Now there is nothing terribly wrong with this method except when you ask members about their referrals, they don’t seem to be extremely happy with the amount they receive. The reason is being too general in what they ask for. Here are 2 different examples, one being a shot gun and the second being a sniper;

1. A photographer stands up during their Sales Manager’s Moment and states “a good referral for me is anyone that needs their picture took.”
2. The same photographer stands up and states “a good referral for me is someone you know that has just gotten engaged or found out they are pregnant.”

Now which one makes you think? The second one does! When the first one is done it does not make you think of anything in general. When the second one is done, you are going through you mind and trying to think of someone that might fit the description.

Another, more effective, way is by asking for a personal introduction to someone specific. A good example would be a computer tech stands and states “I would like a personal introduction to John Doe at ABC Company.” Now there are times when no one in your group will know this person, but maybe they know someone else in that same company. Or maybe they know someone in a competitive company that does the same thing. You never know who someone knows until you ask for someone specific.

I can’t tell you how many times I have told someone to be specific about what they want and who they want to meet, and when the referral time came around, someone said they are best friends with that person, or an old fraternity brother with them, or something just like that. This is from people that you might have known for some time but the name had never come up in conversation.

The point is by being a “Shotgun” you really don’t make anyone think. By being a “Sniper” you will at least get members thinking about what you want.

Who knows, you might just get what you ask for.

BE SPECIFIC, BE TERRIFIC!

The second night we were anchored off Hope Island, very strong winds came up. Our captain started the engines and backed the ship up, letting out more length of chain to the anchor. Curious (and I must admit, a bit concerned), I asked him how it was possible for such a small anchor to hold the ship in place with the winds blowing against it so strongly.

“It is the chain that is holding the ship, not the anchor,” he informed me. After the anchor is lowered, the captain looks to the first mate who signals from the prow which direction the chain is laying on the bottom of the sea. The captain can then maneuver into the right position and let out the necessary amount of chain to hold the ship in the particular conditions at that time.

This particular night, with the winds growing stronger, he recognized that he needed to let out more chain.

Well, I began to see how this dynamic was relevant to networking. An anchor in any good networking program is the system, the process of doing business through relationships. But it’s not the system or the process that has the strength at all! It is the length of the chain holding the networking program in place! 

As you take a look at the networking groups you may be participating in, think about the links or relationships, you have formed with the individual members. How many links does your chain have? Do you have strong relationships with many of the other members of the group, or are you closely linked with some, but disconnected and detached from others for whatever reason?

So how do you go about letting out more chain during times when the economic winds have strengthened against our businesses? I submit that it’s time to get serious about developing stronger relationships with each and every member of the networking groups you participate in, even with the people you don’t think have the contacts you might want or perhaps are in a business that is not exactly symbiotic with yours. 

Have you done one-to-ones with those people as well? Spending the time to do one-to-ones with each and every active member of your network helps you develop a longer and stronger chain. Each person in your network is one of the links that lengthens that chain. 

The wisdom of laying down a longer chain to strengthen the ability of the anchor to hold strong is critical for the success of your personal network.

Another aspect of this anchoring process is watching the first mate. Look for networking organizations that have leaders who are qualified to signal the direction the chain is lying as the dynamic in your group changes. Watch for guidance in what adjustments to make to ensure that your network is pointed in the right direction. At one point in our anchoring process while at sea, the first mate literally dove into the water to loosen the chain where it had become hooked on a coral formation. You need qualified people in your personal network who are willing to dive in to help lead a network in the right direction. 

So starting this week, try making your main focus to develop your “relationship  chain” within your personal network.  I guarantee it will be what anchors your business and your networking efforts for longevity, despite economic fluctuations. The old adage that a chain is as strong as its weakest link is true for a ship as well as a network.

If you do not know where the Trussville Civic Center is please contact us through the form on the site, or click here for a map

A huge milestone was reached in the Trussville Chapter of BNI. We are now at 30 members and applications are still being processed.

New members include:

Terry Trott, Total Merchant Services, sets up credit card processing for businesses.
Donna Lowery, McGowin-King, is our new mortgage consultant.
Alan Duke represents a group and individual health insurance provider.
James Lovell, Steel City Stone, fabricates and installs natural stone products.

Great things come out of a business networking group of 30. The one that stands out the most is the 33% increase in business referrals.

Our goal is 40 members. Don’t you think it’s time to visit our group and see how referral networking can help grow your business?

Our Personal Services Power Team has been busy planning special events for business networking.

April 10, 2009 will feature all things to do with cosmetics and skin care. Mary Kay, Arbonne, Avon, and Independent Sales reps. Specialty beauty care products such as soaps are also welcome to visit.

Reserve you seat today. 27 seats have been filled. This will be a great day to get your product or service in front of other businesses involved in cosmetics and skin care.

Time to introduce readers to our newest members. Members are actually investors in our group. They invest time and effort into business networking and receive great benefits (new business) in return.

1.  Build quality relationships. Take time beyond normal business interactions to deepen your relationships with referral sources.  Invite them to social functions, learn their hobbies and interests, and help them pursue their personal goals.

2.  Network in new places. Other than your strong–and casual–contact groups, look for new areas to find partners with common interests, such as charitable organizations and professional support groups.  Don’t prospect right away; let the relationships mature.

3.  Focus on others. Rather than having a “What’s in it for me?” mind-set, ask yourself, What can I do for this person?  Continually look for ways to bring business and benefits to others in any group you’re a part of.  Make yourself known as the person who always has something for others.  This is a powerful way to both deepen and broaden your network.

If your network is a mile wide and an inch deep, it will not hold up in the winds of today’s economy.  Go deep in building relationships and you’ll do well in these challenging times.

Begin with a large membership of trusted business leaders who eagerly recommend other members products or services to their clients. This will be the “Givers“.

Add an organized weekly meeting of “Givers” sharing their requests for new customers and building business relationships. The “Givers” will then pass out new business referrals. This will be the “Gain“.

The resulting product will be the easiest method for obtaining new business opportunities and all members enjoy a huge portion of “Givers Gain“.

I extend to you an invitation to a Business Networking Event with a difference! Be a part of the Trussville Chapter of BNI Visitor’s Day.

 Date:  Friday, January 30, 2009 

Time:  7:00 am – 9:00 a.m.

Place:  St. Vincent’s East, 50 Medical Center Dr, Birmingham, AL 35235 – Main Entrance – 2nd Floor – Conference area adjacent to cafeteria.

Consider having exclusive access to being referred by our many members because filling the open category will lock out your competition.  So, now is the time to visit the BNI Trussville Chapter!

I personally want to introduce you to my colleagues who have already given me more business! The informational meeting will enable you to accurately assess this opportunity of establishing a steady source of referral business and to learn a little more about BNI and why it is so successful it helping businesses grow their client base.

The meeting is free to visit. Please call George Barnett, Chapter Vice-President, 205-856-1720, if you have any questions.  Remember to bring at least 200 business cards to pass around, as you will meet many local business professionals!  

Please feel free to bring others with you who may also be interested in finding out how to generate more business through “word-of-mouth” referrals.  This is a really exciting opportunity for any individual or organization to increase their business!

RSVP – Please RSVP by Tuesday morning to ensure available space.

To make your reservations and directions, you can email me bnitrussville@yahoo.com or call me at (205) 856-1720.

This event is open to all businesses in Jefferson County and surrounding areas including Birmingham, Pinson, Clay, Gardendale, Tarrant City, Irondale, Leeds, Moody, Springville, and others.