It’s fair to say that over the period of the pandemic, BNI attendance rates and the use of subs has fallen away. Attendance has started to come back towards pre-pandemic levels, but the use of subs hasn’t yet re-established itself as a habit for all members yet.
We need to start the conversation about the use of substitutes, so they become part of normal BNI behaviour again over the next few months. It’s important to start this conversation now because we are leading into the Christmas and post New Year where even in normal times, we can see attendance become patchy. We don’t want this to happen just as attendance rates are coming back to normal.
This week’s education is based on a blog post on the BNI New Zealand Blog by David Wimblett with some adaptions of our own. It is a gentle conversation as to the “WHY” of substitutes, not chapter and verse as to the rules and polices about substitutes. There is a FAQ in the presentation that you can present if it feels appropriate.
Do I have to have a Substitute?
Over the years this question as often been made. In truth, the answer is ‘No’, especially if your absence level is within the usual 3 in a rolling 6-month period. But what’s truly important is why does BNI want you to have a great sub?
Well, the answer is simple and, what’s more, it’s to help your business succeed.
A Blank Advert
Now imagine this. You have booked and paid for a weekly advert in a local magazine. Why? So, that you can grow your business and get more new customers. If one week the magazine ran a blank advert for you, what would you think? They must be mad. You are losing possible business. You want your money back. Plus, I expect a fair bit more. Now imagine if no one is at your meeting for you. No substitute. If you think, but that’s not the same, you are dead right. But I doubt that you are thinking it is far, far worse.
Of course, people will miss your advert (Weekly Presentation/60 Seconds), visitors will totally miss you, and you will miss your fellow members’ adverts, feature presentations, plus more. But the real damage is that you will be losing future business (referrals) because people will wonder if you are reliable. If they recommend you to a good contact, can they guarantee that you will turn up? And the answer is no. Now, before you say that’s not true – people know me – I’m not talking about the people who know you well, who know that this isn’t habitual behaviour; I’m talking about new contacts and new business. So, if your main reason for being a BNI member is more business, then brilliant substitutes will help you very much indeed.
Who Do I Ask?
If you had a regular scheduled important meeting with one of your clients, suppliers or staff member, and you were unable to attend what would you do? Would you cancel the meeting or send a substitute, who knows all about you, in your place and the meeting continues as normal?
If you are sending a substitute who would you send:
A) Someone random who knows nothing?
B) Someone you have sent before, who really does not know anything but at least keeps the meeting going?
C) Someone who really knows you and will represent you well at the meeting?
It’s obvious really…
Substitute FAQs
1) Should I register my sub in the BNI App? Yes – you can now register your substitute as a sub and this means the leadership team know you won’t be present and the sub will get attendance reminders.
2) If I register my sub and they don’t show up – is that still an absence for me? Yes, it does, so find a reliable sub who supports. Have them visit with you prior so they know what to expect on the day.
3) Does my substitute have to stay for the whole meeting? Yes, just like any member attending if they arrive late or leave early they will be marked as late in the PALMS reporting.
4) Should I give my sub my Referrals and Testimonials to present in my place? Yes , it show you have still been practicing Givers Gain®.
5) How many substitutes am I allowed in a rolling 6 month period? The BNI Programme Guidelines suggest 3 times per 6 month period.
6) Who is the best substitute for me (in suggested order of priority)? A client who is a raving fan, a work colleague, a supplier, someone who will represent you well, a supportive Partner or Spouse. Someone who regularly substitutes at your chapter should be the last resort, not the first choice for a sub.
