Truly Effective Business Building Interviews (BBIs)

The biggest challenge with Business Building Interviews (besides actually getting both parties to show upJ) is the length of time they can take. I’ve heard stories about BBIs that have lasted 2 and 3 hours. No matter how enjoyable they may have been – that’s just too long. Let me explain.

BBIs are meant to be business meetings, but because BNIers know and like each other, BBIs can become very social. Social is fine, as long as the business aspect is dealt with because the business side is where you’ll find the referral opportunities.

There are a number of great guidelines for BBIs. I’ll share a few here.

If you’re having your first BBI with a BNI colleague, I recommend using:

1. the GAINS Profile and One-to-one BBI Worksheet (pgs. 15 and 16 in the MSP manual).
2. Also, the BBI guidelines, on page 13 of the MSP manual, offer terrific suggestions.
3. In preparation for the BBI ask your partner to bring her GAINS profile and BBI worksheet as well.

Using these tools makes it easier for you to stay on track and begin to get the information you need to recognize referrals.

If you’ve already had one BBI with a BNI colleague are you finished?

No. One BBI isn’t enough to learn what you need to know.

The BBI worksheet is an excellent tool for continuous BBIs.

In my opinion every BNI member should have at least one completed BBI worksheet for every one of their members. And that worksheet should be updated regularly. The only goal for BBIs is to find out how you can give referrals to your fellow member and vice versa. BBIs are where the referrals are. If you’re feeling that you’re not getting enough business, check out your BBI activity (you can track it easily online at http://www.bnigh.com/).

Another suggestion about BBIs. I’ve heard that sometimes it’s difficult to book BBIs with certain members. Either they won’t commit to a time and date, or when they do, they don’t show up. My advice is to give it a second chance (there may have been an acceptable reason) and if the same thing happens again – move on. I don’t have time to chase people in order to help them. If one person doesn’t want my help and support I move on to find someone who does. Don’t let one negative experience stop you from creating successful referral relationships

One last thought about BBIs – you’ll only remember to schedule them regularly if you make it a habit. The easiest way to make it a habit is to book one every week during the Open Networking part of the BNI meeting. You have 15 minutes every week to coordinate a one-to-one BBI with at least one member. You don’t have to book it for the next week, you can book it 2 to 3 weeks out – but at least you’ve got it on your calendar.

Start your new habit this week. And share some of your best BBI tips here.