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Education Coordinators Mini – Workshop

Education Coordinator Mini-Workshop – International Networking Week 2013 – 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 expand the Chapter’s contacts by recognising members’ success mentors

Bring/Introduce/Recognise an Individual Who Has Been a Significant Influence on Your Business

Ask the room: Who here has someone that has had a great impact on them from a business success point of view. Think about that for a moment. Who has had a great impact on your and the success you have in business?

This could be a colleague, a friend, a business mentor, who else? (Ask the room)

Go silent. Wait for a few answers.

We all have certain people in our lives who have had a great impact on us and have influenced our success in business and life, yet it is rare that we have the opportunity to recognize them publicly and thank them for the invaluable source of support and inspiration they’ve been for us

The 2013 International Networking Week is the perfect opportunity to recognize those who have significantly impacted our lives in positive ways . . .

By bringing these respected mentors, trusted friends, valued business contacts, etc. to our BNI meetings during International Networking Week, we will not only be able to proudly introduce these exceptional individuals to our network and publicly acknowledge the difference they have made in our lives, we will also be giving back to them in a way by affording them the opportunity to expand their network which may ultimately help them achieve further success in their own life and/or business.

Robert Louis Stevenson is quoted as saying, “Everyone who got where he is has had to begin where he was.” The teachers, educators, mentors, and other stand-out people who make a difference in our lives play a huge part in helping us to get from where we began to where we want to go and if there is someone who impacted you in a way that helped you get where you are today, show your appreciation by inviting them to your BNI chapter’s event or weekly meeting during International Networking Week. You will be strengthening your relationship with this person who is so important to you, creating increased networking opportunities for everyone in attendance at the meeting, and taking advantage of the perfect opportunity to show gratitude to the individual who has influenced your life by publicly recognising them.

©Copyright 2012 BNI

Education Coordinator Mini-Workshop – International Networking Week 2013 - 2

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Education Coordinators Mini – Workshop

Education Coordinator Mini-Workshop – International Networking Week 2013 – 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 establish the basics for International Networking Week and promote this chapter’s event.

Start the workshop by asking the following questions of the members….

I want to start 2013 by asking you the following question – what is the single best first step to build business? And before you answer I will give you a clue – it starts with the letter N.

Wait for responses (maybe some humour and derision here).

Yes that’s right – NETWORKING.

Second question – what organisation is the local leader in business networking? Around here maybe? VERY Close by.

Wait for responses (maybe some humour and derision here).

Yes that’s right – that’s us BNI [Chapter Name]

To recognise that we are the best in this area, we are invited by BNI to participate in International Networking Week.

WHERE IS THIS HAPPENING?  In OVER 50 countries around the world, and you should know this: This International Networking Week is an initiative of BNI in Australia and has been adopted by BNI worldwide.

WHEN? During the FIRST week of February 2013.

HOW? By holding a Visitor day with a theme: “Invite Your Best Client” Yes! We will be holding a special “Bring One Of Your Best Clients” day for International Networking Week this year.

Today our President will be talking about our meeting during that week so please make sure you pay careful attention. Thank you for listening!!!

©Copyright 2012 BNI

Education Coordinator Mini-Workshop – International Networking Week 2013 – 1

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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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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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Education Coordinators Mini – Workshop

Why Policies Are Good For Business

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 highlight the importance of rules and policies in BNI

Start by saying……

Some people ask us: “Why does BNI have so many policies and rules?” Today we are explaining why BNI is a system based on a comprehensive list of rules – and how you benefit from them.

The BNI system has proven rules and recommendations around:

  • Joining
  • Attending
  • Referring
  • Training
  • The Weekly Meeting
  • Leadership

There are many parts that contribute to creating a successful networking and word-of-mouth marketing group. While there may be “many” rules at first glance, policies to govern the principles under which a group comes together and decides to do business are crucial for achieving a common vision – and for the group’s success.

Look at it this way: You would not accept or start a job without having seen a job description and salary offer. So why would you want to join a networking group (= job) that has no direction, no expectations of its members, no way to measure its efforts (= no job description) – or can’t articulate the likely reward (= salary) you will receive for your hard work?

Some new members and visitors ask why BNI is so “strict?” The answer to the “why?” is simple – discipline creates value.

