BNI - MakariosEducation Slot - 22nd November 2016
Mit Somaiya
Overview
November - How
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How to give an ideal BNI Reference
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Types of References
• Tier 1 - With a Chapter Member
• Tier 2 - Via a Chapter Member
• Tier 3 - Via a Chapter Member’s Contact
How does it all Start • 121 - If the Business services is not specific you
tend to get a Tier-1 Reference easily
• With the Attitude, Professionalism and Persistence you responded, you open up chances for a Tier 2 Reference
• Educate your Tier 2 reference about a good referral to get a Tier 3 reference
People you know
People you know well
People you know really well
Contact Sphere
People You Know
• People from your society
• People you usually exchange pleasantries
• People in your office
• Clients/Vendors you had business once
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Desperately looking for solutions Listen
Actively
Through Network
Try to find out more
Via Request
Invite Action
People You Know Well
• People you interact frequently
• Extended Family
• People you usually have their mobile no.
• Clients/Vendors you had business more than once
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Desperately looking for solutions Listen
Actively
Come to you
Understand the Questions
Via Request
Invite Action
People You Know Really Well
• Close Friends & Family
• People you meet quite often
• Clients/Vendors you do business regularly
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Desperately looking for solutions Listen
Actively
You go to them
Recommend
Via Request
Invite Action
People You Know - How to approach them
• People from your society
• People you usually say Hello/Hi
• People in your office
• Clients/Vendors you had business once
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• Ask if a solution needed
• Suggest/Recommend
• Introduce as a good friend
• If possible stay away from suggesting BNI
People You Know Well - How to approach them
• People you interact frequently
• Extended Family
• People you usually have their mobile no.
• Clients/Vendors you had business more than once
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• Try to link existing problem
• Drop a name and see response
• Ask/Suggest if the member being recommended can call
• Share the contact details with the member
People You Know Really Well - How to approach them
• Close Friends & Family
• People you meet quite often
• Clients/Vendors you do business regularly
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• Refer with confidence
• Introduce BNI
• Call the BNI member concerned in his/her presence and introduce
• Share contact details with the Member
MEME13
MEME
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People You Know - How does it Help
• People from your society
• People you usually say Hello/Hi
• People in your office
• Clients/Vendors you had business once
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• Instill confidence
• Possibility of building a personal/professional relationship
People You Know Well - How does it Help
• People you interact frequently
• Extended Family
• People you usually have their mobile no.
• Clients/Vendors you had business more than once
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• Genuinely help a BNI member
• Get a chance to interact more with your client/vendor - Feeling of obligation
People You Know Really Well - How does it Help
• Close Friends & Family
• People you meet quite often
• Clients/Vendors you do business regularly
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• Possibility of getting a new BNI Member
• Bringing a personal rapport to professional relations
BNI Referral Graph
Know Well Know Very WellKnow
Conviction Needed
High
Low
High
Low
Success Ration
ME Scale (relative)High Low
Key Points to Remember• Listen for needs from the people you meet
• Ask whether it is okay for the person or business you are referring to call
• Be honest about both people involved
• Immediately pass on the hot referral
• Avoid marginal Reference (Announcement, Better source for buying, Abstaining from providing your name, referring someone without letting him know)
• Respect
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Ending StoryA young Salesperson had lost an important sale. He was very upset.When speaking about this with his Sales Manager, the young sales person shrugged. “I guess,” he said “it just proves that you can lead a horse to the water, but you can not make him drink.”“Son,” said the Sales Manager, “let me give you a piece of advice: your job is not to make him drink. It’s to make him thirsty.”
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Wish you a Referral-full Week ahead
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BNI - MakariosEducation Slot - 22nd November 2016
Mit Somaiya