Do you have at least three visitors attending your meetings each week?
If your answer is ‘no’, then what’s the reason?
Your chapter may be at a steady size and now you feel visitors aren’t as important as they once were. You may be happy with the dynamic in your chapter and perhaps have become a little complacent.
The reality is that the most successful chapters are those that are constantly inviting new people to come along to BNI. Visitors mean more business for everyone, more prospective members, more energy at meetings and most importantly more referrals.
Some important notes on how to successfully approach, invite and introduce potential new members to BNI follow…
Don’t make the mistake of just brainstorming categories of businesses that your members want to introduce to the chapter because they feel they could provide referrals. How will this attract a new businessperson to your group? It’s not about what you get; it’s about what you give. Remember our core philosophy of Givers Gain?
So turn this around and offer visitors a great business proposition: One that they can’t refuse. Take a step back and start with what you can give a visiting businessperson. Frank Ansell, a BNI Director Consultant in Auckland, offers a great approach and some straightforward tips that your chapter should try (on the phone or in an email) if you don’t already have something that’s working successfully for you.
- Let visitors know that the KEY BENEFIT of being a member is that you can get more business through referrals – open your conversation with this. If you meet someone and find that they’re running a business, the key thing to ask is “Are you interested in getting some more business?” If yes (and what businessperson doesn’t want more business), then explain ….
- WHICH MEMBERS IN THE CHAPTER WOULD BE ABLE TO PASS SOME BUSINESS LEADS TO THEM? For example, for an architect, you can explain that your chapter has a builder, electrician, plumber and landscaper who all deal with clients looking for architectural design. In fact, they’ve been looking for an architect for a while so that they have someone that they know and trust who they can pass referrals to. Immediately they will begin to see what their business will GAIN from BNI.
- If they’re keen, you want to TELL THEM THAT YOU’LL BOOK THEM A SPOT at the meeting and get them to commit to attending the next meeting (if they can’t make it, then the following one). That way, they’re less likely to just not turn up. Don’t forget to follow up with meeting details by text if possible to ensure it is easy for visitors to get to your chapter.
- Try Frank’s approach and see how’s this works for your chapter. Each member should be inviting visitors on a regular basis – if you do this weekly, it will become second nature. Make visitors a business proposition they can’t refuse and watch your chapter grow.
