“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.”
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.
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