Get Free from the Feast or Famine Cycle

How to find time to network when you are busy.
From BNI SuccessNet, by Richard White – BNI Cathedral chapter, Guildford UK

It was a Catch 22 of sorts: I would network like crazy when I needed more work; then when things picked up and client work started to flow the very thing that brought in the work—networking—I would cut back on.

The trouble with networking like this is you end up getting caught in the “feast or famine cycle” – I bet you know what I am talking about! One minute you are maxed out and dreaming of having more time to yourself, and the next minute you are wishing you were really busy again.

Riding this rollercoaster a few times, I finally realized I could not afford to stop networking during busy times. I began to look for ways to ensure that the sales leads would keep coming in during those busy times. Here are five strategies I now use to network, even if I am ridiculously busy with client work.

Click here for Richard’s advice.

Richard White is a sales consultant and trainer. He specializes in helping IT consultants win more sales through effective networking. Richard is the author of ‘The Accidental Salesman Networking Survival Guide’ and is a highly sought after speaker on the subjects of networking and soft selling.

Get a GRIP on Inviting to your Referral Network

It strikes me that the best way to encourage inviting to your chapter meeting is to make it as easy, and simple, as possible. And the best way to accomplish ease and simplicity is to know what you’re going to say when you invite.

Here’s a simple, easy script (I know, I know, you don’t like scripts…trust me this one is goodJ)

It’s based GRIP; which stands for Grow, Referrals, Introduce,  and Place. And the script goes something like this:

Scene: Networking Event. Enter Christel and event attendee.

Christel: So how’s business going for you?

Attendee: Pretty well.

Christel: Are you looking to grow your business this year?

Attendee: Yes!

Christel: Would more referrals help?

Attendee: Yes!

Christel: May I introduce you to a group of business associates who, over time, would like to give you referrals?

Attendee: Yes!

Christel: Terrific, we meet every Friday morning at Gerta’s Pancake House (place) at 7:00 am. Would this Friday work for you…….?

G = Grow

R = Referrals

I = Introduction

P = Place.

It couldn’t be simpler. To see Eric, the inventor of GRIP, share the script, click here. It’s worth a watch.

Why BNI?

Some very interesting stats from an article Dr. Misner wrote for SuccessNet a few months ago. BNI Merseyside in the UK hired an independent firm (Murray Consulting) to conduct a survey on the value of BNI membership.

Here are the results of the 2012 survey.

• The average amount of business gained from BNI referrals in the last 12 months was £23,700 (or $37,055).
• When asked about further orders they had received as the multiplier effect of BNI referrals, BNI members were able to think of, on average, an additional £11,300 (or $17,668) per year of membership.
• Combining closed business in the last 12 months with the average value of 2^nd/ 3^rd generation referrals in a year gives a true value of a BNI seat of £35,000 (or $54,720) per year.
• On average, members who were involved in BNI for 7 years generated £245,000 (or $383,038) since they joined, thereby underpinning the lifetime value of BNI.
• Value to the total membership in the region equaled £16 million or $25 million per year with over £300,000 or $469,000 per week for a single region of 500 members.
• BNI Merseyside created six millionaires.
• Members who attended training saw their business increase 58% compared to those who did not attend training programs.

The dollar values are shown in US dollars, but currently the Canadian and US dollars are virtually par.