Thanks to Peter for his inspiring talk at our breakfast meeting yesterday (14 Oct. 2009).
The following is an outline of the strategy he discussed.
Two basics that we have to be good at as a Chapter to be successful in BNI:
1. Being good at inviting
2. Being good at third-party referrals
Referrals are more difficult to find in the smaller Chapters as there is less choice.
Why it’s important to give good referrals:
1. “Givers gain” is important – think of an oven; you have to put fire into it first
2. Member will leave if not getting good referrals
Proactive:
- Taking the initiative by causing something to happen rather than waiting and reacting to events after they happen
- Planned approach – strategy – technique – method – tactic – deliberate manoeuvre
Biblical guidebook – we need to get good at fishing!
THE PROACTIVE STRATEGY – 3 STEPS:
BEFORE MEETING OR TALKING TO SOMEONE: (if you have a chance to)
- THINK BNI: Customers/Suppliers/Networking
- Pick out one person in your mind who might be appropriate
- Work out in your mind an approach that might work – a strategy, hook and bait that you could use with this person
- Relax, look upon it as a game, a challenge – don’t take it too seriously
- This will subliminally focus your mind into looking out for clues
WHEN TALKING WITH SOMEONE
- Listen and look for general clues – something may come up for a member other than the member that you had thought of
- If nothing comes up, and if appropriate: cast the line; make your play
AFTER MEETING OR SPEAKING TO ANYONE:
- Think about what you could have done better
- Don’t beat yourself up – just notice what you could have tried differently
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