Archive for December, 2012

Education Coordinators Mini – Workshop

How Others Can Help Your Business Part 3

This is a 2-4 minute workshop presented by the Education Co-ordinator or their nominee.
To the presenter: Please ensure that you are familiar with the objective of the workshop and read through the workshop before presenting it. What you say out loud to the chapter is written below.  The italics print is guidelines for you.

Purpose of this workshop: To help members understand, ways their Networking Partners can help their business.

Start by saying……

Over the last 2 weeks we have asked the question: Has anyone ever said to you, “If there’s anything I can do to help you with your business, let me know”?

Most people respond, “Well, thanks, I’ll let you know” instead of being prepared enough to take up the offer by replying “Thank you. Now that you mention it, there are a few things I need”.

Most aren’t prepared to accept help at the moment it’s offered and let the opportunity slip by because they haven’t given enough thought to the kinds of help they need.

When help is offered, it’s to your advantage to be prepared and to respond by stating a specific need and today, I’ll continue talking about systematic referral marketing and the 15 ways people can promote your business. Today we will go through number 11 to number 15 ways of How Others Can Help Your Business. You may wish to write these down:

11. Arrange a meeting on your behalf. When one of your sources tells you about a person you should meet, someone you consider a key contact, she can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time and location for the meeting, but… she will also attend the meeting with you.

12. Follow up with referrals they have given you. Your sources can contact prospects they referred to you to see how things went after your first meeting, answer their questions or concerns & reassure them that you can be trusted. They can also give you valuable feedback about yourself & your products or service, information that you might not have been able to get on your own.

13. Publish information for you. Network members may be able to get information about you and your business printed in publications they subscribe to and in which they have some input or influence. For example, a source who belongs to an association that publishes a newsletter might help you get an article published or persuade the editor to run a story about you.

14. Serve as a sponsor. Some of your sources may be willing to fund or sponsor a program or event you are hosting. They might let you use a meeting room, lend you equipment, authorize you to use their organization’s name, or donate money or other resources.

15. Sell your products and services. The best support that has the greatest immediate impact on your bottom line, is selling your product or service for you. Your network member could persuade a prospect to write a cheque for your product, then have you mail or deliver the product to your new customer. If you do so swiftly and cordially, you may gain a new lifelong customer.

So next time someone says to you, “If there’s anything I can do to help you with your business, let me know”?, you can be prepared to take them up on the offer.

©Copyright 2012 BNI

How Others Can Help Your Business Part 3  - BNI Education

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Education Coordinators Mini – Workshop

How Others Can Help Your Business Part 2

This is a 2-4 minute workshop presented by the Education Co-ordinator or their nominee.
To the presenter: Please ensure that you are familiar with the objective of the workshop and read through the workshop before presenting it. What you say out loud to the chapter is written below.  The italics print is guidelines for you.

Purpose of this workshop: To help members understand, ways their Networking Partners can help their business.

Start by saying……

Last week we asked the question: Has anyone ever said to you, “If there’s anything I can do to help you with your business, let me know”?

Most people respond, “Well, thanks, I’ll let you know” instead of being prepared enough to take up the offer by replying “Thank you. Now that you mention it, there are a few things I need”.

Most aren’t prepared to accept help at the moment it’s offered and let the opportunity slip by because they haven’t given enough thought to the kinds of help they need.

When help is offered, it’s to your advantage to be prepared and to respond by stating a specific need and Over the next 2 weeks, I’ll continue talking about systematic referral marketing and the 15 ways people can promote your business. Today we will go through number 6 to number 10 ways of How Others Can Help Your Business. You may wish to write these down:

6. Nominate you for recognition and awards. Business professionals and community members often are recognized for outstanding service to their profession or community. If you’ve donated time or materials to a worthy cause, your sources can nominate you for service awards. You increase your visibility both by serving and by receiving the award in a public expression of thanks. Your sources can pass the word of your recognition by word of mouth or in writing.

7. Provide you with leads. A source can help you by passing along information she hears about someone who needs the kind of product or service you provide. Following through on such leads–for example, a rumor about a new company moving into the area or a news item about the troubles another business is having–could result in new business.

8. Provide you with referrals. The kind of support you’d most like to get from your sources is, of course, referrals–names and contact information for specific individuals who need your products and services. Sources can also help by giving prospects your name and number. As the number of referrals …you receive increases, so does your potential for increasing the percentage of your business generated through referrals.

9. Make initial contact with prospects and sources. Rather than just giving you the telephone number and address of an important prospect, a network member can phone or meet the prospect first and tell him about you. When you make contact with the prospect, he will be expecting to hear from you and will know something about you.

10. Introduce you to prospects. Your source can help you build new relationships faster by introducing you in person. She can provide you with key information about the prospect. She can also tell the prospect a few things about you, your business, how the two of you met, some of the things you and the prospect have in common, and the value of your products and services.

Next week we will cover ways 11 to 15 on How Others Can Help Your Business.

