January/February 2007
Art of NetworkingBusiness Like Bubbles
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| Photos by Joe Rougraff, www.capturethemomentphotographyllc.com |
I decided to do my first 10-minute presentation with a visual on advertising and its long-term benefits—with the example of advertising in Coffee News. I began by placing small bottles of bubbles in front of each person. Then I asked a few of our BNI members to begin blowing bubbles.
"This is your advertising in the beginning...as it takes time to build readership." I said. I had more and more members start blowing bubbles.
Then I turned on a bubble machine, which filled the room with bubbles, bubbles, and more bubbles. I then said, "This is like your Coffee News advertising: The longer you advertise, the more people in the community see it. Like exercising, the longer you do it, the better the results." I suggested that advertising in Coffee News is like handing out thousands of business cards each and every week.
Kay Kibbe, BNI Dreamaker Chapter, www.northtexascoffeenews.com
The Greatest—and Most Unexpected—Referral
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| Vincent & Yuen with trophy for the Highest Referral Given |
Vincent Khoo, the interior design and renovation contractor in my chapter, gave me a referral one morning. I wasn't really very excited, as it was just another referral. In the highly competitive finance market, the chances of securing a project financing deal are usually very slim. But I was totally wrong—and was very happy to be wrong!
After submitting my proposal, Vincent arranged for me to meet with the company's finance team to explain the proposal. He even arranged for lunch with the company directors. Throughout the process, Vincent gave his strong recommendations and glowing testimonials. Without this direct support, I am sure I would not have secured the deal.
I was top of the world when I finally signed the RM10,000,000 (US$300,000) agreement for the project financing.
This is perfect example on how a BNI member can go out of his or her way to help a fellow member secure business. Well done, Vincent! You make us all proud to be a part of BNI.
Yuen Mun Yew, Secretary Treasurer, BNI Success Chapter, Penang, Malaysia
Chapter Pulls Together to Help a Member Win Big!
As an independent Mary Kay Skin Care Consultant, I was challenged by my National Sales Director to give facials to 100 new people between August 1st and October 31st. My Chapter, BNI Airport, immediately began helping me find "faces." Every week when I walked into the meeting they asked me, "How many faces are we up to?" They kept me excited and motivated to reach this goal!
On the morning of October 31st I still needed three faces. My chapter came up with two. Some members called me throughout the day to see if "we" were done yet and what they could do to help. At 9pm that night I finished my last face. Two days later I left for Atlanta, GA, to enjoy my day relaxing at the spa and shopping, which I won for completing the challenge.
The Airport Chapter contributed 57 of the 100 faces needed for my challenge! I couldn't have done it without my BNI chapter.
Crystal Barr, BNI Airport Chapter, Pittsburgh, PA
Accolades for MSP 2.0
I just wanted to thank you for the recent BNI Member Success Program, version 2.0. The ideas and strategies presented are right on target to empower members to get more specific about the referrals that will help their business become more profitable. It became crystal clear that the best way to do this is to ask for a personal introduction to the actual person that can send you multiple referrals, regardless of the type of business. The steps that described the right way to handle a referral were also extremely helpful, and should turn more referrals into clients.
I am looking forward to using the information learned at the training to increase the profitability in both my business as well as the businesses of the other members. As a founding member and current President of the Brownsboro Rd. Chapter, I found great value in the training and would highly recommend all BNI members attend.
Michael H. Smith, CMFC, Waddell & Reed, Inc.
MSP 2.0: Getting In-Sync with BNI's Referral System
I enjoyed the MSP 2.0 training and was able to relate a lot of it to my BNI Group. I now understand why some of my own thought processes about referrals were wrong. I had been only thinking on a Tier 1 level and assumed that most all of my referrals would only be coming from within the BNI group.
This thought had led me to believe BNI was a group purchasing goods and services from each other—which is definitely NOT the case. The referral confidence curve got my train of thought in sync with BNI. I also see with the amount of Tier 1 referrals I have had so far, BNI could be the start of major business success.
I also absorbed the 60-Second Commercial Outline Part IV (The Ask) like a sponge. This helped me think in more precise terms of what I am looking for in referrals and how to present it to my group.
Prior to this training, I thought my 10-minute presentation should show how to be a jeweler. The fact is, I should talk about my services (LCD) and provide information that equips our BNI group to provide service-oriented, well-targeted referrals and recognize when they are in the midst of a good referral for me.
Bill Carrico, Carrico Jewelers, BNI Tennessee
New Member Experiences Startling Results
Landmine Design, a web site development and graphic design company since 1999, joined the Canton 4 BNI Chapter about a year ago. Involvement led to increased business and good referrals, so the owner decided he wanted the company to be represented in another BNI Chapter. Landmine Design hired me in February 2006—and I filled Canton II's open spot in July 2006.
I was accustomed to attending meetings and interacting with all types of business professionals but I really got excited by BNI's effective referral process. For the next few weeks, I talked about our company in 60-second Commercials and gave a few Tier 1 and Tier 2 referrals. I also scheduled at least one Dance Card per week to meet with my new business associates/sales team. By the fourth week the referrals started coming my way. By September I had brought in over $12,000 worth of new business to Landmine Design and was incorporating the techniques learned in the BNI process to all aspects of my marketing plan.
I continue to give and receive referrals on a near weekly basis and have started to invite other business owners that I know to visit our chapter. We currently are about 35 strong and are looking for growth in the new year. BNI works for us because we apply the methods BNI provides through the organization's guidelines.
Thanks again for all BNI does to help businesses learn about networking and the rewards it can bring.
Jan Rad, Marketing Director, Landmine Design, Inc
I'll Grow Yours; You'll Grow Mine
I joined BNI in April 2006, and it has helped me become very successful. I run a Valvoline Express Lube, and I have picked up 200-225 new customers because of BNI.
BNI has been the most successful organization I have been associated with to help grow our business and at the same time help someone else grow theirs.
Larry Norris, St. Joseph (Missouri) Chapter
