In my last blog I spoke about the tendency by many people to waffle during their 60 second presentations. The other big mistake is in failing to prepare your sales team properly.
Too often BNI members are asked to look for referrals they are incapable of delivering on, without first being trained and equipped.
For example, here are some referral requests I have heard recently that I know will be difficult to fulfil on:
- Accountant: ‘anybody who is on PAYE’.
- Personal trainer: ‘anybody tired of being fat’.
- Lawyer: ‘anybody who is having issues with a problem staff member’.
Unfortunately, many of these referral requests require that your fellow members pry into inherently personal, emotional and private issues.
Nobody is going to admit openly what their tax issues are, or share their weight frustrations or complain about a problem staff member. Most people keep quite about these things.
People close to us may talk about them, but this makes referral opportunities few and far between.
It is very important that you help us to find you referrals. Use your 60 seconds and your ten minutes and your dances to equip and train your members.
This may include:
1. Teaching us about what cues to listen out for
2. Training us in how to ask the right questions for your product or service
3. Equipping us with a special offer to pass on
4. Using props to give insights into your products or services we never dreamed of
Your fellow BNI members are your sales team. Don’t sell to them. Equip them to sell on your behalf.
