Bni info session script 2012 [autosaved]
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Bni info session script 2012 [autosaved]
- 1. Welcome
- 3. Introduction INSERT YOUR NAME
- 4. Can you handle more business?
- 6. We love to be referred 02/25/13
- 7. When we are selling 02/25/13
- 8. 02/25/13
- 9. What % of your business comes through referrals? 02/25/13
- 10. How many of you have a system in place to get referrals? 02/25/13
- 11. Introduction Not a regular BNI chapter meeting but An information and pre-registration session
- 12. Agenda • Information about BNI (History etc.) • How we start chapters • Realistic idea of what your business can expect from a chapter I will answer all questions at the end
- 13. BNI • Founded in 1985 • Dr. Ivan Misner • Now • 52 countries • 6,290 chapters • 1,47,000 members • 71 lakh referrals • 18,150 crores of business
- 14. BNI India • Largest business referral organisation in the world Last year • 10 cities – Mumbai, Bangalore, Pune, Goa, Gurgaon, Chennai ,Mysore, Hyderabad, Coimbatore & Kochi • 71 chapters • 2700 + businesses • 1,68,037 referrals passed • 461 crores worth business in India
- 15. What BNI Means to ME
- 16. 3 things that make BNI Successful 1. Structure 2. Commitment 3. Education 02/25/13
- 17. Structure 1. Open networking 2. 30 second advert 3. 2x8 minute presentation 4. Referrals 02/25/13
- 18. BNI Referral Slip BNI keep track of all referrals passed
- 19. Simple Philosophy Givers Gain If I give you business, you will want to give me business. Successful chapters are made up of people who work on how many referrals they can give
- 20. What You Can Expect From Joining a BNI Group Chapter of 20 people passes 50 referrals a month 30 people passes 150 referrals a month 40 people passes 300 referrals a month 50 people pass 500 referrals a month
- 21. Commitments 1. Attend the weekly meetings 2. Arrive at 7:30 am and stay until 9:30am 3. Commit to “Givers Gain” philosophy 4. Help the group to grow 5. Get to know the others in the group by doing ‘one to one’ meetings every week
- 22. Education 1. Members Success Programme (MSP) 2. Leadership Training 3. Presentation Skills 4. Referral Workshop 5. Social Media Worshop 6. Power Team Workshop 7. National Conference/ Regional Member Days
- 23. 30 Second Presentation Please Stand • Introduce yourself • What you specialise in • Where you do business • What type of referrals you would like from the group Click for stop watch
- 24. BNI Relationships We are looking for people who are prepared to; 1. Make a strong commitment to their group 2. Prepared to invest the time to build We are NOT looking for hunters relationships
- 26. Expanding The Core Group 35+ Members • STEP 1 - Group needs 35+ members • Smaller groups tend to struggle for survival • You invite your own visitors every week • Launch date is in the hands of the core group • When group reaches 25+ members
- 27. The Launch Process • Close the group to further applications for 5 weeks • 25+ signed in and paid people • Group trained in BNI system • Leadership team picked • Prepare for a showcase of your busines to 100 business people
- 28. Planned 51+
- 29. The Application Process • Complete an application form and hand it in with payment • Once off registration of Rs. 3750.00 • Annual subscription of Rs. 20,715.00 + 2,520 (10.30% Service Tax) = 26,985.00 Compared with the cost of other advertising. BNI membership is tremendous value and the most effective way to generate new business You as a group take care of your own Meeting Room Fees
- 30. The Application Process • Pre-registering now is a no-risk proposition • We ask for a strong commitment in return • You need to make sure that this is right for you before you start. • You will need to bring at least one qualified visitor every week (up to launch)
- 31. The Application Process • 10 people bring 1 each = 20 in room, 6 will commit 16 people bring 1 each = 32 in room, 8 will commit 24 people in room bring 1 each = 24 in room, 11 will commit • Become 35 and get ready for training & Launch! 02/25/13
- 32. Benefits to Core Group 1. Lock out your competitors 2. You decide who joins your BNI group
- 34. Top 50 Top 50 Categories in Irish (SW Region) Chapters 2007 1 Accountant 26 Recruitment Agency 2 Solicitor 27 Corporate gifts 3 Mortgage Broker 28 Landscape services 4 QFA 29 Conference Facilities- booking 5 Printer 30 Office Furniture 6 Auctioneer 31 Painting & Decorator 7 IT Sales-Service 32 Photographer 8 General Insurance 33 Plumber 9 Business Coach 34 Public Relations 10 Human Resources 35 Car Sales 11 Web-Hosting & 36 Carpenter Design 12 Electrician 37 Carpet Cleaner 13 Office Supplies 38 Commercial Cleaner 14 Building Supplies 39 Computer training 15 Telecommunication 40 Courier Services Systems-sales 16 Architect 41 Loss Assessor 17 Graphic Designers 42 Bank Services 18 Security Systems 43 Training 19 Engineer 44 Caterer 20 Health & Safety 45 Chauffeur Consulting 21 Marketing Services 46 General Builder 22 Sign Writing 47 Quantity Surveyor 23 Wine Merchants 48 Property Management 24 General- Motor 49 Environmental insurance services 25 Interior Design 50 Kitchen & Bath sales
