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.

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.

A Very Unique Networking Event

I’ve been invited to participate in what I think is going to be an incredibly unique networking event.

It’s happening on Thursday January 20^th at Glen Abbey Golf Club in Oakville. I’ve attended a lot of networking events over the years. I’ve even hosted a few, so I know that sometimes they sound terrific, but on the actual day they’re not all they’re cracked up to be.

I think this one will be different. It’s being hosted by corporate level B2B members of the referral network BNI.

In the essence of total transparency, I confess that I am an Executive Director with BNI. But this wasn’t my idea. It was the idea of a corporate BNI member named Judi Johnstone. Judi’s thought was - there are so many interesting businesses in BNI, wouldn’t it be fascinating to put them all together under one roof to showcase themselves, their businesses and BNI.  Not only that, but encourage them to invite all their contacts to attend the event.

That’s how BNI Showcase 2011 was born. From the initial idea, Judi contacted B2B/corporate chapter members and invited them to participate. Boy, have they. There are 60+ exhibitors committed to the event and about 10 exhibitors will actually be offering educational presentations throughout the day.

The BNI corporate philosophy is Givers Gain. BNI members believe in the concept of “what goes around comes around”. By giving business to others, they’ll get business in return. Since BNI members across Canada have given each other $91,295,615 in closed business so far this year, it looks like it’s working.

When we share the people we know with each other – the potential for opportunity is unlimited. You never know who someone knows and we’re all just a couple of introductions away from our next extraordinary opportunity.

Here’s what I think is going to make this Showcase a one of a kind networking event. The hosts believe in Givers Gain, so their approach will be connecting people who can help each other. Which means for guests; you could be introduced to your next extraordinary opportunity.

Not a bad way to start 2011.

Oh, by the way. The price for you to attend and mix and mingle with some of the most well-connected businesses in the Golden Horseshoe?

Zilch……zero…….nothing. It’s free.

You can register for this event at http://www.bnicorporateconnections.com/ or http://www.bnigh.com/ under Events.

Hope I see you there.