I’m sure that we all put into our BNI card files a few business cards of every new member that joins our chapter, but what other cards are in there? When did you last give your file a spring clean?
The question as to whose business cards should be in your card file came up at a recent Member Success Training and my answer was easy. All the members of your chapter.
Strangely this answer caused something of a debate because some of the more long term BNI members present had other ideas. It seemed that their BNI card files were full of all sorts of people’s business cards.
So, just who should have business cards in your BNI card file? Well, the answer is very easy, as I said earlier: only the members of your chapter and of course yours. I'll explain why.
Firstly, it is a BNI card folder, so that means only BNI members, no one else. Secondly, only current members of your chapter: no ex-members or members of other BNI chapters. Why? Well, again the answer is simple.
We carry our BNI card files in order to find referrals for the members of our group. Not for ex-members, members of other chapters, other business people we know or, indeed, friends. Having our business cards in each other’s card file is a privilege of our membership.
Still not convinced? Well, how about looking at it like this? Say that your business card is in a fellow chapter member’s card file, but, as well as your card, there is the card of the person who was in your category before you, and the card of the member's best mate who does the same as you. How would you feel competing with two other people? Knowing that the member was recommending two other people other than you? Not impressed comes to mind.
So, why not give your BNI card file a spring clean and clear out all of those old cards. And, if you really want to keep the old cards for reference then why not get another card file – non BNI of course!
Thursday 25 November 2010
Wednesday 24 November 2010
Leadership Teams - Do you lead?
24/11/10
As a member of your chapter's Leadership Team one of your responsibilities is to lead and, from time to time, it surprises me that some teams don’t understand this. After all, the job description is in the title.
It can be in anything: bringing visitors, bringing referrals, getting to the chapter early, having One2Ones, in fact everything that makes a great chapter and earns the members more money.
And, it was something I noticed again at a recent workshop. Attendance at the BNI workshops is crucial if, as a member, we are to achieve the very best we can from our membership (I’ve talked about this before). A Leadership Team spends a great deal of time, along with the Events Co-ordinator, asking members to attend them and telling the members how important it is to our success.
But, then they don’t attend themselves!
The reason I noticed the missing Leadership Team members at this particular workshop was that out of the five chapters attending there were only Leadership Team members from one chapter.
So, how about this for an idea?
If you are a member of a Leadership Team ensure that at least one of you goes to every workshop in the future. It will build your credibility, give more weight to your request when asking others to attend, increase the numbers going to the workshops, and, guess what?
Increase the amount of business passed in your chapter!
As a member of your chapter's Leadership Team one of your responsibilities is to lead and, from time to time, it surprises me that some teams don’t understand this. After all, the job description is in the title.
It can be in anything: bringing visitors, bringing referrals, getting to the chapter early, having One2Ones, in fact everything that makes a great chapter and earns the members more money.
And, it was something I noticed again at a recent workshop. Attendance at the BNI workshops is crucial if, as a member, we are to achieve the very best we can from our membership (I’ve talked about this before). A Leadership Team spends a great deal of time, along with the Events Co-ordinator, asking members to attend them and telling the members how important it is to our success.
But, then they don’t attend themselves!
The reason I noticed the missing Leadership Team members at this particular workshop was that out of the five chapters attending there were only Leadership Team members from one chapter.
So, how about this for an idea?
If you are a member of a Leadership Team ensure that at least one of you goes to every workshop in the future. It will build your credibility, give more weight to your request when asking others to attend, increase the numbers going to the workshops, and, guess what?
Increase the amount of business passed in your chapter!
Friday 19 November 2010
What do you do with mail not addressed to you?
19/11/10
Well, if you are anything like me, you either put it in the bin, leave it for someone else to open, or put it at the bottom of the pile to open later.
Why? Because not much very good ever comes in a window envelope, an envelope with a label on it, an envelope where the address has been mail merged or in a manila envelope. And, I bet I’m not the only one who thinks like this. You go for the nice hand-written envelopes first because we know that they are either private letters or cheques – something we want.
So, why is it that when inviting people to our chapters by letter, some members, despite being advised of the benefits of hand writing addresses, still insist on using labels or window envelopes?
And, very often, to add insult to injury, don’t even use a person’s name.
What’s the point? It’s a complete waste of time!
