BNI MAKARIO's Educational slot on 22-11-2016 by Mr.MIt Somaiya

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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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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Actively

You go to them

Recommend

Via Request

Invite Action

People You Know - How to approach them


• People you usually say Hello/Hi



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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


• Extended Family



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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




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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 you usually say Hello/Hi



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• Instill confidence

• Possibility of building a personal/professional relationship

People You Know Well - How does it Help


• Extended Family



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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




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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