©Copyright 2012 BNI

How Others Can Help Your Business Part 2  - BNI Education

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Members Details
Dr. Andrew Iggo
Chiropractor and Owner
Fairlight Chiropractic
www.fairlightchiropractic.com.au
BNI Manly Oceanview in the BNI Sydney North Region

Tell us about your business:

World class Chiropractic care focussing on relief of pain, correction of function and maximising the performance of your greatest healing and repairing gift- Your Nervous System. That’s it, we Chiropractors are more than bone doctors or back doctors or crack doctors. We’re specialists in the neuromusculoskeletal system. Nerves, muscle and bones!Remember- if your spine was on your face, you’d take more care of it!

What are your top 3 networking tips?

  1. Always have business cards in your wallet and use them like scrap paper to write info on for others.
  2. More one-on-ones.You never know what sorts of connections another member of the chapter has and how you can create better referrals for them based on what you learn.
  3. Enjoy the process. Learning about people is fun. Connecting with them more fun and helping them succeed and prosper is so rewarding.

What can’t you live without?

Chocolate? No just kidding it’s a regular adjustment for my nervous system. The great challenge for a Chiropractor is that he or she can’t adjust him or herself. Bit like a dentist trying to put in their own fillings- although I think Mr Bean may have tried.

Which Business Book Would Your Recommend & Why?

The E-myth. It sets out all the stages of business and gives you great insights that prevent you falling into the commomn pitfalls.

How Did Your Find Out About BNI & Why Did You Join?

You know it was so many years ago I can’t remember how I found out about BNI. I was a founding member of the Chapter at Ocean view and I think I was contacted by our founding president via email. The best move I ever made was responding to that email and attending my first meeting.

How Long Have You Been a Member For?

I think it’s about 7 or 8 years now.

What Position/s On The Leadership Team Have You Held?

Vice President, Education, Visitors Host

What value & benefit have you or your business gained by being a BNI Member?

Wow where do we start. There’s the cammeraderie, collective positive mindset, cashflow improvements, co-operation between businesses,confidence of public speaking, comprehensive knowledge of where to send anyone looking for anything, consistent encouragement to improve, coaching, constant knowledge upgrades, and charm. Well OK, perhaps not so much charm, but every time I catch up with Tim Pharo from Pharo Cleaning I’m hoping some of his wonderful charm will rub off.

What Do You Wish Someone Had Told Your When You First Joined BNI? 

The support from a bunch of like-minded proactive people is at least as helpful to your success as the referrals. Perhaps even more so.

Do You Have a BNI Story to share?

For me it’s really important to have great health professionals that I can refer patients to when something is outside my scope. We love our association with iContact in Manly. Having such thorough, professional optometrists for referral means each day I have my eyes open for issues that they can addres for our patients. It’s a win-win-win. The patients get better care, we provide better service and iContact get great referrals

Your Dream Referral Is…

An ethusiastic family motivated to improve their overall health and wellbeing through having a healthy body and nervous system. And guess what when that happens they refer like mad. We all know that referral business is better quality than unqualified leads.

Categories : Featured Member
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Education Coordinators Mini – Workshop

How Others Can Help Your Business Part 1

This is a 2-4 minute workshop presented by the Education Co-ordinator or their nominee.
To the presenter: Please ensure that you are familiar with the objective of the workshop and read through the workshop before presenting it. What you say out loud to the chapter is written below.  The italics print is guidelines for you.

Purpose of this workshop: To help members understand, ways their Networking Partners can help their business.

Start by saying……

Has anyone ever said to you, “If there’s anything I can do to help you with your business, let me know”? Raise your hands please.

Now, did you respond, “Thank you. Now that you mention it, there are a few things I need”? Or did you say, “Well, thanks, I’ll let you know”?

Get some feedback

If you’re like most of us, you aren’t prepared to accept help at the moment it’s offered. You let the opportunity slip by because you haven’t given enough thought to the kinds of help you need. You may not have made the connection between specific items or services you need and the people who can supply them.

But when help is offered, it’s to your advantage to be prepared and to respond by stating a specific need. Over the next 3 weeks, I’ll be talking about systematic referral marketing and we’ll go over 15 ways people can promote your business. Today we will go through the 1st 5 ways of How Others Can Help Your Business. You may wish to write these down:

1. Display your literature and products. Your sources can exhibit your marketing materials and products in their offices or homes. If these items are displayed well, such as on a counter or a bulletin board, visitors will ask questions about them or read the information, increasing your visibility.

2. Distribute marketing information & materials. They can include a flyer in their mailings or hand out flyers at meetings they attend. For example; A dry cleaner attaches a coupon from the hair salon next door to each plastic bag he uses to cover his customers’ clothing.

3. Make an announcement. When attending meetings or speaking to groups, your sources can increase your visibility by announcing an event you are involved in or a sale your business is conducting, or by setting up exhibits of your products or services. They can also invite you to make an announcement yourself.

4. Invite you to attend events. Workshops and seminars are opportunities to increase your skills, knowledge, visibility and contacts. Members of personal or business groups that you don’t belong to can invite you to their events and programs. This gives you an opportunity to meet prospective sources and clients.

5. Endorse your products and services. By telling others what they’ve gained from using your products or services or by endorsing you in presentations or informal conversations, your network sources can encourage others to use your products or services. If they sing your praises on videotape, so much the better.

Next week we will cover ways 6 to 10 on How Others Can Help Your Business.

©Copyright 2012 BNI

How Others Can Help Your Business - BNI Education

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