Often these members cite a lack of time as to why they don’t follow the suggested guidelines, or just bad handwriting. Now bad writing I am just about willing to accept but, even then, I’m sure most of us can find someone that will write a few addresses for us. Even, dare I suggest, another member of our group.
But, the excuse of no time, I’m not willing to accept. Why? Because I tried an experiment. Even with everything I needed in my office: labels, envelopes, etc., it took me longer to load them in my printer, set up a template and print them, than it did to hand write 20 addresses on 20 envelopes. And, even if it had taken twice as long, I would still handwrite them because I know that upon receiving that envelope I would open it.
So, why do some members still avoid handwriting envelopes when they are wasting everyone’s time including their own?
I can think of one reason, but it’s not very nice!
Well, if you are anything like me, you either put it in the bin, leave it for someone else to open, or put it at the bottom of the pile to open later.
Why? Because not much very good ever comes in a window envelope, an envelope with a label on it, an envelope where the address has been mail merged or in a manila envelope. And, I bet I’m not the only one who thinks like this. You go for the nice hand-written envelopes first because we know that they are either private letters or cheques – something we want.
So, why is it that when inviting people to our chapters by letter, some members, despite being advised of the benefits of hand writing addresses, still insist on using labels or window envelopes?
And, very often, to add insult to injury, don’t even use a person’s name.
What’s the point? It’s a complete waste of time!
Often these members cite a lack of time as to why they don’t follow the suggested guidelines, or just bad handwriting. Now bad writing I am just about willing to accept but, even then, I’m sure most of us can find someone that will write a few addresses for us. Even, dare I suggest, another member of our group.
But, the excuse of no time, I’m not willing to accept. Why? Because I tried an experiment. Even with everything I needed in my office: labels, envelopes, etc., it took me longer to load them in my printer, set up a template and print them, than it did to hand write 20 addresses on 20 envelopes. And, even if it had taken twice as long, I would still handwrite them because I know that upon receiving that envelope I would open it.
So, why do some members still avoid handwriting envelopes when they are wasting everyone’s time including their own?
I can think of one reason, but it’s not very nice!
Saturday 13 November 2010
Who runs your chapter?
13/11/10
I was asked recently who actually ran a BNI chapter and the easy answer is the Leadership Team. But, like most things, it depends on who’s asking and why!
So, I will expand a little and use a company set-up as my analogy.
Obviously the Leadership Team runs the chapter, but with the help of the Membership Committee (HR, marketing, etc), the Visitor Hosts (reception and sales), Education Co-ordinator (training) and Events Co-ordinator (PR, events and other fun stuff). The Membership Committee is chaired by the Membership Co-ordinator, with the Visitor Hosts reporting to the Membership Committee and both the Education Co-ordinator and Events Co-ordinator reporting to the Chapter Director.
We then have the Secretary/Treasurer who is the Finance Director and looks after all things involving money, including keeping accounts. Their job is also to assist the Chapter Director and look after the 10 Minute speakers.
Then there is the Membership Co-ordinator who is the Marketing and HR Director and they have two key roles, building the business and ensuring that the company runs as directed. They also assist the Chapter Director as required.
Lastly, we have the Chapter Director, who is the Managing Director of the company. And like any Managing Director they are responsible for making sure that the company runs smoothly and that everyone is doing their job. They are the face of the company and provide direction and motivation.
So, depending on who is asking the question and why, I hope that helps. But, ultimately, if you want just one person, then it is the Chapter Director.
But, the final accountability rests with your Regional Director.
I was asked recently who actually ran a BNI chapter and the easy answer is the Leadership Team. But, like most things, it depends on who’s asking and why!
So, I will expand a little and use a company set-up as my analogy.
Obviously the Leadership Team runs the chapter, but with the help of the Membership Committee (HR, marketing, etc), the Visitor Hosts (reception and sales), Education Co-ordinator (training) and Events Co-ordinator (PR, events and other fun stuff). The Membership Committee is chaired by the Membership Co-ordinator, with the Visitor Hosts reporting to the Membership Committee and both the Education Co-ordinator and Events Co-ordinator reporting to the Chapter Director.
We then have the Secretary/Treasurer who is the Finance Director and looks after all things involving money, including keeping accounts. Their job is also to assist the Chapter Director and look after the 10 Minute speakers.
Then there is the Membership Co-ordinator who is the Marketing and HR Director and they have two key roles, building the business and ensuring that the company runs as directed. They also assist the Chapter Director as required.