- 35. Power Teams Financial Trades Misc IFA Plumber Photographer Mortgage Electrician Chauffer Accountant Painters Wedding planner Management accountant Damp proof Event coordinator Banker Carpet and flooring Florist Stockbroker Roofer Band Solicitor Joiner Magician Asset Finance Landscaper DJ Insolvency Practitioner Fire & Safety Corporate clothing Invoice Factoring Air conditioning Travel agent Debt Collection Builder Hotels Insurance Handyman IT Training Bookkeeper Fencing Life coach Will writer Driveways Sales training Law cost draftsman Kitchens Time management Selling Property Bathrooms Presentation skills Carpet cleaning Marketing consultant Security Catering Windows Car repair & body shop Signs Health & Wellness Business Property Osteopath IT support Estate agent Massage Software Chartered Surveyor Physiotherapist Web Design Locksmith Acupuncture Hosting Alarms Nutrition Graphic design Property management Homeopath Printer Removals Optician Mobile phones Architect Dentist Lease cost routing Surveyor Vet Printer Cleaning services Fitness coach Gas & Electric Cleaning products Fitness Club Stationery supplies Interior design Beauty salon Telephone systems Furniture bespoke Hairdressing salon Photocopier Property maintanence Skin care Office equipment Property Investment Hypnotherapist Courier service Civil Engineer Physiologist Car leasing Counsellor Water cooler Business coach Promotional gifts PR Advertising / radio Recruitment
- 36. People Not to Invite Categories of those who are all ready part of the core group People who neither live nor work within a reasonable distance People who are not looking for business
- 37. Who Do I Know Who Wants To Join BNI Impossible to sustain inviting
- 38. Who Do I Know Who Wants More Business Easy to sustain inviting
Notas do Editor
- Good Morning! Welcome!
- May I request all of you to keep your mobiles on Silent or Off Mode, Thank You
- My name is ____________ & I am the Regional Director for BNI ________ (insert chapter name) Can i request the Visitors to Pass their visiting Cards around, if they have not done so far, We will give you a chance to introduce later If nothing else works out for you today, then at least you ’ll have made some fantastic new contacts!
- OK lets get started. How many of you Can you handle more business? (show of hands) Great you are in the right place In a moment we are going to show you how we have more business for you.
- Before we do that let me ask you a question:- Think back on last major purchas e... car, mobile phone, dinner in a fancy restaurant. It is likely that you made this purchase based on a recommendation from your friend ... Would I be right in stating this?
- As customers we love to be referred , when we are going out there buying we prefer to be referred. .. to a vendor so that we get additional importance from them...Also when a trusted friend gives us advice we Feel more confident in our buying decision. Does everyone agree?
- (Take a step to the right) Now look at the other side... when we are selling our products or services as business owners, we like to be referred ... research shows that if the potential customer come to us through a referral it is 70% easier to close the sale.
- Referrals are very important for any serious business transaction to happen. In fact all of us want to be referred as buyers or suppliers
- What % of your business comes through referrals? (get answers from audience) you will get any answer from 40% to 100%.
- So everyone in the room agrees that referrals are important to getting new business. So if referrals are so important to you and your business then let me ask you how many of you have a system on place to get quality referrals, day in day out, week in week out, month in month out? "Come on BNI members you are not allowed to put your hands up.” Thats the scary thing, we depend so much on referrals for business but so few of us have a system in place for generating referrals. This is where BNI, Business Network International comes into the picture. BNI has developed a proven 27 year old system to help you proactively trigger referrals. The Purpose of today ’s meeting is to take you through what BNI is, How it works to generate referral business for you and how you can use the application to lock out your competitor so you can get a share of the business.
- This morning is Not a regular BNI chapter meeting but An information and pre-registration session So that you can decide whether or not you or your company would like to become part of this core group and participate in this new……………. Chapter of BNI.
- I am going to give you enough information by the end of this morning for you to make a decision today on whether BNI is right for you and you business
- SO how did BNI start? It was started in 1985 by Dr. Ivan Misner in California, US. Dr Misner was a management consultant. He wanted more referral business because he realized that his best new customers and clients came by referrals. So what he did was he got his business associates many of whom he was already passing referrals to and getting referrals from, as well as people who weren ’t in his referral network already and formed a business group. They met on a weekly basis and treated each other as their sales team. They did some structured things that allowed them to learn about each others business. Things like a 60 second commercial which helped all the people who joined this group got more business. One per profession – explain BNI now has 6102 chapters having 1,39,000 members in 48 countries. Last year we helped pass 69 lakh referrals which generated over Rs15,500 crores of business.
