Category Archives: Educational Moments

del Fuego Tip of the Week

Taking Action this Summer – and Still Getting a Break!

Summer can be one of the hardest times to take action.  It just feels like we should be on vacation, at the beach, having a picnic or BBQing.  In fact, it feels like we should be doing anything except working or thinking about work!  

So, how can you  be successful in the summer despite all those normal feelings?  Here’s a suggestion for you to turn this thinking around.  

First, decide what you really want to do that’s not work related each week, and schedule that first – so you are focused on getting the most out of your summertime!  
That will also let you feel good about focusing on other things.

Second, here’s a a suggestion for your chapter to increase productivity in a fun way this summer. Create accountability teams of 2 people that last for 2 weeks. Have as an agreement to have a 1-1 with each other during that time, and have a goal of ending that 1-1 with a referral for each of you.  Do this for one month and you’ll be on two different teams (with new referrals, too!).  And then, take two weeks off!  

Have a great 4th!You’ll be surprised how productive you can be when you are organizing what you are going to do, instead of waiting for it to happen. And you still get that “time off” that we all crave in the summer.

Happy 4th of July!

All Our Best,
Flynn & Sara
Contact Us!del Fuego is your source for new ideas, training, and best practices for today’s sales professionals. Whether you want to know what motivates your client to buy or what behavior winners exhibit or you want unparalleled sales coaching you will find it at del Fuego. We provide sales, leadership, entrepreneur, and social networking training in a fun, interactive context.

Our tagline is what we deliver and is our commitment to our customers — lives that matter, lives that work, businesses that succeed.

Being Creative With 10 Minutes

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10 Minute Presentations are incredibly daunting. Taking the time to perfect your craft will create an interesting, and informative presentation. With this following workshop our education coordinators help members make the most of it.

Start by saying…

This week we are focusing on your 10-minute presentation. Let me ask you…

Besides describing your business, what other ways could you do a 10-minute presentation?

Seek responses and repeat 2 or 3. Then say the following….

Here are some of the creative ways that we know of to ensure people listen AND learn.

1.    Joint presentation with another member

2.    Theme presentation with a group of members

3.    Have a client join you in your presentation

Have you ever thought about doing a collaborative presentation with a fellow member when your turn comes around?

Joint presentations can be very powerful. Can anyone suggest some logical collaborative teams?

Seek responses and repeat 2 or 3. Then say the following…..

You might like to “team up” with someone in your group and do a theme presentation.  For example, a travel agent, florist and caterer may get together and do “The Wedding Show” which will highlight what these business people can do for a specific type of client.  Tradespeople could join forces with a “focus on home maintenance” or health professionals with a specific theme where the services of each could be highlighted.

Is there anyone in the chapter who is a valued client of another member? Show of hands please?

Perhaps you could help in the ten minutes by giving a client’s perspective of the products and/or services being offered, and how you have been helped, treated or whatever.  A customer’s feedback can be a very strong motivation for someone to refer more business.

Use your imagination, as there are many ways that you can involve others to help you deliver a strong message to your referral marketing team at BNI.

 

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Get Connected – Stay Connected! Get to Know a Referral Source

I don’t know about you, but I am just loving BNI’s “Get Connected – Stay Connected!” campaign.

If you haven’t seen the monthly posts check out: BNI Connect Support Forums/Public Forums/BNI Connect Educational Moments.

Below is the step-by-step process for you to complete the Get To Know A Referral Source portion of the “Get Connected – Stay Connected!” campaign.

  1. Arrange for a One-to-One with a member in your chapter.
  2. Share your GAINS profile and discuss referral opportunities.
  3. Login to BNI Connect.  If you have not yet registered for BNI Connect, go to BNI Connect and click on the “New to BNI Connect? Register Now” link and follow the directions provided.
  4. Go to “My BNI® Business”
  5. Click on “Enter One-to-Ones”
  6. Select that member from the drop down list
  7. Type in the location where you met
  8. Type in what you discussed
  9. Select the date on which you met
  10. Click Submit or “Save and New” to enter another One-to-One

Here is a link to a video and step by step screenshots to the instructions above:

http://support.bniconnect.com/entries/22104328-Entering-One-to-One-Slips-Online

Now you’re ready to Get Connected – Stay Connected! After your chapter Vice President submits their weekly PALMS Report, the One-to-Ones you just entered will appear on your My BNI® Business page! Set a weekly reminder to enter your One-to-Ones online!