Lastly, we have the Chapter Director, who is the Managing Director of the company. And like any Managing Director they are responsible for making sure that the company runs smoothly and that everyone is doing their job. They are the face of the company and provide direction and motivation.
So, depending on who is asking the question and why, I hope that helps. But, ultimately, if you want just one person, then it is the Chapter Director.
But, the final accountability rests with your Regional Director.
Friday 5 November 2010
29% isn’t just the title of a great book!
5/11/10
At the end of the day, we are all in BNI for more business and we all know that large chapters produce more referrals and, in turn, more business. However, it’s not that easy, is it?!
For some reason, many members see growing their chapters as something you have to do for the good of BNI. We have to bring lots of visitors – every week! Now, large chapters are good for BNI, that’s how BNI make their money, but they’re even better for us as members. You just need to do the maths. Forty members times the membership fee, against one fortieth of the business passed in a forty strong chapter. There is just no comparison!
Plus, how about this fact to make the inviting of visitors even more worth while - every single week!
Most visitors don’t join our chapters. At best it is one out of every four visitors. But, in the last six months, in my chapter, visitors were thanked for 29% of the business passed! That is business from people who aren’t members of BNI. Now, if that’s not a good reason to have visitors at your meeting every week, I really don’t know what is!
Forget the fact that the meetings are better, we have more fun, there’s more energy in the room, that they may become members, great friends even. Just think about that 29%.
Do you know how much visitors bring to your chapter?
At the end of the day, we are all in BNI for more business and we all know that large chapters produce more referrals and, in turn, more business. However, it’s not that easy, is it?!
For some reason, many members see growing their chapters as something you have to do for the good of BNI. We have to bring lots of visitors – every week! Now, large chapters are good for BNI, that’s how BNI make their money, but they’re even better for us as members. You just need to do the maths. Forty members times the membership fee, against one fortieth of the business passed in a forty strong chapter. There is just no comparison!
Plus, how about this fact to make the inviting of visitors even more worth while - every single week!
Most visitors don’t join our chapters. At best it is one out of every four visitors. But, in the last six months, in my chapter, visitors were thanked for 29% of the business passed! That is business from people who aren’t members of BNI. Now, if that’s not a good reason to have visitors at your meeting every week, I really don’t know what is!
Forget the fact that the meetings are better, we have more fun, there’s more energy in the room, that they may become members, great friends even. Just think about that 29%.
Do you know how much visitors bring to your chapter?
Wednesday 3 November 2010
They are in your phone!
3/11/10
Where to find potential visitors is a constant problem for many BNI members. Some take the easy option and head straight for an online directory, while others go to incredible lengths to find a visitor. Often spending hours without success. It’s no wonder they give up and stop looking.
But, these members are missing an easy trick: people they already know!
BNI is a word-of-mouth organisation, but as soon as visitors are mentioned members seem to forget the people they know and instead start cold-calling. It never ceases to amaze me.
Anyway, back to my easy trick. Well really it is an idea I heard from Dinah Liversidge.
Just look at the address book on your mobile phone – these are your closest contacts. Have you invited them all? If not, then there are your next visitors. If yes, well the next question is, have you asked them for a recommendation? Do they know a good, whoever it is that you are looking for, to invite. These people are your ‘Trusted Third Party’ contacts: they come recommended and so do you.
So, if you are finding who to invite difficult, just get out your mobile phone and start making those calls.
Please let me know how you get on.
Where to find potential visitors is a constant problem for many BNI members. Some take the easy option and head straight for an online directory, while others go to incredible lengths to find a visitor. Often spending hours without success. It’s no wonder they give up and stop looking.
But, these members are missing an easy trick: people they already know!
BNI is a word-of-mouth organisation, but as soon as visitors are mentioned members seem to forget the people they know and instead start cold-calling. It never ceases to amaze me.
Anyway, back to my easy trick. Well really it is an idea I heard from Dinah Liversidge.
Just look at the address book on your mobile phone – these are your closest contacts. Have you invited them all? If not, then there are your next visitors. If yes, well the next question is, have you asked them for a recommendation? Do they know a good, whoever it is that you are looking for, to invite. These people are your ‘Trusted Third Party’ contacts: they come recommended and so do you.
So, if you are finding who to invite difficult, just get out your mobile phone and start making those calls.
Please let me know how you get on.
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