I joined BNI in December 2014 and since that time have completed 59 one-to-ones, which I’ve been told is quite a significant number. At the time of my joining BNI Metro; Rob, the President at the time said that we should ‘do a one-to-one with everyone’. So, I thought that was what everyone did. I simply set my goal to do that. I have conducted one-to-ones with every member of my chapter; building a rapport with our chapter’s members and creating a level of trust and understanding that is mutually beneficial.
My husband Paul and I bought our business – Platinum Laser (then LaserArt)– in April 2012. We provide precision laser engraving and cutting services for corporate, industrial and commercial needs. 2 ½ years after buying the business someone in BNI Metro invited me along to a chapter meeting. I had heard of BNI and was considering joining but it wasn’t until I had the invite (to a central BNI Chapter) that I went along and realised that BNI was the right fit for us in so many ways.
Pam Allen-Baines – BNI Metro, centre black dress, pink/coral jacket/top.
With a father who had been in the American military we grew up with high values of accountability and responsibility as an important part of life; at home and at work. If you commit to a group, there is an expectation that you follow through 100%. I wanted to do things in the correct way when I joined BNI to maximise my experience with the organisation. That meant that I read through all the material that was provided to me, watched videos online and checked out many BNI web resources.
I knew that people may not completely understand what my business was all about – perhaps mistaking us for a graphic designer, sign writer or printer. Our chapter is also a big group, so the only way to get to know everyone was through one-to-ones. By conducting the one-to-ones at my office and taking people through the process of laser engraving and cutting, I knew other members would better understand our operation. That would lead to them being able to better promote Platinum Laser to other people – bringing in more referrals.
Honestly though, it wasn’t all about referrals for me. I wanted to establish stronger relationships with people in my chapter. I also wanted to give business to other chapter members. Part of the reason I joined BNI was that I felt a strong affinity with the organisation’s core philosophy of Givers Gain. I’m in BNI for the long haul and know that the relationships I create now will lead to positives in the future. It’s definitely a case of plant the seeds now and watch the harvest grow.
Being in BNI for me is about creating ongoing relationships. Sure I may have done a one-to-one a year ago but things change in that time. Businesses change and people change. For us, we have re-branded to Platinum Laser and made quite a few changes since December 2014. And, I know, other chapter members have transitioned to new ‘ways and means’ as well. I see one-to-ones as being ongoing in my time at BNI. Just as the relationships are ongoing and so is doing business with members and their contacts.
As a new member I wanted to take all the right steps. Not just in terms of making sure that I got the best out of my BNI membership but also to ensure that my business is well represented by my chapter. I wholeheartedly recommend other BNI members set the goal of doing one-to-ones with everyone in your chapter for 2016. This way you can create meaningful connections with your fellow members, to understand their business so referrals can be given to them. The reality is visiting somebody’s business is kind of like visiting their home. It’s the only way to really get an in-depth understanding about them and their business.
It can also be a lot of fun. Someone bought their child with them to the one on one with his baseball glove to be engraved. They got to see how engraving works on a personal item, which is very cool (and unique) process. Doing something for free to show them the technical side of our business is all part of relationship building. The cost is easily exceeded by the benefit.
I have engaged a brand consultant/designer, web designer and a business coach via BNI and learned such a great deal through them all to shape and form our new brand – Platinum Laser. Hearing weekly updates, stories and challenges from our chapter members at weekly meeting is essential to the growth of our business and for me as a new business owner. BNI is now part of our sales and marketing strategy for the year and the return on investment makes it more than worthwhile.
Pam Allen-Baines, member of BNI Metro and co-owner of Platinum Laser
