Is Just Showing Up Enough?

Did Woody Allen really get it right?

BNI Founder, Dr. Misner thinks not. Here’s the story:

People often quote Woody Allen’s saying “80% of success is showing up.” But is that accurate? It’s true that showing up at BNI meetings increases the number of referrals you get, but showing up is just the beginning. Part of the law of attraction is action. Here are five actions you can take for success in BNI.

1. Create a 60-second introduction that changes each time. Train a sales force rather than trying to make sales.

2. Schedule a one-to-one meeting with someone from your group every week.

3. Take on a leadership role in your group. This raises both your visibility and your credibility–as long as you do a good job.

4. Bring legitimate referrals for other members.

5. Immerse yourself in referral education.

 

To hear the full BNIPodcast, click here.

Thank You

The first Art of Marketing seminar was a huge success. I'd like to thank all the enthusiastic participants. I appreciate your support and your kind words.

I'd very much like to hear about your networking adventures as you attend events and practice the techniques that you learned. If you'd like to share a comment here, about your adventure, or about the seminar itself, I would appreciate seeing your comment.

Many asked when the next seminar will be. I'll post is as soon as the date is confirmed.

In the meantime, remember that every networking event is an opportunity to help someone who may become a key relationship for you in the future. Master Networkers have a "how can I help you" attitude. You're on you're way to achieving the gold standard.

Choosing the Right Networks Seminar

As business people we hear it all the time - “You have to network!” The problem is no one teaches us how to it. Effective business networking is a skill. So, like any other business skill it can be learned.

With a few techniques, tools and tips you can learn how to choose the networks that will work for you based on what you want your networking activities to accomplish.

In this workshop we’ll define 7 types of business networks, help you determine which ones are right for you and give you the tips and techniques to make every networking event a success.

No matter what phase of business you’re in: whether you’re new to business and looking to create a network of contacts; or experienced in business and looking for key contacts, when you know how to network effectively you’ll be able to connect with the right people at the right time.

Click here to let me know if you'd like an invitation to the next seminar.

Does Business Take Summer Vacation

$1,742,080 is the amount of business BNI Golden Horseshoe members created for each other last July and August.

Last year through July and August in the Golden Horseshoe Region BNI members gave each other $1,742,080 in business ($1,588,406.00 in 2011). That’s pretty close to ONE and three-quarters of a million dollars reported in the months of July and August! We know this to be true, because BNI is the only referral network organization that tracks referral revenue.

Summer is a very profitable time for referral generation. Maybe it’s because people have a bit more time; we’re not quite so rushed. The kids are out of school and that may free schedules a bit. It’s a great time to catch up with folks we haven’t connected with in a while. We can meet for a coffee or lunch and even sit outside when we meet.

Does business take a summer vacation? Absolutely not! So book time this week, to meet with a referral partner. And invite a contact to your BNI meeting.

It’s worth it!

Communicating Your Brand

PR and Speaking Engagements

In the book, The World’s Best Known Marketing Secret, by BNI Founder Dr. Ivan Misner, there is a chapter called “Communicating Your Brand.” In it, Dr. Misner recommends giving a speech as a good way to promote your company.

Dr. Misner says:

“Speaking opportunities… represent an excellent avenue for building your business image and making contact with movers and shakers in the business community. BUT…do remember to avoid selling to your audience during your speech! Position yourself as the expert and let the confidence build into potential sales.”

I’ve always agreed with this approach wholeheartedly. To that end, I’ve been invited to speak at an event on Friday April 12, hosted by the Power of Women Canada. I’m honoured to be part of the event, but I’m most thrilled about the calibre of the women who will also be presenting.

Grace Attard, owner and founder of e-Spot in Oakville is a co-presenter, as is Heather Hiscox, National CBC Newspresenter.  Both women represent the highest level of excellence in their field, and I am very much looking forward to hearing their stories and participating in their presentations.

This is a unique event, hosted at St. Mildred’s Lightbourne School in Oakville – which is a truly unique venue. It’s also an excellent networking opportunity. So, gather together your business cards and join us…register right here.

