need to listen carefully to the way people say yes, on the second call.

Remember, when you phone your YES list to remind them, you should simply be listening in order to record their level of seriousness
weak, tentative, replies sound like try, maybe, if I can, hope to (is a 1)
if the person sound certain (is a 3)
if the person sounds enthusiastic and certain (is a 5)
if the person is certain and you have arranged to pick him/her up (is a 5*)

Listen to Paul Clegg's brief audio overview of the way this is to be done, a full proof method of accurately calculating visitor numbers.

from an original article by Dr Ivan Misner

The number of referrals you should expect to receive is dependant on the type of business you're in and the effort you exert to develop your network. Some professions receive more referrals than others. For example, a florist is going to get many more than a real estate agent. However, the florist will have to sell a lot of flowers to make up for one real estate sale. Hence, the type of profession can somewhat determine a range in the quantity of referrals. Having said that, the actual number that someone in a specific profession can get varies dramatically depending on their efforts to develop those referrals and the relationships they have fostered.

This variation depends on how they "work" their networks. You remember the old computer adage "garbage in, garbage out"? It means that if you put bad information into the system, you're going to get bad information out of the system. Well, one's networking efforts fall into the same vain. The results you can expect to get out of your efforts will be based on the quality of people you put into it.

Dr Ivan Misner recently conducted an Internet survey of business professionals in which he asked, "What percentage of your business comes from word-of-mouth or referrals?" Even he was surprised by the results. More than two-thirds of the respondents said they received 70 percent or more of their business from word-of-mouth. Only 14 percent said that referrals accounted for less than 30 percent of their business, and only 2 percent said they got no business from word-of-mouth! Clearly, word-of-mouth and referrals are critical to the success of many businesses today.

The question is, how do you increase it?

Regional Members Day 2008

The Members Day 2008 is taking place on Friday 24th October at the London Heathrow Marriott Hotel and promises to be the biggest and best yet, with an estimated attendance of over four hundred members!!

Benefits of attending are

* Meet hundreds of other BNI members and potential clients
* Learn new business building ideas
* Grow your network for greater profit
* Learn from two internationally renowned keynote speakers Rob Brown & Frank De Raffele

Frank De Raffele - Frank is considered a Master Speaker and speaks to professionals throughout the United States, Canada and Europe. He has received the honour of being one of the top 40 speakers in Europe and has been speaking professionally since 1990. He is an Executive Director for BNI in New York and has been headline speaker at recent BNI Events, where he has wowed audiences with his dynamic, funny and content driven presentations.

Rob Brown - Rob is one of the world's leading experts in relationship and reputation marketing. He is a Fellow of the Professional Speaking Association, and author of over 50 relationship-building publications and resources. His work shows business people how to turn relationships into profits and his motivational presentation will help you mine the richest resource you have your relationship with others!

This event is the perfect opportunity to flex your networking muscles and to really make a difference to your bottom line. Apart from meeting new potential clients, and hearing International Speakers, BNI's most experienced Directors will be giving advice and 'nuggets' which, when implemented, could multiply your sales. There will also be trade stands and an 'opportunity' board.

Also, all delegates will receive a copy BNI's Networking Pocket Guide, written by Rob Brown

Cost: £49.99* plus VAT

DOWNLOAD your Early Bird Booking form and pay just £39.99* plus vat, if when booked before 19th Sept.
Download members-day-flyer2008.pdf

Sometimes, often new members who have not yet been to new member orientation, decide to hand out their marketing literature at a meeting. They put leaflets and brochures out on each place setting or give their one minute presentation and then ask for their ‘stuff’ to be passed around. Either of these actions damage those who do it and surprisingly, those who pick the items up and read them.

Some people who come to networking events are self centered and pushy. They just want to sell their stuff. Putting items out at place settings is seen as pushy. If you want to be seen as pushy do it, but don’t be surprised if a member of the leadership team asks you not to.

Also, those who stand up, speak, then pass round their stuff are seen as pushy. In other words, I am important, here is my stuff. They have no consideration for the next person who has to stand and wrestle with an audience distracted by someone else’s ‘stuff’.

But here is the worst part of this scenario ....

