BNI Blog » Benefits of Membership

Are You Having Fun?

Geoff Kirkwood — Sun, 13 Feb 2011 23:26:08 +0000

This is a 2-3 minute activity that involves those at the meeting. You will need to read it through beforehand and be prepared. What you say out loud to the group is in larger type in bold.

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The purpose of this workshop is to highlight the value of enjoying what the members do.

Ask the chapter the following question and repeat some of the responses.

Give me a show of hands please from those people who genuinely see BNI as a FUN organisation?

Ask those who raise their hands for some specific examples and repeat them to the group.

From my perspective the old question “if you are not making money and not having fun then why are you doing it?” is very relevant.

So this morning, for 90 seconds I want you turn to your neighbour and tell them what things you do to have fun in your business.

When time is up, seek 1 or 2 responses.

Then say……

Ralph Smedley, the founder of Toastmasters International is well known for saying “we learn best in moments of enjoyment” so if you aren’t enjoying your BNI experience you are limiting its value.

Ivan Misner, the founder of BNI is reported as saying “if you have to get up as early as 5.30 am to go to BNI 49 weeks a year you better be having fun”.

So remember that while business is a serious matter that doesn’t mean you shouldn’t have fun as well.

The Referral Master®

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Mini Workshop – Benefits 006

Geoff Kirkwood — Sun, 07 Mar 2010 19:32:58 +0000

This is a 2-3 minute activity that involves those at the meeting.
You will need to read it through beforehand and be prepared.  What you say out loud to the group is in larger type in bold. 
Purpose: To highlight the Givers Gain philosophy.
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Start by asking the members…..

I want you all to think about how much potential business there is in your category?

How much business, even just in this country, is done each year in the category that you represent?

Call out to me some answers please? Is it $100, $1,000, $100,000, $1 million, $100 million, $1 billion? Just how much is it?

Repeat some of the answers as well as nominate the category they represent.

Now tell me what percentage you think that you are getting?

Call out to me some answers please?

If you nominated a figure that was less than 100%, does that leave you room for business growth in your business?

So, what is your philosophy about business?

Is it one of scarcity or one of abundance?

If it is scarcity, then you will have difficulty making the BNI philosophy work for you.

However, if it is one of abundance, then there is enough for everyone and you can easily get your share, whatever you perceive that to be!

How, I hear you ask?

In the words of that famous American speaker, Zig Ziglar ……

“You can have anything you want, simply by helping enough other people get what they want!”

Zig would have made a great ambassador for BNI.

The Referral Master®

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Mini Workshop – Benefits 004

Geoff Kirkwood — Sun, 21 Feb 2010 11:57:21 +0000

This is a 2-3 minute activity that involves those at the meeting.
You will need to read it through beforehand and be prepared.  What you say out loud to the group is in larger type in bold. 
Purpose: To highlight the value of delivering more than you promise.
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Ask the chapter the following question….

Give me a show of hands please from those people who give more than they promise to their clients?

Ask those who raise their hands for some specific examples and repeat them to the group.

Now I want you to partner with the person next to you and brainstorm for 90 seconds two things that each of you could offer as extras.

When time is up you say……

Can I have some examples from one or two people?

Let them speak briefly and then say…

I want you all to write out during the week, a list of the things that they will begin to offer and then I want you to share in your 60-seconds next week.

The Referral Master®

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Mini Workshop – Benefits 003

Geoff Kirkwood — Mon, 15 Feb 2010 05:43:39 +0000

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Ask the chapter the following question…….

Give me a show of hands please from those people who have a guarantee that they offer to their clients?

Ask for some specific responses and repeat them to the group. Then say….

The following are examples of guarantees that not only work – they actually bring in extra business.

Italian Restaurant – If we don’t offer the best service you have had in an Italian restaurant, the meal is free.

Carpet Cleaner – The cleanest carpets you have ever had, or your money back.

So now I want you to partner with the person next to you and brainstorm for 60 seconds a guarantee that one of you could offer.

When time is up, seek 1 or 2 responses.

Now I want you to write out during the week, a guarantee that you can share in your 60-seconds next week.

