Oftentimes when I query a BNI business associate about what most attracted them to BNI, I get the response that they were immediately attracted to the organization and structure of the meetings. An organized agenda makes sense to lots of folks and takes the random card-passing syndrome out of networking. For many, a systematic approach to the ‘networking’ process is very compelling indeed!
Another of the primary differentiators with BNI from other ‘networking’ groups is the opportunity for education. Every new member takes an introductory course called Member Success Program. The workshop orients them to the primary networking tools and how to adapt these strategies to make the best of their networking commitment.
The topics covered in this educational curriculum have propelled some members 16 months ahead in their understanding of how to make BNI work for them.
Some of the topics covered included:
How to Deliver an Effective 60 Second Commercial. In this discussion, members are guided through an exercise to demonstrate the power of using of the ‘lowest common denominator’ to tell others what you really do, the value you bring and very specifically, how they can help you.
What to Expect from The Referral Curve. In this module, the members are given visuals on the three tiers of referrals. A map showing how the referral curve works and what they should expect as a return on their investment, based on the length of time as a member and type of industry.
How to Conduct an Effective 1-2-1 Meeting. It makes sense to make the best of each opportunity to get in front of a contact, prospect or customer! The strategies and tactics utilized in our 1-2-1 meetings are integral to building visibility, credibility and profitability within your contact spheres. Using four simple documents and sharing the information with your partner will accelerate your relationship building system, not only for BNI, but also for your other contacts and prospects.
How To Give a 10 Minute Presentation that Gets Referrals! In this conversation, members learn the main Do’s and Don’ts in and how to make best use of a short period of time to get their point across. Once again, the educational strategies presented will help master this expanded opportunity to clearly articulate our value proposition to a larger audience.
One of my favorite tag lines is “Never, ever, stop learning!” The BNI formula of Structure and Education are two steps to mastering the art of networking. Whether a new member to BNI or a seasoned pro, make it a point to kick start or refresh your networking tools by attending the next MSP2 Workshop in your area.
©O’Donoghue&Associates, Inc. 2009
The above article may be published, quoted or reproduced in part or in entirety with the following attribution to the author:
Midge Norris is a Marketing Strategist who works with Owner-operated businesses and specializes in Affordable Marketing Action Planning and Implementation. Ms. Norris can be reached at www.marketing2go.com or 800-541-9945.
Monday, September 21, 2009
Subscribe to:
Posts (Atom)