Imagine you have stood up to speak any time after the pushy member or visitor has handed their ‘stuff’ around and you then notice three or four members are not even listening to you ... they are reading the ‘stuff’ that he just been passed to them. How do you feel about those members? Do they do look interested in what you have to say? In fact, for the moment, they are clearly not. Do they go up in your estimation or do they slip a tad. So, distracted by stuff being passed around, we damage our relationship with subsequent speakers as they notice we are not even listening.

Think it doesn’t happen? Think it is not important? Try talking to someone one who is busy checking their text messages while you are speaking to them. Damn well rude if you ask me.

Building Relationships: Men Are From Mars, Women Are From Venus

There has never been a more important time to build relationships in business. From keeping in touch with existing customers to winning new ones. But how good are you at understanding and relating to the opposite sex?

John Gray speaks to members on the ilearning global conference call, one of the weekly live calls sharing knowledge, wisdom and the ilearning global opportunity to share life long learning.

John Gray is the best selling author of Men Are From Mars, Women Are From Venus and if you have ever wondered the sexes are wired differently, listen in.

To learn more about the BNI announcement regarding the strategic alliance with ILearning Global and Dr Ivan Misner's announcement go to www.bni-ilearning.com

Life Long Learning: we don't know what we don't know

Learning to Learn

View SlideShare presentation or Upload your own. (tags: learning personal)

The 29% Solution

In many ways, success at networking is the uncommon application of common knowledge. Most people understand that networking is important to their success - they just lack a step-by-step process to get the results they want.

Almost no one really implements a comprehensive methodology that will build a business through networking. Thus, the need to network is "common knowledge," and the development of the methodology required to be successful at it is the "uncommon application."

By reading this book, you will experience the true essence and meaning of networking. The 29% Solution gives you the answers to two conflicting questions that a business owner or salesperson faces every day:

How can I tend to my existing clients while at the same time network for new business? and, Should I place higher value on my current clients or on new clients?

"An extraordinary book! It can take you and your business to a whole new level of success."

- Jack Canfield, author of Chicken Soup for the Soul

the money is in the follow up

Follow up is critical to customer satisfaction and to business growth and here are a few ideas for you to consider.

Two areas you may wish to consider is that of using a tele-marketing company to do it for you. Less expensive than taking on extra staff and far more effective ... these people are trained.

Another very cost effective way to follow up is using a system which can run 24/7 without taking up anyone's time. Check these excellent ideas and if you need any advice (I am now using the ideas featured here) get back to me.

Multi-Touch Marketing’ Helped Win The Presidential Election OK

Entrepreneur.com - Blog Network - Networking Now.

‘Multi-Touch Marketing’ Helped Win The Presidential Election OK, the economy was clearly the big factor in this presidential election.  However, that aside, I am in awe of the “multi-touch marketing campaign” by President-elect Obama that helped steamroll the election.  

No matter what party you are with or which candidate you supported, you have to admire the technology strategy implemented by the Obama-Biden team.  It was, I believe, the first true 21st century presidential campaign. 

This “new millennium” approach to politics involved a mixed-media plan that began with an online video announcing Obama’s candidacy.  The campaign then used Facebook and YouTube extensively.  A social network for the Obama-Biden ticket was also utilized throughout the process.  Supporters created their own websites and linked back to the campaign website.  E-mails and text messaging were used extensively, and donations came in droves through this process. 

Technology flattens the communications hierarchy.  In this campaign, technology was implemented with such an effective multi-touch methodology that the results were amazing to behold.  The campaign used multiple points of influence to pull people through to the election.  It is a case study that we entrepreneurs can draw from to market and promote our own businesses.

Recommend you attend a Referrals Roundtable Workshop near you.

Dr Ivan Misner's sharing his philosophy on how BNI is changing the way the world does business.

Inspirational One Minutes

Want to raise the standard of the Chapter One minutes in a fun way then get yourself a Silver Sausage Award.  

Originally inspired by the West Mendip (Wells) Chapter of BNI, the Silver Sausage Award goes each week to the most improved one minute, but in Deane Chapter (Taunton) the Silver Sausage has its own wardrobe.

The Silver Sausage has been commissioned by several chapters and if you would like an original for your chapter contact Angela Wittleton at Castle Welding by email angela@castlewelding.co.uk

Traveling abroad on Business?