Remember to visit Educational-Moments to find monthly campaigns.

Happy Connecting!

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Building BNI Referred Business; Four Steps to Recruiting New Business and New Members

Know your target market

Invite people in your target market to the organization

Every organization recruits new members to its membership. BNI chapters also must introduce new people to BNI in order to increase the chapter’s potential for referral business.

Every time you meet a BNI visitor, you increase your marketing exposure. This gives you another opportunity for new qualified referred business. Every visitor to your chapter has the potential to bring you new business or open new doors of opportunity.

By following four professional recruiting steps, you can introduce new potential members to your chapter and increase your marketing exposure.

1. Know your target market.

The target market for BNI chapters is those individuals responsible for generating their own income. Examples of the target market are: a) professionals in private practice, b) commissioned sales professionals, c) small business owners and d) trades people who contract their services. Some salaried professionals also enjoy BNI if they are on an incentive program or, are working their way up the corporate ladder. An important characteristic of this target market is a strong desire and attitude to succeed in meeting one’s personal goals.

2. Invite people in the target market to your organization.

Verbally (by phone or face-to-face) invite a person to learn more about your BNI chapter. When inviting, use a prepared and memorized invitation script. It is very easy to tell too much about BNI and destroy your chance of getting the person to visit your chapter. Some words are more motivational than others. For example, never invite a person to your “meeting” or, to “join your group.” Busy people don’t have time to join more groups or attend more meetings. Instead, invite the person to attend a business breakfast where business referrals are passed.

3. Validate your invitation with third party information.

People are usually busy. Your message competes with over 2,000 other daily messages. Your message has to make an impact. Increase the strength of your message by offering the guest third-part information about BNI. You can offer a BNI flyer, a BNI article, or refer them to the BNI web site (www.bni.com). Information from these sources will generally tell the BNI story and create further curiosity about BNI. This information is carefully designed to help the invited guest decide to attend your BNI chapter.

4. Follow-up with the guest before and after their visit to your chapter

Following up is the most important step in retail and inviting people to an organization. It is important to follow-up with the guest 24 hours prior to the meeting with a “courtesy reminder call.” The courtesy reminder call should tell the guest to bring enough business cards to distribute and ask “what category of business should I put on your name tag that will be waiting for you at the registration table.” Follow up within 48 hours after the chapter meeting. Following up after the meeting helps provide the guest with answers to further questions about the program. You can now also ask them to join your chapter. If they are not able to join, then they should be asked if they know someone who would like more referred business and could be referred to the BNI chapter. When you get a contact, restart the process. (Be sure to mention your business to the new contact as part of your introduction to the invitation!)

THE SECRET BENEFIT TO PROFESSIONAL RECRUITING…

As you improve your recruiting skills, you will also improve your ability to market your business. The process of recruiting and the process of marketing are virtually the same. As you introduce more people to your BNI chapter, you are also increasing your personal and business exposure. Increased exposure is the foundation of advertisement and marketing. Best wishes!

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Show Me The Benefits!

Tell others the benefit of working with you, then watch THEM tell others.

Tell others the benefit of working with you, then watch THEM tell others.

This morning kicked off with a terrific BNI meeting - as all great mornings do - where one of the members asked for an introduction to a contact in another country. Wanting to be sure I was approaching my business associate in Poland with my best foot forward and informed, we met for a few minutes after the meeting just to be sure we were on the same page regarding the benefits of the introduction.

All of this got me thinking about one of our BNI Mini-Workshops that I would like to share so each of you can achieve the most out of your WOMBAT.

Education Coordinator’s Mini-Workshop
Title: Show Me The Benefits!

This is a 2-3 minute activity that involves those at the meeting.

You will need to read it through beforehand and be prepared. What you say out loud to the group is in bold type.

The purpose of this workshop is to highlight the benefits of each members business.

Ask the members the following question:

What are the benefits of your product or service?

Let a few members respond and repeat 2 or 3 responses to the group. Then ask them….

Write down now the three most important benefits that you can readily describe to a potential customer? Take out a pen and paper and write down three benefits now!

Now that you have written them down, turn to the member next to you and ask them to tell you three benefits of YOUR product or service.

Then reverse the roles! Don’t show them or tell them what you have written down.

Then ask the group for feedback from anyone who had their partner describe all three benefits?

Let me see your hands up please if you described all three benefits that your partner had written down BEFORE you see them?

