Great words: pitchers and catchers report. Spring is here
October 26, 2010
Heading to Grand Island, NE this morning (it’s early) to work with a new area. Tri-city BNI is off and running. Do you know someone in the area?
Thank You for the Business!
October 21, 2010It’s really nice to be able to say “Thank You!” to a referral source when business is done. And it’s really nice to be thanked when a referral is given. In BNI, we not only thank members in the traditional ways, but also by completing the “Thank You For Closed Business “slip.
Tracking the value of referrals is an important component of BNI. As a courtesy to your Vice President, who is responsible for chapter performance tracking, please complete the form fully and accurately. Also known as the “show me the money” form, when completed and turned in, they are also meant to maintain confidentiality when desired.
Thank You to: The member who passed the referral that led to business being done is the one being thanked. Therefore, the member completing the slip does not need to include their own name.
For a referral in the amount of $: The point is to track the value of the referral in terms of “dollars in pocket” to the member. There are 3 primary ways to determine the dollar amount for the referral: 1) Commission amount , such as Realtors and other commissioned sales, 2) Work that is billed hourly may be tracked as the total contract amount, or 3) “W2 employees” not compensated directly through referrals should indicate the profit amount to their organization. It’s not rocket science and does not have to be perfect, but in all cases, it should reflect, as closely as possible, the dollars-in-pocket amount.
Mark if New or Repeat business and Tier I or II
Comments: are optional
Name of Chapter & Today’s Date
Confidentiality: When placing in the “hat” you may not say anything if you prefer to be confidential – or your chapter may place a separate box near the sign-in sheet for these slips. However, if you & the other member are comfortable, feel free to thank your fellow member during the “I Haves” portion of the meeting.
Treat BNI As Your Best Client…
October 21, 2010…and it will become your best client.
When you first joined BNI, do you remember which elements impressed you most? Most often people cite the structure and accountability (along with friendliness and Givers Gain philosophy). Over the course of time, the weekly meeting becomes routine, chapter members become familiar and often friends, and business is growing through referrals. It’s easy to get comfortable. After all, “these are my friends!”
BNI is much more than a friendly relationship. When you treat BNI as your best client or referral source, it becomes your best client or referral source. Would you ever show up to a client or prospect meeting late? Or leave early? Not likely. Show up unprepared? Probably not.
Professional participation during the entire meeting –not just during Manager Moments and “I Haves”– builds credibility among members.
The first 15 minutes of every BNI meeting is planned for Open Networking; the perfect time to follow-up on referrals passed, schedule 1to1′s, meet visitors and introduce them to prospective referral partners, and even socialize a bit. Members who are not present for the start of Open Networking are counted as “Late.”
Members who leave a meeting early are also counted as “Late” for attendance tracking. Note: Arriving a few minutes before Open Networking is expected when visitors attend the meeting.
Over the past 25 years, attendance was confirmed to be a critical part of being successful in BNI. As a result, BNI members implemented the Late & Early policy in which 3 late arrivals and/or early departures are equivalent to one absence, also tracked from Oct-Mar and Apr-Sep.
“Face Time” Counts in BNI
October 21, 2010Being present on a regular basis at BNI is the same as “face time” in the office or with your customers. BNI is a marketing organization focused on growing referral-based business; the whole point of marketing is that people remember you when the opportunity arises. You can’t expect people to remember you if they don’t see you regularly…
Also, since repetition is the key to learning and remembering, the more times people hear your “sales manager moment,” the more it will pop in to their minds when needed.
In addition, regular attendance in BNI can help each of us strengthen relationships through the VCP process:
VISIBILITY is essentially putting in the “face time,” ideally every week to chapter members. Visibility helps build relationships, but doesn’t necessarily mean business is going to be done.
CREDIBILITY is required for relationships to continue to develop; being present, prepared, and professional each week definitely builds credibility. (What also builds credibility is having a prepared sub who represents you well if you are not there.)
As for PROFITABILITY, BNI chapter members have proven that regular attendance equals more referrals and dollars in pocket. One chapter went from lax attendance tracking to focusing on following the attendance policy. They experienced an increase in referrals of 62% in just 6 months, and after another 6 months referrals were up by 164% (over last year)!
Bottom line: Regular attendance is critical to getting the most out of your BNI membership.
BNI policy allows 3 absences over 6 months, Oct-Mar and Apr-Sep, whether planned or not. When planned or with any notice, be sure to line up a substitute. Of course, no one can represent your business better than you. However, if you can’t be present, recruit a credible sub that is a prospective member of the chapter. They will appreciate the opportunity. It’s win/win!
