There are a number of strategies you can use and each has its own merits, depending on where you chapter is in its growth cycle – a large chapter will have a different approach to a small chapter that might be struggling to make up the numbers.
The first thing to bear in mind – for big and small chapters – is that when you invite a person to your BNI you are not inviting them to become members (that is a decision for the membership committee).
The moment you understand that, inviting people becomes so much easier, because all your job entails is inviting them along to a networking breakfast.
The following wording might be useful: “I’d like to invite you along to my weekly breakfast networking meeting next week – you might get to meet potential customers and learn something. On top of that the coffee and cooked breakfast are a pleasure.
“Normally we’re a membership organisation, but we’re encouraged to bring visitors. Would you like to join me?”
Some tactics for encouraging visitors include:
Visitor’s day: Your chapter sets a date in the future and encourages everybody to invite at least five (preferably ten) to the meeting. It’s a numbers game. A good tactic for small chapters struggling to make up the numbers.
A lady’s only day: I introduced this idea to my chapter because were so male dominated. It made some members thing about their client’s and colleague’s wives (people who aren’t normally on their radar). I’m pleased to say we now have a handful of excellent woman members and their numbers are growing. Good for male dominated chapters, or visa versa.
Roster invite responsibilities: The leadership team sets up a roster and nominates two or three members each week whose responsibility it is to bring a visitor the next week. A good tactic for large chapters.
Visitor games: Some chapters have set contests for who can bring the most visitors over a specified period, usually involving a prize. But once somebody gets out ahead, the other members lose interest. Still fun and I’ve seen it work.
The direct sales approach: One chapter I worked with had a couple members visit local businesses in the area and give them invitations to a visitors morning. This ‘meet the neighbours’ approach can be extremely effective. Good for a visitors day.
Category recruitment: Identify four or five hairdressers in your area and invite them all to the same breakfast. This introduces a competitive element to the process and almost always succeeds. If you get two people applying for one category, refer the unsuccessful person to another chapter (and give the other chapter their contact details so they can initiate contact.
What ideas do you have?
2 comments
Excellent article.
The ideas have been around for a long time, but this article has made them appear fresh.
Thank you for sharing.
Thanks Riyaz – it’s true there’s always something good that comes out of going back to basics.
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