There is a lot of information, content and value contained in each weekly meeting:

  • Visibility for members/visitors (business cards, 60-second & 10-minute presentations)
  • Credibility (referrals, raps, and presentation)
  • Profitability & Measurement (referrals and closed business)
  • Accountability (VP and Treasurer Reports, Referral Reality Check)
  • Training (MSP, etc.)
  • Social Connection (events)

There are only 90 minutes available weekly that need to be used effectively. To lead a group of 25 to 75 people orderly (!) through a meeting of that length, and provide value to all participants – now that requires discipline.

Every rule in BNI is aimed at enabling its members to understand, practice and benefit from Givers Gain®.

©Copyright 2012 BNI

Why Policies Are Good For Business – BNI Education

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Nov
12

People Refer Specialists

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Education Coordinators Mini – Workshop

People Refer Specialists

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 remind members of the importance of narrowing your focus in your BNI presentations.

Start by saying……

You may perform a variety of services or offer a range of products, but if you want a referral, your description of what you do should be detailed and focused on a single aspect of your business.

Your referral sources will find it much easier to get you an appointment with a prospect if your sales message addresses the prospect’s specific needs.

People tend to say they do everything because they want to throw as broad a net as possible, catching everyone. The problem is, a really broad net has big holes in it.

When you tell a referral partner you’re a full-service provider, you ask them to mentally sort out all the people they know and cross tabulate what they do against all the things you do, problem is people aren’t computers.

If you say, “Who do you know who’s a sports enthusiast? Here’s how he can use my product,” then you’re letting your referral source do a simpler kind of mental sorting.

The more you can educate people about the different things you do, one at a time, the more likely you’ll get referrals in the long run. And getting referrals in a specific area doesn’t mean you can’t continue to offer other products or services.

When operating in a BNI Chapter, your immediate goal isn’t to close a sale; it’s to train a sales force.

You’re training people to refer you, and saying that you’re a full-service provider and that you do everything doesn’t train anyone.

You wouldn’t tell a salesperson for your company, “Just tell them we everything.”

You may still not be convinced that narrowing your focus is a good idea, but think about this for a moment: If you need a problem fixed would you be more likely to call a “jack of all trades” or Specialist in the area?

Remember: People are actually more likely to refer a Specialist, rather than a Generalist.

©Copyright 2012 BNI

People Refer Specialists – BNI Education

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Education Coordinators Mini – Workshop

Preparing for your Keynote Presentation

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.

Start by saying……

You get to do your 10 minute Key-note Presentation to the chapter usually once or twice a year so it is extremely important to think about what you are wanting to say and do.

When your Key-Note Presentation comes up, what are some of the things you certainly want to do and not do?

Let’s start with the “To Do” list. Raise your had if you know something to be sure to do.

1. Be Prepared
2. Be On Time
3. Bring Visuals
4. Bring a Memorable Door Prize – (Don’t be Cheap.) – (Always have a back-up Door Prize.)
5. Ask for Specific Referrals!
6. Dress for the occasion. (Proper Business Attire)

These are all great ideas, so let’s talk now about what we definitely DON’T want to do:

1. Go Over Time.
2. Go Under Time.
3. Be Boring.
4. Hand-Outs during Your Presentation.
5. Ask for Questions. (If you have any questions, raise your hands to schedule a One-to-One meeting)
6. Bring wine as a door prize unless it’s your business.

Preparing in advance is as much of a key to success as the presentation itself. You know your target market so why not ask for members to invite those people to your meeting. Start asking in your sales manager moment a few weeks in advance those you want as visitors when you do your keynote presentation. This could be categories already filled in your chapter but that does not mean you don’t want to meet them – ASK!

Do these things and you will have a very successful Keynote Presentation.

©Copyright 2012 BNI

Preparing For Your Keynote Presentation – BNI Education

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Education Coordinators Mini – Workshop

Read the Paper with Referral Intent

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 fellow members find business opportunity.

Start by saying…..

Most people read the newspaper to gain insight into local and world events and news–and that’s all. I’m suggesting today that you try reading the paper a little differently – to look for opportunities for referrals.

Pick up your local newspaper and scan the front page. Turn to the local section, then the business news, and then the lifestyle section. The paper is teeming with opportunities for you to act as a gatekeeper for the people in your network. Every page presents problems or significant issues of one kind or another.