If you are traveling on business and you want to meet the local business community immediately you cannot do better than arranging to visit a local BNI Chapter.

I recently put one of our members, who was traveling to Seattle on business, in touch with one of the main BNI groups in the City. He was blown away with the welcome and immediate access he got from 42 focused business people. I am sure they were also impressed with an elequant Brit. who knows how to deliver an impressive one minute.

The video, from another member from Dubai, Matt Davis, highlights the good sense in making International connections.

New Marlborough chapter grows in confidence

The Marlborough Core group pulled together to to boost interest and take big steps towards their launch.

35 people packed themselves in the Azuza Restaurant on Friday, 3rd October and we saw the power of inviting more than one person from a category.

Two solicitors sat next to each other, two photographers wondering who is going to snap up the place and three interior designers provides stylish contacts for Annie Nicholl our Landscape designer member.

How did they get so many people there ... working in two's, letter campaign, follow through phone calls (2) ... job done.

How to Thrive in a Recession

Message from Dr Ivan Misner, Founder of BNI.

It’s times like these that I think of situations I’ve been in where some crisis is brewing and one person in the mix stays calm and focused. That person keeps her “eye on the ball” and does what needs to be done – as it needs to be done.

As business owners, entrepreneurs, and sales professionals, if you want to be successful during these difficult times, you must be someone who stays focused on solutions and not get drawn into the quagmire of problems.

Recessions will come and go. Most people don’t know this, but statistically we have one every six years or so. This recession is a more serious one. I get that. I also believe that the people who look for opportunities when times are tough will not only survive--they will thrive. I’ve been in business long enough to have seen it over and over again.

Now, more than ever, a powerful personal network can carry you through difficult times. Business will go on. In times like this, people want to do business with people they trust more than ever. The relationships you have with the people in your network can make the difference in your business.

When times are difficult, BNI can be a positive place for people to meet, build relationships, create business opportunities, and stay focused on solutions, not problems!

New Item 17 on BNI Agenda

Despite what I say in the video it is point 17.

We owe it our visitors that they should receive enough information and get their questions answered, in order to be able to make a decision about using the power of the application to lock out their competitors from the chapter.

The new visitor orientation is designed to do that before members clamber all over them at the post meeting 'scrum'.

Read Any Good Books Lately?

It is said that you can't solve problems with the thinking that created those problems in the first place. As business people, we are facing new challenges and the worst thing we can do ... is nothing.

I am convinced that the answer lies within us, but finding it often needs inspiration, from somewhere. We always discover the answers ourselves, from the books we read and the people we meet.

So where are you finding inspiration from? The majority of people find it from TV (soaps, sitcoms etc.) or by reading newspapers which, in the world of TV and the internet, deliver opinion rather than news. And most of that opinion and what we see on TV is a negative dump on the senses.

When was the last time you read a book that suggested a new way to look at your business or your customers?

Who is inspiring you? How many people did you really get to know in the last month? I don't mean just meet, I mean really get to know during a one to one session. Where you put your ego and your 'stuff' to one side and you really focus on getting to know the other person.

Where was the last workshop or seminar you attended and what did you do differently as a result? How are you learning about and embracing new ideas and technologies in your industry, new ways of communicating with people, new ways of raising your credibility in the market place? How are you taking on new ideas and services that will make you a more valuable person to be around?

"What you will become will be determined by the books you read and the people you meet." John Maxwell

Scott Zimmerman takes less than two minutes to make this point. >>>

If you have not booked your place on the next Referral Strategy Workshop let me tell you why you should.

First of all you will be surrounded by people who will inspire you and get you excited about doing something new. You will get a chance to stand back and take an audit on your own referral strategy and appreciate what you are doing that's working and discover what is not. It will get clarity about the different steps you need to take to increase the number of referrals you generate this autumn.

Finally, I will show you how, with the click of a mouse, you can reach out and make new contacts, find new referral partners and win new business. If you are one of the 54% of business people on one or more of the social networking sites and don't know what you are doing, you need to attend this workshop. If you are not, you need to attend this workshop.

SPECIAL 'BOOK EARLY' PRICES for BNI Members. Book Now.

