BNI Getting from Good to Brilliant

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.

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.

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.

10 Rules for Successful Networking

Rules and Regulations for Successful Networking By Michael Goldberg from an original article in Successnet

I recently read the Pool Rules and Regulations for a golf and country club. You may not belong to one (I don't), but you can imagine how strict the rules are. At the gate, you have to show a picture ID, have your bags checked (no food or alcohol), sign a rules and regulations agreement, get dusted for prints—the usual. It's a safety and liability issue, so they cover their bases. But you can have comfort that the rules are strictly enforced by the lifeguard on duty. At least everyone splashing around you knows what they should and shouldn't be doing.

When networking at a business meeting or event, wouldn't it be great if everyone "splashing" around you knew what they should and shouldn't be doing? Can you imagine if everyone that attended association events, networking groups, chamber mixers, conferences, and cocktail parties had to read, understand, and sign off on the Networking Rules and Regulations?

We'd do a ton more business and be much better "swimmers." In fact, more of us would just jump right in! Without knowing the rules, it's no wonder so many sales folks, business owners, and job searchers are fearful and uncomfortable when it comes to wading in, even in the shallow end.

Below are some networking Rules and Regulations that might make the list. Swim at your own risk.

2 Factors That Will Determine the Referrals You Get

Some great tips from my good friend, Andy Bounds. Click once on the centre of the video screen to play.

Andy illustrates the 2 keys factors that make the difference between you getting the referrals you want and hardly any at all. You really can't leave your referrals to chance.

The Jelly Effect is highly recommended reading for those serious about their referrals. CLICK HERE to find out more.

Four tips to get introverts networking successfully

Shy people, says Graham Southwell, often make better networkers than so called “people persons”

Shyness or ‘discomfort’ around other people need not be an obstacle when it comes to networking because, despite perceptions to the contrary, introverted people often have better networking skills than so-called ‘people persons’ – whether they’re in the job market, self-employed or business owners who need to drum up more business.

And networking is more popular in New Zealand than in most other countries. BNI New Zealand has the highest market penetration of networkers out of 37 countries (totalling more than 95,000 members worldwide) – demonstrating that networking is an important business skill in New Zealand. The average number of members per BNI chapter worldwide is 20 business people, in New Zealand it is 22 business people. The country has also twice won the international award for the highest chapter average.

It really isn’t a case of what you know, and very much one of who you know and how well you know them. Succeeding professionally now depends on how well you connect with other people.

Introverts are good listeners

The good news is that introverts already possess the most valuable networking skill; they’re good listeners and they tend to ask questions later – that’s the most important quality when it comes to building long term, profitable relationships.

Networking Faux Pas

3 Classic Errors from people who confuse sales with networking.

read more | digg story

Want to Increase Your Visibility on the Region?

One way to take your referrals from good to brilliant is to consider joining the BNI Regional team. Here Mike Holman (ED in Merseyside) talks to me at the European Conference in Southampton about the value of becoming an Assistant Director. Presently, BNI is looking to increase support for chapters as well as to satisfy the demand amongst the business community for chapters in areas not covered.

BNI Assistant Directors normally have a minimum of six months BNI experience, ideally twelve and have good credibility in the business community. CLICK on the PLAY BUTTON to hear Mike's comments.

Andy Bounds Wins That Pitch

Exactly what is your closing ratio? How much extra business would it be worth for you to close 25% more presentations? Andy Bounds will show you how to do that and more.

Click on the Win That Pitch banner and find out more.