There’s being proactive and then there’s actively thinking on a regular basis about how and who you can invite as visitors to BNI. That means thinking about BNI other than when you are in BNI.
Getting visitors to BNI is the best way of growing a chapter. Each chapter has a target number of members that it needs to reach. We’re aiming for each chapter in New Zealand to be at least 20 – how are you tracking?
As an example, the members at BNI Metro have been particularly proactive. They had a landscaper and architect in the chapter and were actively looking for a renovator/decorator/tradesperson. The group had a competition to see who could be the first to bring such a businessperson into the fold.
Clif Shaw was one of the members searching for such a person and one day heard a radio advertisement from Glenn Tarplett’s company 1 Stop Renovate. He gave Glenn a call then and there, and asked him if he’d ever heard of BNI or was involved in any networking organisations.
Turns out not only had Glenn heard of BNI, but he’d actually attempted to join another chapter previously. This chapter already had a decorator so Glenn was not engaged with any networking group when Clif called. It didn’t take much persuading for Clif to get Glenn to come along as a visitor and join BNI.
At his first meeting Glenn received a referral that’s been worth $12,000 in ongoing business! In his first year at BNI 70-80% of his company’s business came from networking at the chapter. He also gained vital business training and knowledge from other members of the group.
Clif’s proactive searching was a win for Glenn and a win for the chapter.
So what are some tips to get visitors to BNI?
- Invite them to listen to the 10 minute speaker. Note the upcoming speakers and target your efforts to assist them. Mortgage Broker speaking? Pack the room with anyone related to the housing industry.
- Invite them to meet a specific person. There’s nothing more appealing to any networker than a specific target. Who is your guest looking for? Come along – I’ll introduce you. Treat it like setting up any business meeting.
- Ask them if they are growing their business. Businesses that are in a growth phase (that’s most) will be keen to find ways to get their message out.
You’ll be surprised how many people are interested in BNI but just never get the opportunity to visit. Make the effort to invite visitors and watch as your chapter grows and the energy level goes through the roof!
