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Recently National Director for BNI New Zealand Graham Southwell attended a conference for Directors in Australia. There were a variety of fascinating presentations and workshops, but one that really struck a chord for Graham, that he wanted to share with members, related to a new mind-set that is developing amongst networkers.
Out of this presentation came 5 key lessons that can be used to improve your networking skills at BNI. Your Director Consultant may soon be in touch to discuss these in more detail.
- The most important part of the meeting is EVERYTHING that goes on outside of the meeting. Meetings are a time to showcase the end results of your networking over the week, celebrate successes, learn to network better/grow your business and touch base with members. The most successful networkers do the majority of their networking outside of meetings.
- Treat your time asking for referrals during your 60 seconds as a training moment, not a sales pitch. Week after week members become fatigued if you pitch hard to them at every meeting. Do more than to say how awesome you are – tell us about the work you have done.
- Asking to be introduced to ideal referral sources (those that can introduce you to their customers/clients) could get you further than just asking for a referral for business. Also don’t forget to think about people down the pipeline of referrals. It is great to ask for someone who could use your product or service, but you should also ask for referrals to people who can refer you to many potential clients.
- INVITE PEOPLE NOT VISITORS. There’s no such thing as a bad visitor. Keep your mind open about the type of visitors to invite – they can bring in business even if they’re not joining as a member. For example a headmaster of a school in Ashburton has become a great source of referrals for one chapter; a CEO of a Chamber of Commerce is another example and many individuals from not-for-profits.
- Yes, it’s important to state who would be a great referral… but also how members can look for and make that contact for you.Tell them: a)what to ask them b)what to tell them about you c)how they can get them in front of you
Keep your eyes open for opportunities and think about what you will say to these contacts. Think outside the box and remember networking starts from the second you leave a meeting until you return the next week.
