Bni information Overview
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Presentation template for introducing the BNI concept to interested business people. This has been uploaded to allow attendees to refresh their understanding of the presentation before making a commitment to participate in this highly successful business building programme, which generated $195 million in closed business for members in Australia, in 2010.
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Bni information Overview
- 1. INFORMATION SESSIONWELCOME From BNI Sydney CBD South Ivan Misner Founder Frederick Marcoux National Director
- 2. THE BNI TEAM : SYDNEY CBD SOUTH Michael Griffiths Chapter Director David Giles Chapter Director James Short Chapter Director Louise Greenup Executive Director Jaclyn Bold Chapter Director Bob Greenup Executive Director
- 3. WHY BNI? Oscar Jan 2008 Cleaner $300K pa from BNI Mathew Mar 2009 Architect 4 x Growth 2010 Jim Dec 2002 Accountant $1m in 8 years Geoff Jun 2009 Electrician $3m in 4 years Ray Jan 2008 Builder $3.5m in 18 mths Adrian Apr 2008 Plumber $200K pa from BNI Michael Mar 2012 Marketing 6 figures+ from BNI Justin Aug 2001 Finance Broker Mkting 100% BNI Christian Aug 2009 Mechanic Rejuvenated Biz
- 4. MARKETING OPTIONS Advertising Public Relations Cold Calling Word of Mouth 98% reliance 3% manage
- 5. WHAT IS BNI? 28 Years 50 Countries 6340 Chapters 156,000 Members $219 million to members in Australia, 2012 $3,200 million to members globally, 2012
- 6. BNI STRUCTURE? •Regional Structure •Exec Directors •Chapter Directors / Ambassadors •Chapters •Leadership Teams •Members •Power Groups
- 7. WHAT IS EXPECTED OF MEMBERS? Time Attendance Participation
- 8. BNI = QUALIFIED REFERRALS BNI Membership = WOM Marketing BNI Chapter = Your Best Client! BNI System = Structure + Education
- 9. Overview
- 10. BNI IS NOT . . . A Multi Level Marketing Organisation
- 11. BNI IS NOT . . . A Multi Level Marketing Organisation A Barter Type Operation
- 12. BNI IS NOT . . . A Multi Level Marketing Organisation A Barter Type Operation A Commission Scheme
- 13. BNI IS NOT . . . A Multi Level Marketing Organisation A Barter Type Operation A Commission Scheme A Discount Scheme
- 14. BNI IS NOT . . . A Multi Level Marketing Organisation A Barter Type Operation A Commission Scheme A Discount Scheme A Social Club
- 15. BNI IS NOT . . . A Multi Level Marketing Organisation A Barter Type Operation A Commission Scheme A Discount Scheme A Social Club
- 16. BNI IS STRICTLY BUSINESS . . . Power Referral Groups Collaborative Networking Education Resources Training Opportunities Creates the VCP Platform Built on GIVERS GAIN®!
- 17. CREDIBILITY = SOCIAL CAPITAL SHOWCASE YOUR CREDIBILITY Weekly Attendance Member Success Training 60 sec Referral Request 10 min Presentations 1-2-1 Meetings
- 18. BNI IS STRICTLY REFERRALS . . . Referrals reduce RISK . . . For buyer and seller Referrals are easier to close . . . The sale is part done Referrals have a stronger sense of loyalty Referrals remain clients for longer Referrals have up to an 80% conversion rate
- 19. BNI IS GIVERS GAIN What goes around comes around Not WHAT you KNOW, but WHO you KNOW And WHO You KNOW, . . . KNOWS WHO . . . KNOWS WHO . . . And HOW WELL YOU KNOW THEM!
- 20. Number of Referrals Tier 1 Trust Tier 3 Tier 2 Time Referral Confidence Invisibility Visibility Credibility Profitability
- 21. WHO KNOWS WHO YOU NEED? •Each member is a gatekeeper to 100’s of business connections •Many members share your target market demographic •Can you access 1000’s of potential customers over breakfast for around $2 a gatekeeper?
