BNI Minnesota & N. Wisconsin Blog

I recently was out of town for about a week, twice in a 6 week span of time. I was running here and there and when I got back, all I could think of was that I craved the structure in my life, my routines. Some may view routines as a negative, something that confines them or keeps them in some kind of a box. I find just the opposite and wondered if I was somehow just playing into my craving for order. So I did the obvious, I asked all my friends on Facebook how they felt about routines? ((smile))

It was very interesting the replies that came back. Most loved their routines and said they couldn’t function without them. Some enjoyed routines but also liked the freedom they had without. Some even said they wished they DID have routines in place. The reason? All agreed that more gets done, when there is a routine in place. Very interesting, I thought.

I was listening to the Entrepreneurial Excellence Radio Show with Frank De Raffele last week and Frank said, “The more structure you have the more freedom you have…” The comment resonated with me because of my recent research on the topic and reiterated my conclusion. If we use our routines to accomplish the things that must get done, we are able to have more free time to do what we want to do.

As a small business owner, it wasn’t until I established routines for certain aspects of my business that I was able to start having free evenings and weekends with my family. This is the reason I started my business, so I could enjoy that freedom. It was also when I began to feel successful.

BNI is what I use for marketing my business so logically I enjoyed the structure there and the success it brought. Our BNI meetings have structure for a reason. We are able to get the things done that we need to. Our agenda is the routine or structure to the meeting. Is the agenda new? No, it was tweaked in the beginning, but has remained consistent for decades. Each item on the agenda is there for a reason. Yet, by using this agenda, we are able to get more done in less time. We are able to efficient and in turn, more effective.

Are there other routines that you use in your business? Would you be more productive if you did? Is there some portion of your business that you struggle with? Would establishing a routine help with the productivity and make it less of a struggle? Would you be able to enjoy more freedom with that structure in place?

Establish a routine today. Feel the structure. Feel the success. Enjoy the freedom.

Tara Schmakel- Entrepreneurial Excellence Business Forum, The Workroom at Tara’s

By B. Scott Binion

Do this and don’t do that!  Concentrate here and you will be successful.  If you can make sure this gets done, watch out for the referrals!  We all have our “lists” to keep track of.  But what if we looked at networking from a different perspective - would that be helpful?  Most likely will.

So here goes - Do you know 4 sure-fire ways to NOT be a successful networker?  Here’s the list:

1. Show up to your networking meetings late most of the time.
2. Expect your sales force or chapter members to think of you when you’re not there.
3. Only meet outside of the networking meetings when asked.
4. Make sure to always leave your networking book of contacts in a drawer.

I know what you’re thinking - these are just way to simple.  After all, any networking education would lead you to another way.  Obviously, if you follow these rules, your networking success will be lacking.  But everyone needs to realize we all have made one or all of these mistakes before - or at least you should admit it.  I know I have!

Now here’s the way to be even more successful at your networking efforts.  Ready for the blinding flash of light?  Do the complete opposite of the four above!  Again the four suggestions restated:

1. Show up early and stay late for your networking meetings - you might even close some business.
2. Being in front of your sales force or chapter members allows them to get to know what makes you successful.
3. Be the first to initiate member meetings over and over again throughout the year.
4. Enter your networking or chapter members in your Blackberry or Droid or at the very least in your day-timer or portfolio.

Now you have no excuses - be that great networker that everyone looks up to.  Better yet, share your knowledge and networking success with others.

By B. Scott Binion, CPA

“Let Your YEA be YEA and Your NAY be NAY”

Have you heard this saying before?   I’m sure we all have from time to time.   It comes from Matthew 5:33 and is great advice for all.   Let me share what it means to me and my business.   In its simplest form – if you say it, do it.   If you can’t do it, say so.

We have all been in situations where something didn’t get done by another team member, co-worker or manager that adversely affected others and the overall company.   But they said it would be done, on time, and within budget!   We trusted them to get it done and then made our plans accordingly.    Again, they didn’t follow-through and we all had to suffer from their mistake.

Not a welcome outcome, but it is far too common.   I know in the past, I have been the one making this mistake, most likely you have too.   Let’s work hard not to see it happen ever again.

Here are a few simple sayings that can help everyone stick to what they say or to follow-through with greater success:

·          Practice saying NO more often

·          Say NO when you are unsure or have serious questions

·          Say YES when you can actually do it, without reservations

·          When something comes up, as it always will, let others know

·          Set a pattern or habit of doing what you say

If you want to learn more, go to my website www.InsightCos.com and sign up for the FREE Insight of the Week publication.  Over the next few weeks, I will go a little deeper into each one of these helpful suggestions.    

If there is anything that you need help with, call me at (952) 270-1800.  Make it a wonderfully successful day!

LuAnn Buechler, CMP, PMC Events & Travel

Have you ever thought about the parallel between Customer Service and networking? This might help some of you who hesitate to speak to current customers regarding referrals for your chapter members and referral partners. It also speaks to something called “touch point marketing”.

