How BNI Can Help You Get Customers

BNI (Business Networking International) – www.bni.com

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BNI (Business Networking International) is the one company that can be the most beneficial company you ever use to grow your business....any business.  Its main concept is to have business professionals help other business professionals by passing out each others business cards to their clients, and then bringing back pre-approved referrals to the other members of their chapter.  Imagine it – one giant collective pool of customers that a limited number of professionals can access, and those customers are eager to hear from you.

Here’s how it works:

1. You check out a chapter that you like, and then apply to join that chapter.  In the application, you specify exactly what your services are, and what you specialize in.
2. The chapter reviews your application to decide if you should become a member.  Each chapter only allows one “industry type” of professional into their group, so if there is another bookkeeper, you will be denied entry to just that chapter.  That means, when you are approved to join any chapter in your area, you will be the only bookkeeper in that chapter. There may be an accountant in that chapter as well, but their services will be specified as dealing with taxes while yours is doing data entry.  (If I were you, I would specifically look for a chapter WITH an accountant, because an accountant will bring you more clients than anyone else.)
3. You pay an annual fee of about $330.  Yes, the fee is fairly high, but it’s still cheaper than a Yellow Pages ad, and it is far more effective at gaining clients.
4. You get together once a week for breakfast or lunch, depending on the chapter you chose.  The meetings are usually one hour in length, but schedule an hour and a half just for schmoozing.  You do have to pay separately for your weekly meal, but it’s usually around $10 and usually includes “being served” by a waitress.
5. At that meeting, one of the professionals in the group will give a speech about some piece of knowledge they have which they think might interest you.  This will help you get familiar with that person their services, and it will inspire you as to who to approach for that person.

6. Keep in mind:  BNI is all about helping each other...not just getting referrals and leaving.  You have to give referrals to get them.  If you don’t, you may be asked to leave the group.  So, keep your friends, family, clients, and associates in mind at all times.  That way, membership will be a win-win for everyone. Additionally, when you find professionals for your friends, family, clients, etc., those people will soon see you as the most amazing go-to person they know.  They’ll call you first whenever they need anything.  Trust me... you want to be that person.

   At some point during the meeting, everyone will swap referrals.  Some weeks you will receive no referrals while other weeks you can receive several at once.  The biggest benefit of these referrals is that the person giving you the referral has already told that person about you and your services, so they will be expecting your call, and they will be receptive to your sales pitch.  It takes all of the scariness-factors out of the cold call situation.

7. Eventually, it will be your turn to speak.  By then, however, you will know everyone in that group, so it’ll just be like talking to your friends about what you do.  This one group alone can help you build your confidence as a business owner like no other group I’ve ever participated in.

Originally posted 2010-06-12 04:51:04. Republished by Blog Post Promoter