- 22. WEEKLY ATTENDANCE Fundamental to BNI Success! Creates strong personal bonds Builds trust, visibility and credibility Networking is a CONTACT Sport! Substitution allows flexibility
- 23. 60 SEC REFERRAL REQUEST Every week, train YOUR Team! Every week, refine your elevator pitch Every week, refine your networking skills Every week, bring focus to your target market! Now . . . our members . . .
- 24. 10 MINUTE PRESENTATION Every week, a member in focus Builds from 1-2-1 meetings Builds your client presentations Builds credibility and generates referrals
- 25. 1-2-1s (DANCE CARDS) Detailed meetings about YOUR business Develops “How I can help you . . .” Trains YOUR Team Focus on what works for YOU
- 26. Real Estate Health & Wellness Financial Marketing & Events Business Services
- 27. BNI CODE OF ETHICS I will provide the quality of services at the quoted price I will be truthful with members and their referrals I will build goodwill and trust I will take responsibility for follow up on referrals I will honor the ethical standards of my profession I will display a positive and supportive attitude
- 28. BNI POLICIES Meetings are for 90 minutes You represent your PRIMARY occupation One person per business category Self managed groups – trained Leadership Team You are required to participate
- 29. GENERATING REFERRALS You will learn to listen for a NEED . . . You know someone . . . Tell your experiences . . . Get permission for that person to call . . . Complete a referral slip
- 30. SUMMARY OF BENEFITS Restricted business category Substantial Training – MSP, LT, Special Events Website online management and trade directory International connections and conferences Director training and support You get out what you put in – GIVERS GAIN®
- 31. Testimonials
- 32. HAVE I SHOWN YOU . . .? •How BNI can help you personally, professionally, financially? •How to GROW your business? •How to increase your field staff . . . Without the salary burden? • How to be a stakeholder in a large marketing business?
- 33. Starting a New CHAPTER! 8-12 week process •Commitment •Determination •Energy & Focus •Abundance mindset
- 34. Initial Interest Meetings •4-6 Sessions •1-3 Weeks apart •Focus on inviting •Investment = TIME •Cost $ = Minimal
- 35. Pre-Core Meetings •Up to 8 Sessions •Weekly frequency •90 mins duration •Focus on inviting •Investment = TIME •Cost = $22 + Venue
- 36. Launch Phase •4-6 Sessions •Weekly frequency •90 mins duration •Focus on Training •Investment = TIME •Cost = M‟ship + Venue
- 37. Quality is Critical •Focus is on •Accountability •Quality •Referability •Credibility •Commitment Referability GroupA GroupB GroupC GroupD GroupE Too loose = Member Dissent?
- 38. TYPICAL CATEGORIES Bookkeeper General Insurance Payroll Consultant HR Consultant Recruitment Consult. Telecommunications Beautician Chiropractor Physiotherapist Funeral Director Printer Naturopath Event Organiser Law - Estate Planner Photographer Cleaning Contractor Builder Building Trades Plus many more . . .
- 39. CONSIDERATIONS . . . Are you Referable? Do YOU want more Business? Can YOU handle more Business? Can you make the Commitment to YOUR Referral Partners?
- 40. THE NEXT STEP . . . Applications are reviewed on a first come basis Permanent Membership Fees are equivalent to approx. $15 per week Pre-core Casual Fees are applicable at $22 per meeting, until Charter Venue Costs vary with the location from $15 - $35 per week Categories are limited to one per member – restricted competition!
- 41. THE APPLICATION PROCESS Four Page Application form needs completing One off Registration Fee $374 12 month Membership Fee of $803 Venue costs are variable – managed by the Chapter All fees and venue costs are tax deductible for most members Membership$15 .45 per week!
- 42. BUSINESS CARD HOLDERS BNI Holder for up to 70 Business Cards Always at hand, ready to present More „touch‟ points with your Client “Can I help you with . . .” Become a Gatekeeper!
