When you are thinking about how to find referrals for other members what is the most valuable tool that BNI provides for you to achieve this?

Seek responses and repeat one or two. Then continue by saying….

Those of you who said the “Dance Card” were correct. The single best BNI tool for knowing how to find referrals for individual members is the Dance Card.

So, let me ask how many of you have done a dance card this week? Let us see who has been doing Dance Cards during the last week. Will you stand please if you have done a Dance Card during the last seven days?

Lets first congratulate these members! (lead with some applause)

So now I want you to turn to the person next to you and confirm when you last had a Dance Card with them. Go on, do it right now.

Wait for them to do it.

And now I want you to turn to the person on the other side of you and do the same please?

Wait for them to do it.

How many of you were not able to say when you had the last dance card? Show of hands please?

Let me now ask you, how many of you have had something change about your business during the last 6 months? A phone or fax number, new email address, new street address, new staff member, new product or service, totally new business direction, new partner?

Show of hands please?

So, what chance do you have of being able to accurately know what to look for if you don’t do regular Dance Card appointments?

Please take out your BNI Card File? That’s right, take it out right now?

Now please take out of it one card for every member with who you have not had a Dance Card appointment over the last 6 months.

The challenge for you now is to use those cards as reminders to book Dance Card appointments with every one of those members before next weeks breakfast.

The Referral Master®

The purpose of this workshop is to highlight the importance of Inviting Potential Members.

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

In the last month, how much time – in hours – have you spent inviting business people to visit your chapter?

Wait for responses and then say….

Write that number down.

Now write the time – in hours – from the last workshop that you spent in Dance Cards last month.

Now add the first number to the second.

Can I have some feedback on the total number please?

Wait for responses and then say….

Now you have the total number of hours you spent on “out of chapter” WOM activity in the last month.

Now, ask the group whether they really think that is enough to ensure their WOM Marketing will work?

Can I have some feedback on whether you think that is enough to get you the results you want?

Repeat some of the responses.

Then say ….

Research amongst successful BNI members who actively work a WOM Marketing Plan shows that they spend at least 2.5 hours per week on Dance Cards and Inviting Guests. The KEY word there was WORK!

Then ask the question….

How serious are you about WOM Marketing?

The Referral Master®

The purpose of this workshop is to highlight the importance of Dance Cards.

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

In the last month, how many dance cards have you completed?

Write that number down.

Now multiply the number of Dance Cards completed by 0.75 (which equates to 45 minutes for a dance card).

Now you have the number of hours you spent on “out of chapter” Dance Card WOM activity in the last month.

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

Can I have some of the final numbers?

Now, ask the group….

Do you really think that is enough to ensure your WOM Marketing will work?

Repeat some of the responses.

Then tell them that

Research amongst successful BNI members who actively work a WOM Marketing Plan shows that they spend at least 1.5 hours per week just on Dance Cards – that’s at least 6 hours a month.

Then ask the question….

So I ask again, how serious are you about WOM Marketing?

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 importance of Dance Cards.

Requirements: – Sheet of paper for each member.

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

How many members are there in this chapter?

Write that number on the first line of the sheet of paper.

In the last month, how many dance cards have you completed?

Write that number down on the second line of the sheet of paper.

Now multiply the number in line 2 by 0.75 (which equates to 45 minutes for a dance card).

Now you have the number of hours you spent on “out of chapter” Dance Card Word Of Mouth (WOM) activity in the last month.

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

Can I have some of the final numbers?

Now, ask the group whether they really think that is enough to ensure their WOM Marketing will work?

Repeat some of the responses.

Research amongst successful BNI members who actively work a WOM Marketing Plan shows that they spend at least 1.5 hours per week just on Dance Cards.

Then ask the question….

How serious are you about your WOM Marketing?

from The Referral Master

Purpose: To highlight the need to prepare for Dance Cards.

Requirements: – 0.

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Start by telling the members that…..

This week we are continuing the focus on Dance Cards.

Then ask the members the question…..

When is the best time to schedule a Dance Card?

Field the answers and repeat a few. Make sure that you get at least 2-3 suggestions!

Repeat some of the suggestions and ask..

Why is that the best time?

Field answers, repeating some!

Now ask the question…

How long should a Dance Card last?

Now I want to suggest some guidelines for scheduling your Dance Cards.

1. The best time is what works for you.

2. For most people morning is the best, before you get started on the day’s tasks.

3. Recommended time is 45-60 minutes.

4. Make sure it is recorded as a formal appointment in your diary – this gives it the importance it deserves.

5. Avoid “back to back” Dance Cards, as the second person never gets the same focus as the first.

6. Be prepared with your list of questions.

7. Take notes.

8. Thank the other member for their time – maybe even send a thankyou card

9. Book a return Dance Card for them to ask about you.

10. Have fun.

The Referral Master®

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 need to prepare for Dance Cards.

Requirements: -Nil.

—————————————————————————–

Begin by telling the members that….

This morning we are focussing on Dance Cards

Then ask them the following question.…

How many questions do you think would be worth asking at a Dance Card?

Wait for answers and repeat some of the better ones. Then say…..

From my perspective a minimum for the first Dance Card would be 25!

Now ask them…

What specific questions do you ask when you meet for a pre-arranged Dance Card? Remember this is a formal business appointment.

Wait for answers and repeat some of the better ones. Then tell them that……

One of the best ways to learn, in any situation is to ask questions.

Being prepared for a Dance Card appointment, with some questions to ask, is important.

Why do you think that might be?

Wait for responses and repeat some of them.

Summarise by reading out the following…

Dance Cards are mandatory if you want to maximise the BNI programme!

Being prepared is simply a courtesy to your fellow BNI member.

The Referral Master®

What you say out loud to the group is in larger type in bold.

Purpose: To highlight the purpose of a Dance Card.

Requirements: – 0.

**************************************

Start by asking the members…

What is your purpose in doing a Dance Card?

Field some of the answers and repeat 2 or 3 back to the members.

Then suggest to them that….

Some of the reasons for doing a dance card are….

1. To update your knowledge on the other chapter members

2. To be better able to practice Givers Gain

3. To demonstrate your commitment to the other members

4. To ensure others are up-to-date on my business

5. To receive WOM Marketing ideas from other members

Now ask them….

How long are your dance card appointments?

Field some of the answers and repeat 2 or three back to the chapter.

Continue discussion till you get some sort of consensus from the members. Then ask them…

Under what circumstances would you cancel a Dance Card appointment?

Field some of the answers and repeat 2 or three back to the chapter. Now say….

Does this mean that a Dance Card appointment is not as important as a normal client appointment?

If so, then does this mean that you class your BNI chapter and its members as having less value than an existing client or promising new client?

Remember that the value you place on your BNI Chapter and its Members will exactly equal the value you receive from the Members and the Chapter.

So, now tell me how important is a Dance Card appointment?

The Referral Master®

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