Archive for December, 2015


Building Trust In The Sun

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sunsmallerFrom Christmas to 26 January, Australia turns into a different kind of  place.

The roads are deserted in the cities, people dress more casually at work, they go home earlier – and generally take life less seriously. The six or so weeks of the traditional Australian Summer Break show the country in a different light.

And the weeks leading up to Christmas are generally a madhouse of tying up loose ends at work, while juggling an endless stream of end-of-year and Christmas functions.

It’s a lot of fun, that’s for sure … but February can feel like a real hangover.

Because during the last weeks before Christmas and after up to Australia Day, we’ve mostly ignored our marketing activities. Especially our networking and relationship marketing have suffered, and now suddenly it’s February, our cash reserves have dwindled and we need to get some new customers, quick smart.

It can be a tricky time.

Here are some thoughts to make your February feel much better than it might have in previous years.

Doing Your Best In January

Firstly a couple of words about your BNI group:

Many chapters generally slow down during January. If your group is one of those, think about this: the breakfast meetings are primarily designed to impress visitors. Just because your chapter slows down during January, that doesn’t mean you need to stop doing your best for your fellow members.

So schedule in some January one-on-ones, and make a commitment to yourself to spend two hours a week during January on BNI related activities.

Remember we do one-on-ones because of the old saying “people do business with people they know, like and trust”. Business is about people who trust each other. We get to trust each other more as we get to know each other more. It’s not actually about getting to know each other’s businesses so much: it’s about getting to know each other as people. The more I get to know you as a person, the more I will get to trust you – and the more likely it is that I will want to do business with you.

Networking On The Beach

Having some one-to-ones in the summer season in a more relaxed setting and mindset may really help to foster deeper trust. Here are a few ideas:

  • Go and have your one-on-one at a cafe by the beach, in your board shorts. For that matter, why not have your meeting at the beach?
  • Another cool thing to do might be to organise a day at the cricket with a bunch of your BNI colleagues. Plenty of opportunity to talk about business and referrals during a day watching the red ball.
  • Or, maybe you have someone in your group with a boat? Organise a few hours on the water with a bunch of your referral partners. Lots of good opportunity to get to know each other and each other’s businesses better as well.

Referral marketing always starts with one word: Trust.Building trust is rewarding … And there’s no reason you can’t build trust while having fun in the sun.

More Free Time

Besides continuing to build trust in your BNI group, here are some other things to think about during the summer period to keep some good energy in your marketing activities.

  • Most businesses still operate during the break, sometimes on a skeleton staff, and business doesn’t cease during January (although it can sometimes feel that way). So there is actually no reason to slow down too much in your marketing activities.
  • What’s more, people have more time to read what you send them and more opportunities to take time to talk with you.
  • So make sure you send them some good stuff to read, stuff that gives them something to think about – and call a couple of your prospects or clients every week and invite them to have lunch or breakfast.

You’ll be surprised how effective it will be …

I promise you.

Roland-Hanekroot-Web-001This article was written by Roland Hanekroot from New Perspectives Business Coaching.

Roland is the owner of New Perspectives Business Coaching, and the author of “The Ten Truths Trilogy” Business books for business owners who don’t like reading business books, but know that they should. Along with being a 9 year BNI veteran he helps small business owners have more fun in their business and build a business that will sustain them for many years to come.

Roland-Hanekroot-Web-001Columnist Details
Roland Hanekroot
New Perspectives Business Coaching
BNI All About Business in the BNI Sydney Region

Tell us about your business:

Small business coach, mentor and adviser

What are your top 3 networking tips?

Teach yourself to give without expectation of return. Build referral relationships that are truly two-way

What can’t you live without?

Well constructed living one-page business plan

Which Business Book Would Your Recommend & Why?

Blue Ocean Strategy… it really explains how to set yourself apart from the competition

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

My former business coach suggested it

How Long Have You Been a Member For?

9 Years

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

President, Vice President, Membership Committee, Education, Visitors Host

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

lots of referrals and personal growth

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

If you’re not getting the referrals you want, it means you are not making it easy enough for your fellow members to refer to you

Do You Have a BNI Story to share?

I became a grandfather through BNI

Your Dream Referral Is…

Small business owners who are overwhelmed and want to have more Fun in their Business

Categories : BNI Guest Columnist
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