The Referral Master®

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Mini Workshops – Benefits 002

Geoff Kirkwood — Sun, 07 Feb 2010 19:45:01 +0000

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Ask the chapter the following question…….

What do you say when someone asks “what do you do?”

Responses please?

Repeat some of the responses and then highlight how some of the responses are “same old same old” and don’t inspire further conversation – e.g. the response… “I’m a florist” or “I’m an accountant”

Now you give them several responses that would provoke some further conversation.

Listen to what some BNI members are saying when asked that question.

The Financial Planner said “I help people to retire rich!”

The Real Estate Salesperson said “I put other people’s money in your pocket!”

The hairdresser who says “I fix $5 haircuts!”

So what could you say when asked that question? Take 40 seconds to write down a possible response for your business category.

Now call for responses and repeat 1 or 2 good ones.

Finish by saying…

In BNI we call them Memory Hooks.

But they are not only for your 60-seconds. They can be used anywhere.

Please give me some suggestions on where else they can be used?

Wait for responses and repeat 1 or 2. Then say…

Let’s all get a little more creative about our Word-Of-Mouth Marketing.

The Referral Master®

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Mini Workshop – Benefits 01

Geoff Kirkwood — Sun, 31 Jan 2010 18:31:00 +0000

This is a 2-3 minute activity that involves those at the meeting.

You will need to read it through beforehand and be prepared.  What you say out loud to the group is in larger type in bold.

Purpose: To examine the difference between features and benefits. Need: – 0.
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Start by saying…..

This morning we are looking at what you are selling.

So please, can I have some responses to the question… “what are you selling?”.

Wait for responses. You will probably get answers that nominate the person’s product or service. Yet this is not what they should be selling if they want to succeed. Then ask the following question…

Is that what people buy? Your product or service?

Wait for responses and nominate one or two. You may get someone who actually understands and gives you a description of the potential result rather than the product/service.

Now highlight the focus of this workshop.

Clients respond to and buy what your product/service will do for them. This has often been called “selling the sizzle… not the steak!”

So what do we need to concentrate on? Establishing what your product/service does for clients and then focus all your marketing activity on those things.

Particularly in Word-Of-Mouth Marketing.

And especially when you do both your 60-seconds and your 10 min presentation.

So let’s get some feedback now on what you are selling?

Repeat one or two of the better responses.

So, when next someone asks “what do you sell?” tell them in terms of what the result will be!

The Referral Master®

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Ethics is important protection for all parties in business

Colin Kennedy — Wed, 08 Jul 2009 02:29:37 +0000

Tough times increase consumer risk as suppliers seek to cut costs and undercut, but people can protect themselves by basing their buying decisions off recommendations from reliable sources.
For example, it’s not uncommon for some companies to under-quote to get the business and then come back for more money later on.
There’s also the risk of some suppliers cutting corners to reduce costs. They don’t do their long term business prospects any good, but it’s the customer that takes the immediate loss.
Here are five tips which will help people be more vigilant.
1. Ensure you receive a written quote that covers everything (no hidden surprises).
2. Get three quotes.
3. Ask for a guarantee and be clear on what the guarantee covers.
4. Seek only to do business on recommendation.
5. Request testimonials which quote the full name of the person or company giving the reference.
It is particularly important that you ask for recommendations. When somebody gives you a recommendation they’re putting their own reputation on the line, thereby reducing your risk.
Within BNI, we know that companies only become members after being vetted by the existing members of the networking group. Thereafter members will actively refer business to that company for as long as they continue to do a good job.
The price they quote is also the price they are expected to charge and our induction process actually requires each new member to make the BNI commitment in front of the chapter.
The BNI Code of Conduct offers a good, vigilant formula for selecting quality suppliers:
“Upon acceptance to BNI, I agree to abide by the following Code of Ethics during the tenure of my participation in the organisation:
1. I will provide the quality of services at the prices that I have quoted.
2. I will be truthful with the members and their referrals.
3. I will build goodwill and trust among members and their referrals.
4. I will take responsibility for following up on the referrals I receive.
5. I will display a positive and supportive attitude with BNI members.
6. I will live up to the ethical standards of my profession.”

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