- 43. BNI TOOLS Name Badge Card File Members Manual Orientation CD Lapel Pin
- 44. BNI SUCCESSNET Ongoing education Networking insights
- 45. BNI PODCAST Education and tips ON THE GO!
- 46. BNI BOOKS Best Sellers from The BNI Founder
- 47. THANK YOU FOR WATCHING! For more information www.bnisydneycbd.com.au admin@bnisydneycbd.com.au BNI – Where REFERRED Business is our PREFERRED Business!
Editor's Notes
- #4: All of you have been motivated to come here this evening for a reason?The reasons could be Curiosity Casual networking Need to get out of your cave? Would like to find how to get more business?How many are here for the last reason?Good – we are talking to the right crowd.
- #5: MARKETING OPTIONSAdvertising – an expensive and generally challenging option for most small to medium sized businesses. Works best for large businesses with strong branding.Public Relations – This can work for some businesses, but it is not appropriate for all businesses – health and wellbeing, legal services, web developers, plumbers and so on.Cold Calls – some people love the challenge! Most don’t! How many here love Cold Calling?Word of Mouth – Long recognised as the foundation of small and medium sized business sales. 98% of businesses rely on referrals for their business, yet only 3% have a strategy to manage this process?Are you one of the 3% or 97%?
- #6: BNI HISTORYCommenced in 1985 – 25th anniversary this yearStarted by Dr Ivan Misner, as a business consultant – a psychologist by training – decided to start a referral group.
- #7: If we’re settled on the reason we are here, then let’s see how you might increase revenue –Expand your business – new market segments, new clients, new productsIncrease your turnover in existing markets, existing productsExpand your sales force – more ears and mouths to work your product or serviceHow would it sound if I said you could do that for almost no cost? Well for around $35 – 40 per week, anyway?ANDAt the same time, improving your customer focus, service, personal confidence and the resources you have at your disposal to run your business? ANDHow about a perpetual advisory panel? Included in the cost?
- #8: What has been your networking experience?For those of you who have been to networking events – what was the result?People trying to SELL you STUFF?Were they interested in YOU or YOUR POCKET?Did you feel like a spare wheel at these events – uncomfortable and unfamiliar?DID you get any quality business or even a REFERRAL?If this resonates with you, you are not alone. General networking suits HUNTERS – not FARMERS!
- #9: WHAT MAKES BNI DIFFERENT?BNI is a system for generating QUALIFIED REFERRALS – Do we all understand what a Qualified Referral Is?“An introduction to someone you don’t already know, who is expecting your call, with whom you have a high probability of doing business”BNI Members view their membership as an INTEGRAL part of their Sales and Marketing Strategy.Successful BNI members treat their Chapter as their BIGGEST and BEST CLIENT!BNI generates Referrals through a STRUCTURED meeting and continuing EDUCATION of YOUR SALES TEAM
- #17: BNI is STRICTLY BUSINESSYou have to treat your BNI Chapter as the basis of your marketing business . . . If you do that you can expect 30-100% of your revenue from referrals.The Members train each other, every week, to understand what your referral looks like, sounds like, tastes like etc.GIVERS GAIN – If I give business to members of my Chapter in return they will look after me.
- #18: CREDIBILITY & SOCIAL CAPITALBNI cannot change your CredibilityBut we can SHOWCASE it . . .it’s up to you to make sure it’s worth looking at!Weekly Attendance – tight attendance policyMSP Training – to show you the way60 sec weekly SMM10 min presentation opps1-2-1 MeetingsPower GroupsOngoing Education
- #19: BNI is STRICTLY ABOUT REFERRALS – NOT LEADSHow easy is it to find a lead? And how “warm” are they usually . . . You’ve still got to do all the work, to Make ContactEstablish your credentialsFend off competitorsMaybe get a chance to quoteBe sharp on the pencilQualified referrals change that dynamic Buyer wants a low risk transaction A referral is a warm introduction – the buyer is in decision mode The credibility of the Referrer has created a sense of loyalty to you, the Referee Do the right thing, and a Referral will remain loyal . . . And refer YOU again Typically a Referral has a 50% or better chance of closure – 80% is a common pattern.
