Developing Profitable Relationships
BNI’s Member Success Program
INTRODUCTIONS 30 SECONDS 1 BREATH INTRO Name? Business Name? BNI Chapter? Why did you Join BNI? What do you want out of today ? Which famous person do you get mistaken for?
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Am I Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
ENROLMENT KEY = success101
Induction into the chapter www.bnilearning.com.au MSP ENROLMENT KEY = success101
Mentoring and further training
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
S
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1. Success Action Plan
A
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MEMBER ACTIVITY Importance? 121’s Referrals Attendance Inviting Visitors Thank you for closed business
C.A.T.S Plus: 1 Internal Referral Plus: 2 External Referral Plus: 1 per $1K given Plus: 2 for Visitors Plus: 1 for 121s Less: 2 for Absent Average 10 Points per month to be in the GREEN
1. Success Action Plan
Module 1: What do successful members do? 1. 2. 3. 4. 5.
Attend 100% of the time 1 121 or Dance Card per week 1 Referral per week 1 Visitor per month Set a Smart Goal, and Measure Success
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Am I Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Am I Referrable?
Referral Confidence
Tier 3
Trust
Number of Referrals
Tier 2
Tier 1
Time
Referral Confidence Curve Member A
Number of Referrals
Trust Member B
Member C Time
Am I Referrable? INSIDE THE MEETING • Use open networking time to meet visitors and members • Focused Referral Requests • 10 min presentation preparation • Give referrals / testimonials • Sit next to different people each week • Participate
OUTSIDE THE MEETING • 121 Dance cards • Listening • Business card holder with you • Follow up referral & referrer • Invite visitors • Promote Chapter when networking • Hold Chapter social events
BUILDING TRUST & V.C.P.
Am I Referrable?
10. Work their Network 9. Sincerity 8. Enjoys Helping 7. Thankful 6. Always ON Duty 5. Listens 4. Trustworthy 3. Enthusiasm 2. Positive 1. Follow up
Module 2: Are You Referable? 1. Remember what behaviours that develop trust 2. Show enthusiasm, be positive and follow up 3. Trust in you will vary from time to depending on your actions
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Am I Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Networking Launch Pad OPEN NETWORKING & YOUR LAUNCH PAD
Networking Launch Pad YOUR 60 second
Referral Request Are you SELLING . . . Or Are you TRAINING?
ITS ALL ABOUT YOU!
Networking Launch Pad REFERRAL TRAINING Your Product & USP How to introduce YOU? When to introduce YOU? Who you need to meet
YOUR REFERRAL TEAM!
Networking Launch Pad PRODUCT / SERVICE
BENEFITS & VALUE
Problems that you solve GENERAL MISCONCEPTIONS EDUCATION AND QUALIFICATIONS SPECIFIC TARGET MARKETS ANYONE, EVERYONE or SOMEONE = NO ONE
Networking Launch Pad Construction of a Great Referral Request 10-15secs: Name, Business, overview. What product or service do you provide? 5secs: LCD Intro; What you are going to talk about 25-30secs: Tell a Story from one of your LCDs; use a case study, share a testimonial, show your work. 10secs: Ask for the referral 5secs: Name, Business, Position Use Template, Word File
Networking Launch Pad
Module 3 Objectives: Your launch pad! 1. What is it? 2. Know the purpose of a Referral Request 3. Understand the anatomy/structure of a great Referral Request 4. Ability to deliver a powerful one!
Time for a break
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Your 10 Min Showcase • What do we want to achieve • No more than 3 topics • Repeat point • Plan Presentation
10 MINUTE STRUCTURE
Your 10 Min Showcase • • • • • •
Prepare Info Bio Sheet Props Handouts & Door Prize Call to Action Practice
10 MINUTE PREPARATION
Your 10 Min Showcase
DO • • • • • • • •
Keep It SIMPLE Tell real life success stories Use visual and tactile aids Be interactive with audience Finish on time – rehearse!! Repeat Points Ask for Referrals Bring a Door Prize
DON’T • Tell your life story • Hand out materials whilst speaking • Say ‘anybody’, ‘everybody’ or ‘somebody’ • Open with question invitation • Give wine (unless it is your biz) • Be nervous – this is YOUR team!
10 MIN TIPS & TECHNIQUES
10 MIN Presentation Template Your 10 Min Showcase
Module 4 Objectives: Your 10 Minutes 1. Prepare a great 10 minutes 3. Explain your unique offering 5. Identify a great door prize 6. Understand the resources available to help you
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Finding Referrals TAKE NOTES ASK LEADING QUESTIONS SCAN THE ROOM
LISTEN FOR I NEED I WANT I CAN’T
NB. DO THE TRANSACTION !!