Attract and Retain Referral Partners

A BNI member asked BNI Founder, Dr. Misner how to combine attracting and retaining new members with passing high-quality referrals. Here are the three keys:

System

BNI works best when you use the whole system as outlined in the manuals. If you remover pieces, the whole thing will fall apart.

Accountability

How many referrals is the chapter giving? How many do we want to be giving? Are they high-quality referrals? Are members attending?

Culture

Culture eats strategy for breakfast. The attitude of the group, the way it behaves, the way it feels when you walk into it. If people are laughing and enjoying their meeting and following the system, they have a healthy culture. One person can ruin a group’s culture.

System, accountability and culture are three crucial keys to attracting and keeping the right referral partners. On a scale of 1 to 10 where does you chapter fit? With a few tweaks all chapters can be an 8+.

Read the complete BNI Podcast.

“Interview” Instead of “Invite”

This is Dr. Misner’s inviting approach:

“My favorite approach for inviting visitors to BNI is what I call the “We’re interviewing” technique.

Suppose your chapter needs a printer. When you meet a printer, explain that you’re in a referral group and say, “We’re interviewing printers now to find the best printer in the area to give all of our business to. I think you might make a good candidate.” (Replace “printers” with the profession your chapter needs.) Here’s how the script could be phrased:

“I’m in a referral group. [You don’t have to go into much detail.] I have been a member for [however long]. We get together on a regular basis, and we’re all about passing business to each other. We’re interviewing [fill in the blank for whatever profession] right now to find a really good one in the area to give all of our business to. I think you might make a good candidate.”

This shows people the value of BNI membership and helps the chapter to be selective about new members. Good groups don’t take just any candidate. They want to take qualified candidates, and this approach helps set that expectation.”

We all know that it is a privilege to be part of a BNI referral network. Our achievements, in BNI, show the process is successful and the process works. By presenting BNI as an exclusive privilege to potential new members, we are establishing the value of the BNI experience right away. We should be very selective about whom we choose as referral partners, but let’s not forget, that to find the right people; we must interview a lot of people.

Invite all your contacts to meet your BNI members, (everyone benefits). But not all your contacts are potential new members. Bottom line: tell everyone you know about BNI, but only “interview” those whom you feel will be a solid addition to your referral team.

Excerpt from SuccessNet. Read the full story.

A New Definition of Networking

When BNI Founder Dr. Ivan Misner wrote the first edition of The World’s Best Known Marketing Secret, he defined networking as:
“The process of developing and using your contacts to increase your business, enhance your knowledge, expand your sphere of influence, or serve your community.”

This definition stood the test of time for many years, until . . . it didn’t. Since then, Dr. Misner realized the definition of networking was evolving.

There were definitely some truths in the original definition that needed to be retained, but a few just no longer felt right.

One word he wanted to address was “using.” Today, this word sounds rather harsh, even cold. People today tend to react negatively to the concept of “using” someone for personal or professional gain. The other word he scrutinized was “contacts.” The term has become synonymous with a person’s database. And a database is, by design, impersonal, practical and, again, rather cold.

After many discussions about modifying the definition, Dr. Misner came up with this representation of the concept of networking:

“The process of developing and activating your relationships to increase your business, enhance your knowledge, expand your sphere of influence or serve the community.”

For years, Dr. Misner has talked about the “hunting versus farming” mentality when it comes to growing a professional network. The “hunters” run from one business event to another gathering business cards; they diligently add business cards to their database (read:“contacts”); then they run out again in search of more to add to the ever-growing list.

The bigger the list, the better they’ve “hunted” and, in their often-misguided opinion, the better their “network.”

But the farmers are the ones who cultivate steady, growing, genuine, and authentic relationships with the people they feel are important to include in their network. They have steady back-and-forth interactions that benefit not only them. Everyone involved is rewarded. Why? Because the time taken to really get to know people enough to make a relationship means that when it comes time to make a referral, it’s much easier to call upon them.

By simply changing a couple of simple words in Dr. Misner’s original definition, he  was able to fine-tune it into what he believes is the true meaning of effective networking. The revised definition is much more congruent with the style of networking we participate in every day—and what we know really works.

See Dr. Misner’s full story.