Successful Visitor Day in Wincanton

We are seeing an unprecedented interest in visitors attending BNI Chapters and they don't come more focused than at the Borders' Chapter in Wincanton. 20 visitors swelled chapter numbers and more to the point 3 applications were received on the day with a further 4 promised before next week's meeting.

The theme of the presentation by Paul Clegg Executive Director was how to grow your business in the middle of a recession. Newly arrived BNI Badges are now available and make an eye catching talking point that will help increase our visitor numbers in the autumn. Order your badge today and let your lapel invite visitors to your chapter. CLICK HERE for an insight into how to prepare for a successful visitor day.

Remember the Ice

In a convenience store on Northern Avenue in Phoenix, AZ, the manager had placed a couple of signs above his cash registers. His intention was to encourage his patrons to buy more ice during the hot desert summer. I lived across the street from this store and came to know him. Rick was working one day as I made a purchase. This time I paused and asked him how his ice sales were going. Perhaps you might think this a strange question. Alas, I am intrigued by words and their juxtapositions as well as the outcomes of behavior.

You see, the signs above the cash registers read: DON’T FORGET THE ICE.

I asked Rick how sales were going. His reply was less than favorable. I paused and asked if I could make a suggestion. I mean, after all, this was Phoenix—in the desert—in the middle of the summer. (110+ degrees in the shade)

“Rick, do you have a couple of pieces of paper and a magic marker?” I inquired. He gave me the items and I quickly made two new signs for him. The new signs were: REMEMBER THE ICE!!!

I left with a knowing smile and purposely stayed away for about three weeks. When I did go back to the store I spoke with Rick about his recent ice sales. “I have ordered three times as much in the last three weeks. Sales are great.”

I smiled and explained what I had done. “If I say to you: Don’t think of the color blue. What color are you thinking of?”

“Why blue of course” he replied.

“Of course.”

Now if I say “don’t forget the ice”, what will you forget?

"Hmmm...the ice."

"Right."

I met Bob Nicoll on Ecademy. He is an Assistant Director for BNI in Alaska and I found this story from his profile and website to be very relevant. We communicate for most part with the words we use in our interaction with other BNI members. The subconscious mind does not recognise the words no, not or don't and yet, influenced by the negative media we often use these words in describing how we feel. How are you ... "not bad" is a common one. Our one minute is always best when we are specific about what we want, rather than what we Do. Our choice of words is so important. Check out Bob's site at www.remembertheice.com

You will hear referrals if you listen

Listen And You Will Hear - Referrals!

Listen for the following phrases that people use every day during the course of normal conversation:

I need....
I want...
I feel...

At any point when someone starts a sentence with those phrases, the mindful networker has their radar up and is listening for what comes next so they can pass a referral.

If you can meet someone else's needs or wants or can help them with alleviating bad feelings, those people will remember you when they need something else. Becoming a hub for people to go to when they are in need of services or products will expand your own client/customer base.

Just as you know what to say when someone says “Where’s a good place to eat around here?”, you should know what to say when you hear:

“I need a vacation” – Travel Agent
“I want to fix up that spare bedroom” – Interior Designer
“I feel awful after gardening all weekend” – Chiropractor/Massage Therapist/Per! sonal Trainer – Whatever fits!

with thanks to Beth Anderson The Queen of Networking
TheNetworkingClub.com

and an appropriate quote from — Ernest Hemingway: American novelist, writer and journalist

"When people talk, listen completely. Most people never listen."

Inviting Visitors Grows Your Business

Discover Simple, Private Sharing at Drop.io

nb. When viewing online it is recommended that you click the full screen button (top right) and then use the + and - buttons to adjust to your computer screen

Estimating actual visitor numbers against those who say yes is something we have a great deal of experience with. Page 7 highlights the need to listen carefully to the way people say yes, on the second call.

Remember, when you phone your YES list to remind them, you should simply be listening in order to record their level of seriousness
weak, tentative, replies sound like try, maybe, if I can, hope to (is a 1)
if the person sound certain (is a 3)
if the person sounds enthusiastic and certain (is a 5)
if the person is certain and you have arranged to pick him/her up (is a 5*)

Listen to Paul Clegg's brief audio overview of the way this is to be done, a full proof method of accurately calculating visitor numbers.