Exceptional customer service is about good communication with our valued customers. We need to have regular contact with our current customers to keep them as customers. We need to show them how much we C.A.R.E. about them…because Customers Are Really Everything to our business. So, how many times do you “touch” your customer in the service experience?

Do you just wait for them to come to you? Do you follow-up with them after they have made a purchase or even an inquiry? If they are on a regular service program, do you contact them in between service calls or invoices to see if they are happy with the service you are providing? Do you call them up on occasion randomly just to ask them how can I help you?

They all have businesses too (in most cases these days). Pick up the phone and call them to ask how their business is doing; what are their challenges or opportunities. How can you help them be more successful, solve any problems they are facing, etc. You may find in your conversation a referral for one of your members.

More importantly you have touched your customer with sincere caring and concern. You have called them to see what it is they need, rather than to sell them your product. Think about it. It’s simply Givers Gain yet very powerful customer service. If you can connect them with the person, products, or services to help them succeed outside of what you provide. They will think of you – the next time they need help solving a problem. They will think of you first - the next time they need your specific product or service. A few calls like this over the course of the year, accompanied by your usual touch points and your customers will think of you first the next time they hear of someone else who needs your service. You will be top of mind because you CARE! and because now - they care about you, too.

Remember, people could care less about how much you know, until they know how much you CARE!

By B. Scott Binion

If you were outside in two feet of snow with temperatures below zero, would you take off your boots to shovel the driveway?  Of course not!  But did you know that a lot of business owners do that very thing, maybe not literally, but in how they operate their business?  They remove or change something as a pure reaction instead of thinking it through like they should. 

Here are a few examples:

• Let go of your “star” sales person due to a bad couple of months
• Spend needed funds on non essential things, such as that fancy new red sportscar
• Stopping what’s working like your networking activities because it takes too much time

I’m sure there are a thousand other examples of “when the boots come off in the cold” you can think of.  To put it bluntly, you most likely will sacrifice future gains for a so-called urgent course of action.  Which usually leads to unfavorable results.

Before you take those boots off, think about how cold it will be.  Same with your networking, count the cost before making drastic business-changing decisions.  It may cost you more than you think.

If you have cold feet right now, call one of us at BNI Minnesota and let’s see what can be done to get your networking activities ready for the New Year.

It Only Takes One – Anything Can Happen if you Just Show Up!

by LuAnn Buechler, CMP, PMC Events & Travel

It just takes one good connection to make a huge impact in your business. If you just show up and participate you might very well find that one perfect contact or connection that will take your business to the next level. Having just returned from the international networking conference Get Connected 2010, I can give you plenty of evidence that when you participate in networking events the opportunities to “get connected” are very powerful.

Gordy Pillar owner of Dreamhouse Interiors,  a BNI member from Wisconsin came away with three potential business deals that he said will more than pay for the expense of being at the event. In addition, he received intensive networking education that he will apply to his business throughout the year which will further increase his success. Sue Henry of SueHenryTalks.com, an Area Director for BNI Minnesota made a contact to the Dr. Phil show to promote her Tiara Experiment. James Russell, an entrepreneur from France, made connections that will help him open a new BNI Region. These are just a few examples; you will be hearing more testimonials in the weeks and months to come.

The point is you must be present to make those connections. You also must be able to “articulate” what it is your looking for, what is the connection you need to make to take your business to the next level.

Mike Macedonio of the Referral Institute works with the conference speakers and sponsors prior to the event to coach them on how to get the return on investment they would like out of the conference. These same principles apply to the participants. In advance of attending any conference set goals for what you would like to achieve. How many contacts/connections would make the conference a success for you? Rather than merely collecting business cards, be sure to identify the type of person you are looking for. Be able to describe them to other participants. Then seek out those individuals and connect to them. Be able to describe what a good referral is for you or better yet a good referral partner. Bring other members of your team to spread your message, and be able to edify you and your business to the other participants who may be looking for you…

As I write this I realize, that many of the presentations spoke to developing these very skills. So, whether you need work on these skills or would like to “get connected” in a more powerful way through networking. Show up to networking events prepared to participate. It just takes one strong connection as a result to make the time spent well worth it for your business success!

B. Scott Binion CPA

Everyone has a need to know.  Cell phones are just not enough.  Got to have email on your PDA or wireless card built inside your laptop.  Better yet, got to read that text message during an important client meeting or at your son’s soccer game.

We must think society demands real-time or instant response – but do we or even should we think that way?  But customers or my boss demands it?  Again, do they really?

In all my years as a consultant, I’ve had only one client get upset due to not receiving his return email within a few hours or until the next day.  One out of hundreds!  I think it’s fair to say, we probably impose or impart some of the “constant contact phenomenon” with regard to our customers and clients.

Try these tips to keep your constant need to know in balance:

• Turn OFF your PDA or cell phone after 7:00 each evening
• Check your email only a few times over the weekend
• Better yet – leave your laptop or cell phone off ALL weekend
• Everyone needs a break – away from the distractions during family time
• Give your best clients your home number just in case of a weekend emergency

One thing to know – they will still be there tomorrow or on Monday morning.  Most likely the so-called urgent call or email is really not that serious.  It may be hard to use these tips at first, since our addiction to this type of constant contact is quite strong.  Try to get rid of this phenomenon and see if you can relax a little.  As you do it more and more, you will experience many positive changes that will last if you let them.

