Last week at my BNI meeting, the president, Gary Underwood, asked me to conduct a training during the 10-minute presentation of the meeting. Although I was the local area director of BNI - SEVA for the Hampton Roads area five years ago, I was quite rusty but still able to conduct the training.
The topic of the training for my BNI chapter was: "Do you have a strategy to work BNI?" From my experience as the former area director,it is imperative that one has a strategy in order to make money in BNI. When I ask members if they have a strategy to work BNI they surprisingly reply, "No".
During the training, I discussed three main points:
1) You need a strategy to work BNI
2) You need to have one strategy on giving referrals
3) You need one strategy on receiving referrals
From my experience, with no strategy to work BNI, you will have little or no success in making money in BNI. The most successful members in BNI have a strategy. One particular member was able to generate 80% of her new business from BNI after developing a strategy and implementing it. Prior to her strategy development, she only generated at least 10% of her business from BNI. She was beginning to doubt if it was worth staying in.
There are many strategies in giving referrals in BNI. Let me share some: 1) Show your business card book to at least 1 person per day and ask them if there is any person they want to meet that can help them, 2) Block 30 minutes a week and go over the referral request sheet and see who do you know that you can make the introduction, and 3) Bring guests to the meeting; guests do business with members.
There are three strategies for receiving referrals. 1) Conduct an effective 60 second commercial with follow up right afterwards, 2) Collect the referral sheets and follow up after your 10 minute commercial, and 3) Conduct one to one meetings where both members are making introductions for each other.
If you are a BNI member ask yourself what is your strategy to work BNI?
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