Anyone got two?

One?

If your partner did not get all three then what does that tell you about your BNI participation?

What is it that you are not doing well enough?

So there is some homework for you before next week – work on your 60 second infomercial.

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

What Are You Marketing?

Who knows what you are marketing?

Who knows what you are marketing?

We all know that people do business with those that they know, like and trust, right? Part of that equation is being the person that delivers solutions, value and benefits to working with them. This mini-workshop allows BNI Education Coordinators to walk the chapter through the process of showing the secret to showing clients the benefits and increasing their return on Word-of-Mouth marketing efforts.

This is a 2-3 minute activity that involves those at the meeting. You will need to read it through beforehand and be prepared. What you say out loud to the group is in larger type in bold.

This morning we are looking at what you are marketing. So please, can I have some responses to that question… “what are you marketing?”.

Wait for responses. You will probably get answers that nominate the person’s product or service. Yet this is not what they should be marketing if they want to succeed. Then ask the following question…

Is that what people buy? Your product or service?

Nominate one or two. You may get someone who actually understands and gives you a description of the potential result rather than the product/service.

Now highlight the focus of this workshop.

Clients respond to and buy what your product/service will do for them. This has often been called “selling the sizzle… not the steak!”

So what do we need to concentrate on? Establishing what your product/service does for clients and then focus all your marketing activity on those things.

Particularly in WOM Marketing.

And especially when you do both your 60-second infomercial and your 10 min presentation.

So lets get some feedback now on what you are marketing?

Repeat one or two of the better responses.

So, when next someone asks what do you sell, tell them in terms of what the result will be!

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Do You Have A WOM Plan?

Our BNI Education Coordinators offer so much during our business meeting with weekly mini-workshops. Truly great Education Coordinators, assist the chapter with a series of related workshops and articles, each one building on the last.

In addition to the Do You Have a WOM Plan? workshop outlined below there are countless Word-of-Mouth exercises available. My favorite resource for these are in The World’s Best Known Marketing Secret. Through the book there are step by step suggestions to build your WOMBAT (Word of Mouth Business Acquisition Tactics).

The hand to hand WOMBAT plan focuses on two key concepts that you must incorporate into your business in order to make yourself a master of Word-of-Mouth marketing. These 2 components are:

1. Developing a powerful, diverse network of contacts. and
2. Creating a positive message, comma delivered effectively.

The combination of the two results in a prosperous Word-of-Mouth business.

Do You Have a WOM Plan? mini-workshop
This is a 2-3 minute activity that involves those at the meeting. You will need to read it through beforehand and be prepared. What you say out loud to the group is in larger type in bold.

Ask the chapter the following question:

This morning I want to focus on where we are going? In particular, where each member, and their business, is going.

It has often been said that if you fail to plan, you plan to fail.

With that in mind, let me ask the following question. Do you have a WOM Marketing Plan? 

Seek responses – ask individual members if necessary. You will probably get very few “yes”.

Now ask the question.

Why? Why is it that you do not have a plan? Seek responses.

So lets look at some things a WOM Marketing Plan might have in it.

  1. How many referrals do you plan to give each week/month?
  2. How many dance cards have you planned for each month?
  3. What extra networking activities have you planned each week?
  4. What results have you gained from the referrals you have already received?
  5. Have you kept your Referral Tracking System up-to-date?

These are just some of the aspects of an effective WOM Marketing Plan. Other things needed are – thank you letters/cards, catch-up phone calls and added value activities for your existing clients.

However, one thing is for sure, for you to get maximum value from BNI the minimum you need is the above.

Another step you could take is to revisit those aspects of the Member Success Programm that focus on planning.

In regards to number 5. Have you kept your Referral Tracking System up-to-date? I find that using Relate2Profit.com is an excellent tool. It was created by BNI member Mike Zinni for his use during his Referral Institute trainings and has been a WOMBAT boon to myself and other networkers.

Receive a 50% discount on your subscription at Relate2Profit.com when you use this referral code: BNI-Relate

 

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Givers Really Do Gain!

Zig Zigler Stop selling, start helping

Isn’t helping what a referral is all about?

This workshop dove tails nicely with BNI Podcast Episode 330: Givers Gain is a Standard, Not a Sword, which tells us “If you aren’t getting as many referrals from a fellow member as you’re giving, don’t point fingers. Evaluate quality as well as quantity of referrals, and remember that what you give will come back to you from the chapter as a whole, not just the individual.”

