We are just about half way through the current BNI term so there is a chance that the group might be getting used to your presentations. Its time to start upping the ante a little. On a presentation skills course I attended years ago I was told that a visual prop is one of the most powerful ways of being remembered. Since I can't remember anything else from the course I assume it to be correct. It might take a bit of effort -- but try and get your hands on a lump or iron or metal to bring to this weeks presentation.
I have here before me a lumb of iron. Can anyone tell me how much it might be worth?
Its probably worth about ten euro. Has anyone any idea as to how we could make more money out of this lump of iron?
Well we could melt it down and turn it into horse shoes. It might double in value. Can anyone think of how we could make more money out of it? Maybe turn it into screw drivers its worth 250 euro. Go again - melt it down and turn it into needles and it is worth more than 3,000 euro. Think we could make more out of it?
How about we turn it into balance springs for watches and it becomes worth more than 250,000 euro.
Can anyone think of anything else that has potential to generate 250,000 euro worth of business?
[wait for someone to suggest their BNI membership ]
Thats right. But is everyone's BNI membership worth 250,000 euro? No. Some people's is worth 10 euro. The only problem is - you pay more than 60 times that to have it. In other words - your BNI membership has potential - it is up to you how much you make of that potential.
Friday, June 27, 2008
Friday, June 13, 2008
Slot 12: Know, Like, Trust
I wish there was an easier way to break this to you. The BNI is a bit of a sham. Unfortunatly - many of you may have been under false impressions. Perhaps you thought that the little brown referral slips were part of the secret to getting more business by word of mouth. Perhaps you thought it was the business card folder that made sure new clients came your way. You might even have thought that your lapel badge was the secret to networking success.
In reality - none of that is true. You see - people are people and all the BNI does is to put some structure around what happens 'in the wild' naturally. In truth, we all get referrals every day and we pass them on to people who wouldn't know a BNI meeting if it hit them in the face. So lets think about how referrals work 'au natural'.
1) You get to know someone in a pub, playing sport or just through friends. They seem like an amiable type and after a few more meetings you start to ...
2) ... like them. You organise a few social events together. Hang out or maybe just go for a coffee. After some time you eventually get to ...
3) ... trust them. They seem like a decent type. They turn up to the match on time, know how to play super mario cart on the hardest setting. You have the measure of them.
It is only then that you feel like you can recommend them to someone else. You wouldn't recommend someone you did not know. You wouldn't even recommend someone you did not like. You certainly wouldn't recommend someone you did not trust.
The same is true for the our merry little band. We all know each other because we turn up every week. Ask yourself this question though - how many people in this room do I actually like? More than that - how many people do I trust?
How do you get to like and trust someone? By getting to know them. That is easily done but takes some effort Thankfully this doesn't need to be a chore. A one-2-one is a great way to get going. Better again, when we do organise a social event for the chapter - make the effort to get along so that you can learn to like and trust the members in the group. That can only happen to a certain point stuck behind a table at 7am in the morning. Interaction outside of the room is the real key to generating real referral work in the chapter.
In reality - none of that is true. You see - people are people and all the BNI does is to put some structure around what happens 'in the wild' naturally. In truth, we all get referrals every day and we pass them on to people who wouldn't know a BNI meeting if it hit them in the face. So lets think about how referrals work 'au natural'.
1) You get to know someone in a pub, playing sport or just through friends. They seem like an amiable type and after a few more meetings you start to ...
2) ... like them. You organise a few social events together. Hang out or maybe just go for a coffee. After some time you eventually get to ...
3) ... trust them. They seem like a decent type. They turn up to the match on time, know how to play super mario cart on the hardest setting. You have the measure of them.
It is only then that you feel like you can recommend them to someone else. You wouldn't recommend someone you did not know. You wouldn't even recommend someone you did not like. You certainly wouldn't recommend someone you did not trust.
The same is true for the our merry little band. We all know each other because we turn up every week. Ask yourself this question though - how many people in this room do I actually like? More than that - how many people do I trust?
How do you get to like and trust someone? By getting to know them. That is easily done but takes some effort Thankfully this doesn't need to be a chore. A one-2-one is a great way to get going. Better again, when we do organise a social event for the chapter - make the effort to get along so that you can learn to like and trust the members in the group. That can only happen to a certain point stuck behind a table at 7am in the morning. Interaction outside of the room is the real key to generating real referral work in the chapter.
Wednesday, June 11, 2008
Slot 12: Test and Measure
We are deep into the midst of the BNI season now and there is some chance that the members have become used to your presentation style. They have mine - so it is time to spice things up a little by bringing in some help. I have enlisted a trusty member to help me out. I start a lot of my education slots with questions. This one will be no different except I have primed Dave to stand up and give a full explanation of his answer complete with hand hand gesticulations.
James: Has anyone heard of the term test and measure?
Dave: I have James. It refers to a commonly used marketing practice aimed at improving business processes.
James: What does that mean?
Dave: Well, sometimes, when successful it can be hard to know what you did right. Trying this and that randomly can make it hard to figure out what tactics are successful and which ones should be binned. By testing a strategy to generate more business and then measuring the results you can decide whether or not you should keep up with it.
James: So give me an example.
Dave: Well a good example might be how we have been sending out letters to invite visitors along.
Now it is time to flip back to Everybody has a Number and step through the process of sending out a letter. You should have had a few people try the technique and now is a good time to ask how they got on. How successful was it. What made it work for some and not for others etc. At the end - you can decide whether or not to keep going with it - or ditch it.
James: Has anyone heard of the term test and measure?
Dave: I have James. It refers to a commonly used marketing practice aimed at improving business processes.
James: What does that mean?
Dave: Well, sometimes, when successful it can be hard to know what you did right. Trying this and that randomly can make it hard to figure out what tactics are successful and which ones should be binned. By testing a strategy to generate more business and then measuring the results you can decide whether or not you should keep up with it.
James: So give me an example.
Dave: Well a good example might be how we have been sending out letters to invite visitors along.
Now it is time to flip back to Everybody has a Number and step through the process of sending out a letter. You should have had a few people try the technique and now is a good time to ask how they got on. How successful was it. What made it work for some and not for others etc. At the end - you can decide whether or not to keep going with it - or ditch it.
Wednesday, June 4, 2008
Slot 11: Strength vs Weakness
In any group of people there is bound to be some friction. This is also true for a BNI group but sometimes it is just down to perception.
Can you give me a couple of the duties and responsibilities. Can you suggest a few of them.
You will get some of the following:
Of course it is not. I am comparing my strength - (my right hand) with his weakness (his right hand). In a similar way - it is worth remembering that before getting annoyed with other members for not bringing referrals or visitors - to consider what strength they do have. Everyone brings something to the table.
Can you give me a couple of the duties and responsibilities. Can you suggest a few of them.
You will get some of the following:
- Turn up on time
- Give referrals
- Bring visitors
- etc
Of course it is not. I am comparing my strength - (my right hand) with his weakness (his right hand). In a similar way - it is worth remembering that before getting annoyed with other members for not bringing referrals or visitors - to consider what strength they do have. Everyone brings something to the table.
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