How Many Referrals Should I Expect from Networking?

from an original article by Dr Ivan Misner

The number of referrals you should expect to receive is dependant on the type of business you're in and the effort you exert to develop your network. Some professions receive more referrals than others. For example, a florist is going to get many more than a real estate agent. However, the florist will have to sell a lot of flowers to make up for one real estate sale. Hence, the type of profession can somewhat determine a range in the quantity of referrals. Having said that, the actual number that someone in a specific profession can get varies dramatically depending on their efforts to develop those referrals and the relationships they have fostered.

This variation depends on how they "work" their networks. You remember the old computer adage "garbage in, garbage out"? It means that if you put bad information into the system, you're going to get bad information out of the system. Well, one's networking efforts fall into the same vain. The results you can expect to get out of your efforts will be based on the quality of people you put into it.

Dr Ivan Misner recently conducted an Internet survey of business professionals in which he asked, "What percentage of your business comes from word-of-mouth or referrals?" Even he was surprised by the results. More than two-thirds of the respondents said they received 70 percent or more of their business from word-of-mouth. Only 14 percent said that referrals accounted for less than 30 percent of their business, and only 2 percent said they got no business from word-of-mouth! Clearly, word-of-mouth and referrals are critical to the success of many businesses today.

The question is, how do you increase it?

BNI Regional Event

Regional Members Day 2008

The Members Day 2008 is taking place on Friday 24th October at the London Heathrow Marriott Hotel and promises to be the biggest and best yet, with an estimated attendance of over four hundred members!!

Benefits of attending are

* Meet hundreds of other BNI members and potential clients
* Learn new business building ideas
* Grow your network for greater profit
* Learn from two internationally renowned keynote speakers Rob Brown & Frank De Raffele

Frank De Raffele - Frank is considered a Master Speaker and speaks to professionals throughout the United States, Canada and Europe. He has received the honour of being one of the top 40 speakers in Europe and has been speaking professionally since 1990. He is an Executive Director for BNI in New York and has been headline speaker at recent BNI Events, where he has wowed audiences with his dynamic, funny and content driven presentations.

Rob Brown - Rob is one of the world's leading experts in relationship and reputation marketing. He is a Fellow of the Professional Speaking Association, and author of over 50 relationship-building publications and resources. His work shows business people how to turn relationships into profits and his motivational presentation will help you mine the richest resource you have your relationship with others!

This event is the perfect opportunity to flex your networking muscles and to really make a difference to your bottom line. Apart from meeting new potential clients, and hearing International Speakers, BNI's most experienced Directors will be giving advice and 'nuggets' which, when implemented, could multiply your sales. There will also be trade stands and an 'opportunity' board.

Also, all delegates will receive a copy BNI's Networking Pocket Guide, written by Rob Brown

Cost: £49.99* plus VAT

DOWNLOAD your Early Bird Booking form and pay just £39.99* plus vat, if when booked before 19th Sept.
Download members-day-flyer2008.pdf

Passing Out Promotional Material at Meetings

Sometimes, often new members who have not yet been to new member orientation, decide to hand out their marketing literature at a meeting. They put leaflets and brochures out on each place setting or give their one minute presentation and then ask for their ‘stuff’ to be passed around. Either of these actions damage those who do it and surprisingly, those who pick the items up and read them.

Some people who come to networking events are self centered and pushy. They just want to sell their stuff. Putting items out at place settings is seen as pushy. If you want to be seen as pushy do it, but don’t be surprised if a member of the leadership team asks you not to.

Also, those who stand up, speak, then pass round their stuff are seen as pushy. In other words, I am important, here is my stuff. They have no consideration for the next person who has to stand and wrestle with an audience distracted by someone else’s ‘stuff’.

But here is the worst part of this scenario ....

Imagine you have stood up to speak any time after the pushy member or visitor has handed their ‘stuff’ around and you then notice three or four members are not even listening to you ... they are reading the ‘stuff’ that he just been passed to them. How do you feel about those members? Do they do look interested in what you have to say? In fact, for the moment, they are clearly not. Do they go up in your estimation or do they slip a tad. So, distracted by stuff being passed around, we damage our relationship with subsequent speakers as they notice we are not even listening.

Think it doesn’t happen? Think it is not important? Try talking to someone one who is busy checking their text messages while you are speaking to them. Damn well rude if you ask me.