- It is doing equally well in India. BNI started here in November 2004. It has now spread across - 71 chapters in 10 cities: Mumbai Bangalore,Pune,Gurgaon,Chennai,Goa, Mysore, Hyderabad, Coimbatore & Kochi 1,68,037 referrals passed in India 461 crores worth business in India - We are further schedule to open at Kolkatta, Delhi & Nasik
- Your own story Who are you & what is your business? How did you get into BNI? What impressed you most about it? What successes have you had with BNI in terms of Business & personal growth?
- How is it that BNI is able to help business people like us so effectively? 3 reasons: 1. Structure 2. Commitment 3. Education Lets take a look at each of these in turn
- We work to a set structure so you know what to expect. There are no unwelcome surprises! Ever been to a meeting without an agenda? What happens? Nothing! Runs over time, unproductive, frustrating- you wont get that with BNI because we run all meetings to a set agenda and this impresses business people when they see we keep to time and are effective in generating quality business for members 30 second advert allows members to really understand each others business We all pay attention to each others presentations and that generates business for us all. We appreciate that 30 seconds is a short time so we give 2 members 8 minutes each to give an in depth presentation about their business Referrals : we meet for the primary objective of passing referrals- and so time is dedicated in the agenda to exchange referral business You will get to see all of these things being done by our founder members this morning for your self
- Explain the referral slip Three sections & take through the referral slip and then explain the Thank you for the closed business slip (Money Slip)
- Givers Gain If I give you business, you will want to give me business. There are no commissions in BNI Successful chapters are made up of people who work on how many referrals they can give
- Chapter of; 20 people passes 60-80 referrals a month 30 people passes 150-180 referrals a month 40 people passes 250 –350 referrals a month
- Attend the weekly meetings Arrive at 7:30 am and stay until 9:30am Commit to “ Givers Gain ” philosophy Help the group to grow Get to know the others in the group by doing ‘ one to one ’ meetings every week
- How many of you were taught how to network at college? However if you ask any successful Business person they will tell you that networking is crucial. That ’ s why at BNI we give you the training to become a better networker. We have world class trainings to help you get more business through networking. Here you will also meet BNI members from other chapters and expand your neywork. Members Success Programme (MSP) Leadership Training Presentation Skills Referral Workshop
- Please Stand Introduce yourself – Your Name & Company What you specialise in Where you do business What type of referrals you would like from the group Members go first then introduce their visitors telling us how they know the visitor and not what their business is.
- Hunters Vs Farmers We are looking for people who are prepared to; Make a strong commitment to their group Prepared to invest the time to build relationships
- SO how do we get started?
- We need to get the chapter to a minimum size of 35+. Chapters below this number tend to struggle. We have a 4 week plan to get this group beyond 35+ members. Every member will invite their own visitors of business owners and professionals that they like, know and trust to such an information meeting. Once the group gets to 35+ members we will take you through a 5 week training and then launch the chapter. The launch date of this chapter is in your hands.
- Close the group to further applications for 4 weeks 25+ signed in and paid people Group trained in BNI system Leadership team picked Prepare for a big visitors day (80-100 people)
- This chapter has set a goal to be 51+ strong quality business owners Hand out plan for getting to 50 members. Take members and visitors through the time line and the key milestones you expect the group to reach in terms of visitors and number of members. (hand outs given out – customise for your chapter)
- Complete an application form and hand it in with payment Once off registration of Rs. 3750.00 Annual subscription of Rs. 20,715.00 + 2,520 (10.30% Service Tax) = 26,985.00 Compared with the cost of other advertising. BNI membership is tremendous value and the most effective way to generate new business. Ask yourself: “ How many referrals would it take for me to recover my investment? ” Maybe one or two referrals? You as a group take care of your own Meeting Room Fees
- Time Check 7:15am
- By inviting the right visitors every week you can then work together in compliementay groups and get business for each other. Its like the difference between fishing with one hook and fishing with a net. We want to work SMART and not HARD.
- Put your own list of categories required in the chapter. Review Professions that work well together Power Teams list Handout
- If you ask yourself the question who do I know that will join BNI then you will never be able to invite anyone as they don ’t know what BNI is and you are not trained to explain what it is. Instead ask this question (see next slide)
- Who do I know that can handle more business? We all know lots of business friends that would like more business. Explain visitor inviting script with do ’s and don’ts
- Go through Application. Mention the group will review the applications today. If you want to be considered then please hand in your form today.