Jul
15

How To Make Lots of Money from BNI or, why BNI does not work for some people

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You may or may not remember the 80’s movie Bill & Ted’s Excellent Adventure? It had Keanu Reeves and that other guy in it who didn’t go to do much else, I saw it recently again on pay TV. When I was thinking how to sum up this blog I remembered their motto to save the world was – to Be Excellent to Each Other. This motto rings true in life and BNI, you may say we are, if so, why are there still disputes?

I hate wasting money, it is too hard to get. But I see people invest money in BNI and then waste that money by doing the wrong thing by a member or a referral. In really infuriates me, because I know you can make a great deal of money from BNI, members are proving it.

Here is a quick pop Quiz:

Question; I get a Tier 1 referral from one of the members of my chapter I should.

  1. Get around to it eventually as they are not as important and it is probably only a small job
  2. Charge top dollar as I offer a premium service, besides I need to re-coop the Membership Fees
  3. Add value, do it quickly and show how good and credible my business is.

If you answered A or B. You have just wasted the money you spent on BNI, why? Members talk and no one will want to use your services anymore.

So how do you make lots of money in BNI?

Firstly remember This Is Big Business, Treat your BNI Team as your No1 Customer and make yourself fun to refer to. Remember this rule; everything you do that is seen as un-reliable  or unprofessional or unreliable is probably worth 10 times what-ever you do well.

That could be:

  • Selling to the Group
  • Not Following Up
  • Doing a bad job
  • Not being prepared
  • Poor Dress
  • Complaining
  • Bad Attitude
  • Missing Meetings
  • Not accountable
  • Being Late
  • Making Inappropriate comments
  • Not returning Calls
  • Not Following Up

As Dr Ivan Misner says, “what you do speaks so loudly, that I cannot hear what you say.”

You need to do things to Win Over your BNI team

When we win over the Members of our Chapter, they will want to refer to you and it will become fun, but we need to remember to keep a “Business” Relationship at all times.

Here is another  quick pop Quiz:

Question; I get a Tier 2 referral from one of the members of my chapter I should..

  1. Get around to it eventually as they are not as important and it is probably only a small job
  2. Charge top dollar as I offer a premium service, besides I need to re-coop the Membership Fees
  3. Add value, do it quickly and show how good and credible my business is.

If you answered A or B. You have just wasted the money you spent on BNI, why? Referrals give feedback & Members talk and no one will want to refer your services anymore.

Remember This Is Big Business, Treat your BNI Team and their referrals as your No1 Customer!

Remember your Referral Responsibility is at all times to; Make the Referral Source Look Good.

Referral Conditioning:

  • Being professional will not equal more referrals
  • Doing a good “job” you will not get more referrals
  • Good customer service will not get you more referrals.

It may prevent you from losing referrals, but it won’t necessarily get you more. You need to provide Awesome Service!

Checklist for all of your referrals

  • Add Value
  • Give Awesome Service
  • If you can, Do Something your Competitors Don’t
  • Do What You Say You will do
  • Follow Up & Turn Up On Time
  • Give the Customer a Special Experience
  • Smile

Give Awesome Service to a Tier 1 – BNI Member Referral

  • Positive Customer Experience
  • Shares Positive stories
  • Helps Earn Trust – even from people who have not done business with you
  • Feeling of Less risk of reputation to refer you.
  • Testimonials in meeting – Enhances Reputation & Credibility, Encourages other members to refer you.

Remember: Members Talk

Give Awesome Service to a Tier 2 – Referral BNI Member’s Contact

  • Motivation for them to pass you Tier 3
  • Shares Positive stories
  • Feedback to BNI Member
  • Make Referrer look good
  • Motivation for BNI member to pass more Tier 2 referrals as you have made them look good.

Remember…..Do the wrong thing by a member’s Referral, you have just wasted the money you spent on BNI, why? Members Referrals give feedback & Members talk!

So, what if you stuff something up? Fess up and fix it quickly.

The way you handle a problem can sometimes really enhance your reputation.

Remember; If we don’t fix stuff ups……..you have just wasted the money you spent on BNI

Referral Responsibility

  • Do your Best – if you cant, find someone who can for them.
  • Handle them carefully
  • Get More Information
  • Fix Stuff Ups Quickly
  • Treat them how they would like to be treated
  • Add Value
  • Say Thank You
  • Make the Referral Source Look Good

And Remember at all times, Be Excellent To each Other

Categories : BNI Fundamentals

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