As BNI members we all know that doing 1-to-1′s is very important yet some members do what a friend of mine calls a “High Five” 1-to-1, you know the ones that happen when you run into another member by accident and call it a 1-to-1. Those are the one’s that are not planned and typically don’t accomplish much. We sit down and talk about everything besides business and then call it a 1-to-1 at their next meeting. Although we normally eat lunch, this is a huge waste of valuable time. You just don’t produce any ‘forward motion’ in your word-of-mouth advertising plan. That IS a waste of time.

The most effective way is to use a GAINS report. Now the GAINS report, if used properly, will bring out things that both of you may have in common. It will list information about the networks you are connected to and the customers you may have. This is the information that normally would never come out in a ‘High Five’ meeting or a casual conversation, you have to plan it to make it work.

To use this tool properly you need to;

• Sit down and fill the GAINS report out completely. This takes a little time but it is well worth it. Then make sure you either email it to the member you are meeting with or bring a printed copy with you. Take time to look each others over and you will find many things to talk about that is going to be business related.
• Pick out someone that you have not had a 1-to-1 with recently (or at all) and schedule a meeting with them. Don’t sit and wait for them to come to you because they may not. Remember, they could become a great referral source if you just get to know them.
• Schedule a time. Don’t do this from the hip, set a time and place and prepare for it. I normally try to do this at each meeting since the members are there.
• Set some goals. I try to find out who I know that can be a great referral source for them. Then I plan on getting them an introduction, whether on the phone, email, or in person, the goal is to get them connected.

Silly question right? You wouldn’t be here if you were not being paid at your job correct?

We have certain things we have to do to KEEP our jobs. These are the things, in many cases, that create income for us also and go beyond JUST showing up to work. Some of us have to go out and sell, follow-up on sales leads, have meetings with clients or potential clients, etc. Bottom line we all have to put effort into our careers to earn the pay we make.

If I told you that you would get paid an additional $20,000+ this year for you to do certain things (that are legal) that would benefit you and your career, would you do them? Sure you would! Certain things like preparing for a weekly sales meeting and having lunch with contacts weekly to help build your client base. How about sharing your business experience with other business people to help them get through issues you have dealt with in the past.

A lot of BNI members treat their chapter as a club, somewhere to meet with their friends and get away from work for a couple of hours, and other JUST show up to get referrals, and not much more. Then there are those members that treat it like a job, putting the effort in it that is required to keep their job. Those that put the effort into it find that BNI works for them. They are the ones that spend time doing 1to1’s and preparing for the weekly meeting. They build relationships with the others in the group knowing the value of someone talking about their business to others. They share with others in their chapter who their target client is and who they are trying to get in front of. They offer their ability to be leaders in the chapter since they understand that a stronger chapter means more referrals for them. They also understand that being involved in their BNI chapter is marketing their business and not taking away from them doing their work.

Now, I want you to think about your BNI chapter, are you doing enough to keep your job?

I get asked quite a lot about whether going to chamber meetings are recommended or even worth it. Sometimes they seem to not be but you have to remember that networking is all about contacts and not about selling something. Ivan Miser, the founder of BNI, says that the very best networkers are in 3 different types of networks. The first needs to be a ‘strong contact’ network group, which BNI is one. The second is a chamber, not just a paying member but actually an active member. Large chambers can have ambassador programs and smaller ones may have leadership positions available. The main thing is to be active and seen. The third group is some type of professional or womens organization. These are typically full of people in the same type business but you never know who can help you.

The most important thing is to get out and meet people on a regular basis. You never know who someone knows, and when was the last time you met someone new and it hurt your business?

If you are interested in visiting with us please use the form on the right and contact us so we can expect you. Remember there is only 1 per category in a BNI chapter and those are filling quickly. If you come and visit remember to bring plenty of business cards, everyone will want one!

See you Friday!

1 – You have to pass a referral every week

This is often quoted to me but in reality the truth is quite the opposite. Members of BNI work to a common philosophy of givers gain, if I give you business you will want to give me business in return. In effect this is not a direct cause and effect but what goes around does come around. Each week members are looking to pass genuine opportunities to do business where the person with the requirement is expecting a call. Members do not appreciate referrals that do not meet that criteria, it is not a numbers game.

BNI member are expect to make a contribution each week, because we don’t want to be part of a group where others are not contributing. A contribution could be a referral, but could also be bringing a visitor, or giving a testimonial. In addition BNI looks for business people that want to help other and the group as a whole.

2 – Only business start-ups join BNI

The facts show otherwise. 55% of BNI members have been in business more than 5 years 24% more than 2 years (less than 5) and only 10% are less than one year. BNI is for all businesses.

3 – BNI does not work

Members of BNI gave 659,066 referrals last year. Your share in this is guaranteed provided you embrace the system that is followed by BNI members worldwide. The BNI system has been developed over 25 years in 64 countries and is designed and proven to maximise the amount of business passed in the groups.

4 – You have to attend every meeting

BNI ask its members to make 3 commitments one is to be present at every meeting or to send a substitute. This policy ensures that your business is represented each week and this is one of the elements that makes the system work.

The key think in dispelling this myth is the substitute program which means you can send almost anybody in your place, this gives them the opportunity to represent their business as well as yours.

BNI members get organised in either attending or in send in a substitute, this approach maximises the business that is passed. Ultimately life happens and things happen at short notice meaning you miss a meeting with no sub, we understand that.

5 – BNI is just about getting more business for you

As well as getting business BNI has a comprehensive education program. As an example 86% of members agree that BNI has helped them with public speaking. BNI is not ashamed about the fact that we are all there to get more business, but we do it by giving first before we expect to receive and by building credibility.

6 – BNI is expensive

Cost is totally relative to everybody but some people believe that BNI is expensive. In our recent survey 81% of BNI members said that the organisation is value for money and 92% said that they would recommend BNI to family and friends. Asking people who have paid the BNI fees if BNI represents good value seems to me to be the best gauge of the value BNI delivers.

7 – BNI is a fashion and will not be around soon

BNI is 25 years old this year it is still growing and is the largest and most successful referral organisation in the world today.

8 – BNI groups are desperate for members

BNI members understand that being a member of BNI is a privilege and we realise that BNI is not right for everybody. If you want to join a group then you will go through an application process to see if the fit is right for both parties. BNI groups want to grow to 40+ members and we look constantly for likeminded local businesses to put in an application to join a local group.

9 – You have to join to get anything from BNI

BNI welcomes visitors at all meetings and we also run open networking meetings where non-members are welcome.

10 – You only meet the same group of people each week.

BNI members can visit other BNI groups, we also hold local, regional, national and International members days. The people in the room are constantly inviting others to the group and of course they are meeting more and more people each week. BNI members understand that they are not selling to those in the room but to who they know.

Here is a guest post from a Director Consultant of BNI in the United Kingdom, Julian Lewis of IT and telephony company Positive Computing was asked to write the piece by Nigel Morgan of public relations and social media consultancy Morgan PR. You can read the original article here.

The Trussville BNI chapter had an awesome visitors day last week. We had over 80 businesses attending and many new contacts were made. Above is a picture of our members as of last Friday, maybe you could be in this picture next time, come visit with us and find out how.