This 2 to 3 minute education workshop is all about helping your chapter members assess their “Givers Gain” philosophy.

Start by asking the members…..

I want you all to think about how much potential business there is in your category?

How much business, even just in this country, is done each year in the category that you represent?

Call out to me some answers please? Is it $100, $1,000, $100,000, $1 million, $100 million, $1 billion? Just how much is it?

Repeat some of the answers as well as nominate the category they represent.

Now tell me what percentage you think that you are getting?

Call out to me some answers please?

If you nominated a figure that was less than 100%, does that leave you room for business growth in your business?

So, what is your philosophy about business?

Is it one of scarcity or one of abundance?

If it is scarcity, then you will have difficulty making the BNI philosophy work for you.

However, if it is one of abundance, then there is enough for everyone and you can easily get your share, whatever you perceive that to be!

How, I hear you ask?

In the words of that famous American speaker, Zig Ziglar ……

“You can have anything you want, simply by helping enough other people get what they want!”

Zig would have made a great ambassador for BNI.

What Are You?

in networking do you know who you are

What Are You?

I really like this BNI Educational mini-workshop. I believe it helps us understand and put into action our philosophy of being farmers not hunters. How our role is not to pounce on the target for the kill (sale) but to build powerful business relationships by sowing the seeds with our referral sources and developing those deeper roots.

The purpose of this 2 – 3 minute workshop is to highlight the difference between selling and referrals in BNI.

Ask the members the following question:

What is the main function you have in your own business?

Repeat some of the responses. You are looking for the word “selling” or “sales”. If you don’t get it from the responses you need to suggest it to them as a question.

Then ask them….

What is your main role as part of the team in this BNI Chapter?

Again you are looking for the words “selling” or “sales”.

Now tell them that you want to suggest a different role for them.

I want to suggest that your role, when a member of BNI, is different to other business people!

Your role is not selling……. it is networking!

If you truly believe in the basic principles of BNI, then you need to change the way you think about business.

You are a networker. Delete the word sales and salesperson from your vocabulary as they belong to people who do business the hard way – selling!

In BNI we do business differently – by networking – by making our net work!

Think about it…. and change the way you do business!

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director and Relate2Profit.com Evangelist Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com

Her motto: BNI, Making word-of-mouth marketing work for you.

Click for more information or to join a BNI chapter in the Los Angeles area

Looking For Referrals?

Looking for Referrals

Looking for Referrals

This is a 2-3 minute activity that involves those at the meeting.

Good trainers know that it’s always a good idea to  read it through beforehand and be prepared. What you say out loud to the group is in bold.

The purpose of this workshop is to focus members on referrals and finding them.

Start by saying…

I want to start this morning by asking you all a question to which I want an immediate response – don’t think about the answer, just respond please.

How many of you actively worked last week at finding referrals for one or more members of the chapter?

Wait for responses or show of hands.

More to the point, how many of you worked really hard at getting just one referral?

Wait for responses or show of hands.

Can anyone see something wrong with this approach?

Seek agreement from at least some of the members. Then say…

The real secret of referral finding is that you don’t! I will say that again. The real secret of referral finding is that you don’t.

They find you.

If you are planning to “work hard” at finding referrals, that is just what it will be – hard work. Show of hands please from those members who just can’t wait to do more “hard work” this week.

So lets examine what we really should be doing? Any ideas anyone?

Wait for responses and repeat 1 or 2.

The secret is that if you know your other members well, and you know what to look for or listen for, referrals will find you.

There is a great tape by Alice Ostrower called “Standing in the middle of a referral”. The best suggestion is that every time you hear a complaint you are standing in the middle of a referral.

How many of you have heard someone complaining about something – anything – this last 7 days.

The really successful “referral finders in BNI are those people who listen carefully to what other people say and who look very carefully at what other people do.

Then when they hear an “off hand comment” about poor service or dissatisfaction, they are ready to offer assistance.

One of the nicest things you can say to someone who has a problem is…

“I know someone who could help you with that. And better still it is someone I would recommend!”

Repeat that with me…

“I know someone who could help you with that. And better still it is someone I would recommend!”

Initially offering to help is so much more effective than initially asking for something.

Try it for the next 2 weeks and see the difference it makes.

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director and Relate2Profit.com Evangelist Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com

Her motto: BNI, Making word-of-mouth marketing work for you.