- #21: REFERRAL CONFIDENCE CURVEDiscuss de-risking your Referrers through building CredibilityTier 1 ReferralsTier 2 ReferralsTier 3 ReferralsWho is responsible for getting your credibility up the curve? YOU – You must de-risk the relationship with your referral partners.
- #22: WHO KNOWS WHO YOU NEED?It’s not the categories in the Chapter that should concern you – it’s the people behind those people you may wish to connect with.The power of BNI is the networking, through building credibility and trust, that gives you access to these people.
- #23: WEEKLY ATTENDANCEThis is THE most important part of BNI structureTo build rapport, trust and credibility it takes CONTACT – Networking is a CONTACT sport!
- #24: 60 Sec Sales Manager MinuteTRAINREFINENETWORKSPECIFY what you wantNow introduce the existing members, to do their 60 secs
- #25: 10 MIN PRESENTATIONThere are no outside speakers at BNI meetingsOnly BNI members have the right to present to their ‘Sales Team”This is your chance to be “IN FOCUS”Your presentation will be developed as you do 1-2-1 meetingsClient presentationsBuilds credibility and generates referrals, consistently.
- #26: DANCE CARDS or 1-2-1 meetingsWhere you get into the detail of YOUR BusinessShow your Referral partners, how they can help youTrain them on sales aspects of your businessFocus on what is a GOOD referralBuilds visibility and credibility
- #27: INTRODUCTIONSHave each person stand, introduce themselves and move to a spot in the room, relevant to their Power GroupThen, when completed, have them sit together in their Power Groups
- #28: BNI Code of ETHICSFundamental to survival and prosperity as a member- Particularly the last one!
- #29: BNI POLICIESAttendance is required for the FULL 90 minutes – this is YOUR sales meeting. You must be represented.You can be PART TIME, you just need to represent your PRIMARY occupationOne person per business categoryThe Leadership Team is trained by the DirectorParticipation – Visitors / Referrals / Dance Cards – NO PASSENGERS!
- #31: SUMMARY OF BENEFITSExclusivity TrainingWebsite system to manage your Chapter, your profile and promote your servicesInternational operation – if you need someone somewhere in the world – call your BNI ChapterEvery Region has a structure of Directors and Ambassadors to support youAt the end of the day – if you participate you win.It’s all about growth – personal growth, revenue growth, relationship growth and the way that opens doors!
- #32: SUMMARY OF BENEFITSExclusivity TrainingWebsite system to manage your Chapter, your profile and promote your servicesInternational operation – if you need someone somewhere in the world – call your BNI ChapterEvery Region has a structure of Directors and Ambassadors to support youAt the end of the day – if you participate you win.It’s all about growth – personal growth, revenue growth, relationship growth and the way that opens doors!
- #33: HAVE I SHOWN YOUHow BNI can grow you, your business and your income?How BNI can provide you a professional sales team, for the cost of breakfast?
- #39: BNI CATALYSTReview the Current CategoriesThe objective is to get this group to 18 members for launch, and then to 30+ for optimum revenue
- #40: BNI CATALYSTReview the Current CategoriesThe objective is to get this group to 18 members for launch, and then to 30+ for optimum revenue
- #41: THE NEXT STEP . . . If you wish to take it further, please see Louise or myself. If you have any general questions, the existing members can assist you.
- #43: BUSINESS CARD HOLDERSPart of the system, is all BNI members of CHARTERED Chapters receive a Business Card Wallet.Up to 70 Business Cards – ready to present when an opportunity arises for YOUR businessAllows non-core discussions with clients on other ways you can assist their businessBuild a reputation as the GO TO man or woman – the person who knows someone who can . . .
- #44: BNI TOOLSThe BNI Membership Kit containsName Badge – critical to visitors at Chapter meetingsCard File – critical to referring othersMembers Manual – BNI system reference book from trainingOrientation CD – The Culture and philosophy behind how BNI worksLapel Pin – for external identification and promotion – conversation starter at network events.