Market Spheres Getting Married Getting Healthy
Business Builder
Relocation New Baby
Real Estate
6 Key Situations in Life 90% of referrals in BNI
Finding Referrals
Finding Referrals
Finding Referrals Module 5 Objectives: Finding Referrals 1. What to do to find them? 3. Know what to listen for 5. How to give referrals 6. Know where 90% of referrals come from
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Developing Powerful Business Relationships
1-2-1’s
Why? • Key foundation to building referable relationships • Train your Referral team • Build trust and educate – Key to giving referrals – Key to enthusiasm
1-2-1’s
Beyond First Impressions • An acquaintance (interstate) • Privately assess – Industry background – Hobby – Favorite Sport
• Write it down – Cover & Retain – Don’t share (yet)
1-2-1’s 00:03
121 Meetings (aka dance cards) • Trust & Knowledge – Tracking Sheet – Biography – GAINS Exchange – Contact Sphere – Previous 10 Customers
• Strategy – The Law of Reciprocity – Quality of Focus – Environmental Trust
• Refer BNI Learning
1-2-1’s 00:05
GAINS Exchange
1-2-1’s
GOALS ACCOMPLISHMENTS INTERESTS NETWORKS SKILLS
00:07
GOALS
1-2-1’s
Your important business or personal objectives. The best way to build a relationship with someone is to help them achieve their goals!
1-2-1’s ACCOMPLISHMENTS Some of your best insights into others comes from knowing what goals they have already achieved – particularly when related through real stories and experiences.
INTERESTS
1-2-1’s
Interests are things like playing sports, reading books and listening to music. People like to spend time with those who share their interests.
NETWORKS
1-2-1’s
You have many networks, both formal and informal. A network can be an organisation, institution, company or individual you associate with.
SKILLS
1-2-1’s
The more you know about the talents and abilities of the people in your network, the better equipped you are to find (and refer!) competent affordable products and services when the need arises.
GAINS Exchange GOALS ACCOMPLISHMENTS INTERESTS NETWORKS SKILLS
5 minutes on your partner . . .
Feedback • Insights? • Opportunities? • Confidence?
• Sharing pre-conceptions? misconceptions?
Building Powerful Relationships • Developing Trust between members • Recognising referral opportunities • Stories to build confidence in competence
1-2-1’s
1-2-1’s Module 6 Objectives: 121s 1. Know how to build relationships 2. Know how to train your Referral Network 3. Know how to build trust 4. Know how to educate yourself about others
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Why BNI Works
INVITING VISITORS?
Why BNI Works
Grow your business by growing your chapter!
Why BNI Works
WHO DO I NEED? WHO TO INVITE? HOW TO INVITE? WHAT TO SAY? WHO DECIDES?
Why BNI Works The ABC of Inviting Very simple but very powerful technique on how to successfully invite In a conversation, there are 3 questions to ask: Question A:Can you take on more business? YES Question B:Would referrals help you? YES Question C: Do you want to meet a group of local businesses I work with that want to build a referral relationship with someone like you? YES Response: I would like to introduce you to my close business associates. We are looking for someone in your line of business. You should come along!
Why visitors
The best way to remember what to say is to remember the acronym G.R.I.P. G: Are you looking to GROW your business? R: Would REFERRALS help you grow your business? I: If I was to INVITE you to meet other business professionals that may want to refer you, would you want to meet them? P: Meet me at (PLACE) at (date & time).
Why visitors Many times there will be a followup question; “tell me more” or “what is this about”? Simply say; “This is my inner circle of business associates. We work together to find business for each other and we are looking for a (insert profession) to pass business to. Are you interested in meeting them?”
Why visitors
Remember: Don’t say too much people need to see BNI before they can make an informed decision. They have to see the value, and that can only be achieved at the meeting. You are actually doing the visitor a favour by inviting them.
Why visitors
Module 7 Objectives: Why visitors 1. Understand the purpose of visitors 2. How to identify who to invite 3. Understand proven inviting approach 4. Understand how to convert visitors and role of the MC
8 Modules 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Why BNI Works
RULES OF THE GAME
Why BNI Works
Module 8 Objectives: Why BNI works? 1. Understand where the policies of BNI come from 2. Understand what they mean for you
REVIEW OF LEARNING
REVIEW OF LEARNING 1. Success Action Plan 8. Why BNI Works
2. Are You Referrable?
7. Why Visitors
3. Networking Launch Pad
4. Your 10 Min Showcase
6.121’s 5. Finding Referrals
Networking Launch pad
MORE LEARNING BNI LEARNING
YOU TUBE VIDEOS
BNI PODCAST EDUCATION CDs
BNI BOOKS
BNI SOCIAL MEDIA PAGES BNI SUCCESSNET NEWSLETTER LOOK OUT FOR ADVANCED TRAINING OPPORTUNITIES IN YOUR AREA
THANK YOU . . . how can we help you?