What are people saying? Who is talking about problems or changes in her company or industry?

What is happening that could have a direct impact on you or someone in your network? Who is in need of the services of someone you know? Where are there networking opportunities for you and your marketing team?

So why not start out by reading the paper this week with referral intent for two people in your network? Find each of them an opportunity or a lead that they might capitalize on through their network. Then find your own business a lead or two on which you can capitalize, and begin to ask your network for help in making the connection for you.

Clearly, these are more “leads” than “referrals.” However, there’s nothing wrong with telling a business associate about the details you just read about relating to a new company moving into town.

It’s good to show your referral partners you are looking out for them and – you never know – It could turn into something good.

©Copyright 2012 BNI

Read the Paper with Referral Intent

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Oct
08

Is Your Chapter Referable?

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Education Coordinators Mini – Workshop

Is Your Chapter Referable?

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, individual actions reflect on the chapter as a whole

Start by saying……

During Member Success Program we talk about Members doing the things inside and outside the meeting to build Visibility, Credibility and Profitability (or V.C.P.) to make an acceptable return on our BNI investment.

What is the most important part of the V.C.P. process to get referrals?

Wait for the answer of Credibility

In other words, are you referable?

The V.C.P. process is also applicable to our chapter as whole.

Visibility – Is when people know about our chapter.

Credibility – Is earned when a visitor attends our chapter meeting.

Profitability – Is when they decide to become a part of our chapter and share referrals with us.

What is the most important part of the V.C.P. process to get new members to join or do business with us? Once again the answer is Credibility.

Now what things can damage our credibility in the eyes of visitor?

We are after the responses below, add what the members miss:

  • Poor Attendance (No Substitutes)
  • Members late & leaving early
  • Visitor Host not doing their role
  • Members Ignoring Visitors
  • Members not prepared or winging presentations
  • Members saying I have no referrals today

What BNI is finding that the chapters where members perform professionally, have great attendance, members that arrive early and stay later to network and have Visitor Hosts performing their role fully, do more business!

In other words, is our Chapter referable? And what are you doing to as a member to enhance that?

©Copyright 2012 BNI

Is Your Chapter Referable?

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Sep
24

Top 5 Reasons to Invite Visitors

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Education Coordinators Mini – Workshop

Top 5 Reasons to Invite Visitors

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 in below. The small print italics is guidelines for you

Purpose of this workshop: To highlight the importance of inviting visitors to the meeting

Start by saying…..

One of the great things about BNI is that you get to build beneficial relationships with other business people, another great thing is the new business contacts you are able to meet that Members and Directors bring as Visitors to the chapter.

Today I am going to share the Top 5 Reasons to Invite Visitors to your BNI Chapter.

1. It’s not about you! – You have to remember that your visitor might just be the person that one of your members has been trying to get in to see for months. WOW! How happy would that member be at that meeting? Or what if it was someone else’s visitor… Remember that it is all about Giver’s Gain.

2. Attrition Happens! – Yes that is correct. You can expect to loose members from time to time in a BNI chapter. It can be from a whole hoard of different things. Job Changes, some just can’t honour the commitment, and the list goes on. Visitors are the life blood of your chapter. This is where new members are found.

3. New blood = Energy! – When you introduce someone new to your chapter mix they usually will bring with them their own way of doing things. If the visitor that you invite has been properly warned of the sales manager moment they just might knock everyone off their feet with something new.

4. It can get someone off the fence. – So you have an opportunity that just won’t say yes to the product or service that you want to sell them. Invite them to the BNI group. Once there, you have the advantage of 20-30 people telling your visitor how great you are. You think that will help make the sale. On top of that you might have introduced the visitor to his next sell too.

5. Makes Cold Calling Easier. – Imagine you are either on the phone or walking in to do a cold call. This time instead of selling your own services; instead give something away. Tell the gatekeeper you want to invite the business owner / sales person to an exclusive meeting of your centres of influence / closest contacts. You might just find that the gate keeper is not so crabby after that lead-in.

Inviting Visitors to your meeting is as important as bringing referrals, new people in the room present new business opportunities, in fact some of our members have received their biggest referrals from Visitors.

So what are you waiting for, bring a visitor next week.

©Copyright 2012 BNI

Top 5 Reasons To Invite Visitors

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