Have a great week!

By LuAnn Buechler, CMP, Get Connected 2010 Conference

Relationship marketing involves building deep networks strongly rooted in a bond or connection that is developed over time with other people. Any successful business relationship is unique to every pair of individuals, and it evolves over time. Effective networking is all about building those successful relationships. Successful business people understand that networking and relationship marketing is about building long-lasting connections with other professionals. These relationships must be nurtured. As they grow, they are fed by mutual trust and shared benefits, they evolve through three phases: visibility, credibility and profitability. We call this evolution the VCP process.

Relationships start out tentative, fragile, and full of unfulfilled possibilities and expectations. They grow stronger with experience and familiarity. They mature into trust and commitment. The VCP model describes the process of creation, growth and strengthening of professional relationships; it is also useful for assessing the status of a relationship with prospects, clients, co-workers, vendors, colleagues, friends or family members. When fully realized, such a relationship is mutually rewarding and thus self-perpetuating.

The first phase of growing a relationship is visibility. You and another individual become aware of each other. In business terms, a potential source of referrals or a potential customer becomes aware of the nature of your business–because of your PR and advertising efforts, or through someone you both know, or through networking events. This person may observe you in the act of conducting business or relating with the people around you. You may become personally acquainted and even work on a first-name basis, but you know little about each other. Beth Anderson, Owner of OrgTrack.com and LuAnn Buechler, CMP, Owner of PMC Events & Travel, have shared a common network in BNI for five years where they became “friends”. However it was the 5^th year before the relationship moved into a strategic business relationship. Now they produce 3-4 professional networking events annually to help others “get connected.”

The visibility phase is important because it creates recognition and awareness. The greater your visibility, the more widely known you will become. Visibility must be actively maintained and developed; in order to move to the next level, credibility.

Credibility is the quality of being reliable, worthy of confidence. Once you and your new acquaintance begin to form expectations of each other and the expectations are fulfilled, your relationship can enter the credibility stage. If each person is confident of gaining satisfaction from the relationship, then it will continue to strengthen.

In Beth and LuAnn’s case they realized they had a shared common interest to create networking & business educational events around the world. LuAnn brought event management skills to the relationship, Beth brought valuable technology tools. Having been in BNI five years longer than LuAnn, she also brought a much larger network of relationships. That credibility is then shared and/or loaned to give LuAnn credibility as Beth refers her to other business associates in her network.

Credibility grows when appointments are kept, promises are acted upon, facts are verified and services are rendered. The old saying that actions speak louder than words is true. Failure to live up to expectations–to keep both explicit and implicit promises–can kill a budding relationship before it has a chance to develop.

The mature relationship can be defined in terms of its profitability. Both parties must see the value or profitability in the relationship in order for it to become a long term, sustainable relationship.

The time it takes to pass through the phases of a developing a profitable relationship is highly variable. It’s not always easy to determine when profitability has been achieved. In a time of urgent need, you and a client may proceed from visibility to credibility overnight. The same is true of profitability; it may happen quickly, or it may take years. It depends upon the frequency and quality of the contacts or your visibility. It depends upon the ability for both parties to build credibility with one another by delivering on the promises or fulfilling expectations. It requires that both parties have a desire to move the relationship forward.

Beth and LuAnn’s story moved from a belief in one another’s professional skills and expertise to a strategic business partnership now producing profitability. Together they plan successful events where business professionals can “get connected” to the relationships they need to grow their business and their professional self. (To learn more about upcoming events go to www.GetConnected2010.com )

Visibility and credibility are important in the relationship-building stages. When you establish an effective referral-generation system, that allows you to demonstrate credibility to the people who send you referrals and the customers you obtain because of it, you build a sustainable stream of business that leads to profitability.

Visibility + Credibility = Building Relationships that Lead to Profitability.

What do we turn to when we can’t find something in the dark?  A flashlight helps, doesn’t it!  I recently heard a comment about light and darkness.  It went something like this – light simply punches holes in darkness.  Never quite looked at it that way, but it makes sense.  So what does that have to do with my job or my business?

In many businesses, key managers often make decisions while they are in the dark.  Sometimes, not knowing all of the key information can be compared to trying to find your lost keys in the pitch black.  Not having the right information available, when you need it, to make an informed decision is the same very thing.

Here are a few observations that may give you a new perspective on this very subject:

1. Light dispels dark – more info will often lead to better decisions
2. Your flashlight provides focus for your company’s direction
3. It’s hard to see where you’re going if you don’t have the right tools, like a flashlight
4. Make sure your flashlight is in good working order – last thing you want is for your light to grow dim or burn out when you need it most
5. Lastly, your flashlight needs to be working – guiding you along the path to profitability

Next time your power goes out and you reach for that flashlight, remember these few simplistic perspectives.  If you find it challenging to even find your flashlight or not even sure if you have one, seek help right away to lighten your path!