Saratoga Country ClubBNI Presentation Top 6 Ways to UpLevel Your BNI Experience
Why are Referrals Important • “Two-Thirds of all economic activity in the US is influenced by personal recommendations… yet only 18% of businesses have a referral program in place.” Source: eMarketer • “There is a strong correlation between a company growth rate and the percentage of its customers who recommend it.” Source: Harvard Business Review
Top 6 Ways to UpLevel Your BNI Experience • Use the Givers Gain Philosophy • Consistently Do Effective 1:1s • Train your Sales Force Properly • Fill the Chapter with your Power Partners • Create Co-Marketing Opportunities with Your Power Partners • Be a Good BNI Citizen
Use the Giver’s Gain Philosophy • Givers' Gain is the belief that when (business) people set goals to help others and honestly work to achieve these goals, they usually gained the most out of the experience - through a reciprocal benefit. • The More Marketing You Do, The More Business You Get • The More Referrals You Give, The More Referrals You Get • The More You Help Others, The More They Help You • TIP: What are three ways you can help the members of your BNI chapter today?
Consistently Do Effective 1:1s • Effective 1:1s: • Begin with the End in Mind • Educate Each Other on Your Business – Go Deep • Brainstorm Good Referrals and Power Partners • Ask for Specific Introductions • Non Effective 1:1s • Are One Sided • Don’t Cover Essential Business • Don’t Leave with Action Items • What Consistency Buys You • Builds Your Relationship (Know, Like, Trust) • Check in For New Opportunities • Opportunity to Give Back • Brainstorm New Ideas
Train Your Sales Force Properly • Objective of your presentation: Train Your Sales Force To Be Able to Identify a Potential Prospect or Power Partner and Create a Connection • Presentation DO’s • Keep your presentation engaging • Spend approximately 1 minute per slide and DO NOT exceed 10 Minutes • Use the KISS Method • Use examples or customer testimonials • Use Strong Graphics or Props • Educate the audience on how to identify a referral partner or power partner • Leave time for questions and testimonials • Schedule 1:1s after your presentation • Ask for Referrals!
Train Your Sales Force (Cont.) • Presentation Don’ts • Do not tell them HOW you do something or the intricacies of your work • Do not use more than 10 slides • Do not go over your 10 minutes • The “Sales Force’s” Job • Pay Attention and Think “How Can I be A Good Sales Person for Bob?” • Immediately fill out the handouts • Think of every potential power partner or referral that could fit the presenters description and facilitate an introduction
Fill the Chapter with Power Partners • Who is Your Target Buyer? • Who are Potential Power Partners with The Same Target Buyer? • List 3 Potential That Would Be Great • Go Find Them and Bring Them to BNI • Other Networking Events • Advertisements
Co-Marketing With Power Partners • The Money is In The List • Pull Together Your Lists • Create Co-Marketing Opportunities • Direct Mail • Internet Marketing – Email Blasts etc. • Joint Events
Be a Good BNI Citizen • Know, Like and Trust…. • Follow Up on All Referrals • Send a Substitute if You Are Absent • Keep People’s Marketing Materials on Hand – electronically or print • Bring Guests • Take a Leadership Role • Most of All…Be An Active Participant
Conclusion • Write down the top 3 ways you will take your BNI Role to the Next Level • Use specific numbers and deadlines • What are three things you can do TODAY before you leave this meeting. • Questions?