BNI Minnesota & N. Wisconsin Blog

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Ten Tips for Social Media Etiquette   

2. Be yourself and let us get to know the real you. Complete your profile and include some personal info (hobbies, other organizations you belong to, etc). Be honest in your bio and on your GAINS profile. Members will be able to preview a short version of your bio, so be sure your message is clear, grammar and spelling are correct, and that it’s complete. People like to do business with people they know, like, and trust. Use this to attract the people who are looking for you and what you do.

3. Focus on Quality connections, not quantity. There are 2 types of membership: basic and premium. The number of connections you can have will be determined by your type of membership. Build connections that can turn into meaningful relationships - personal and business. There is no prize for the person who gets the most connections the fastest. The prize is building meaningful relationships that develop into business and profitability.

4. Who do you want to connect with? Potential clients? Customers? Referral Partners? A referral partner can fit into 3 categories: a)someone who knows your client or customer before you do, b)someone who is targeting the same client or customer but for a non-competing product or service, and c)who potential clients or customers go to for advice on how to find you.

Identify who you want to meet and develop a strategy to find them and connect with them.

5. Connecting with other members. There are 2 options to connect with others: Direct Request or In-Mail.

InMail – If you don’t know the person and would like to connect, send an InMail first (like an email) telling the person who you are and why you’d like to connect. They can either “ignore” or send you an invite to connect.

Direct Request – If you’ve met the person, follow on other networks, or have some kind of a personal connection, you can send a direct request to connect. (It’s still a good idea to remind the person how you know him/her). They can either accept or “ignore”.

Just because you are connected doesn’t give you the right to “pitch”, “spam”, or “sell” to others. Building relationships take time. Once people get to know you, business will happen.

3 Status Update Panel. This is where you will see updates from people to whom you are connected. Think outside of the box. Make your update relevant to who you are, what you do, etc. Help us feel connected to you. Add Value. You can interpret “What are you doing now” to also be:

What do you wish you were doing?

What are you thinking about?

What do you love about your career or life right now?

Who have you just helped and how did they benefit?

Have a new product? New service? New website? Free ebook? You can let broadcast but the rule is 7:1. Out of 7 postings or comments, only 1 should be about something you offer.

If you don’t have anything nice to say, then talk about something different.  Be careful with your words – there is no room for criticism, snide remarks, jokes or comments that others might find inappropriate, etc. People do business with people they know, like, & trust.

10. Be Responsible and Accountable. One of the facts of life is that we will make mistakes. It happens to all of us. So when you make a mistake, accidently offend someone, etc., be sure to take responsibility and apologize. Learning curves and the mistakes we make along the way are acceptable when accompanied by an apology and a laugh at ourselves. However, blaming someone else or giving excuses will only turn people away

from you. Remember, you can make excuses or you can make money, but you can’t make both!

By following social media etiquette, you’ll build strong, meaningful relationships with people who are looking for what you have to offer. Somewhere in the world a member is going online to find a person who offers what you offer – shouldn’t they be talking to you? BNI Connect provides the platform for that to happen.

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, CPA

You hear it from your accountant.  Your financial planner keeps asking for it.  Your banker really wants to know.  Asking for what?  They want to know that you are keeping track of your business and personal financial affairs.  Are you asking yourself the same question?

Imagine if your bills were paid without knowing what the account balance was!  What if you overpaid the bank loan or your copier lease - again?  A $49 dollar late fee for paying a credit card late!!!!!

The following tips are for those that this has happened before.  Keeping track of where you are is more important than that next deal or sale, no matter how big the deal may be.  These may be simple on the outside, but pack a huge return over time.  We’d all be surprised of how many are not even given a second thought.

1. Keep a physical list or ledger of your checking account – even if you have an accounting system
2. Always have envelopes available for expenses paid for using your own cash
3. Reconcile your accounts shortly after receiving your bank statement
4. Create an accounting of ALL of your transactions
5. If you are too busy, don’t know how, or just don’t want to mess with it, hire a bookkeeper
6. Outsourcing may be a lot less than you actually expect

So listen to your CPA.  Take the advice of your financial planner.  Take notes when your banker makes this request.  Next time they ask, you can say YES, I keep very good track of my financial affairs – Want to see my books? 

LuAnn Buechler, CMP, PMC Events & Travel

Have you heard of the Butterfly Effect, and how one thing leads to another in the world of referrals? Well here is my BNI Story, a perfect example of the Butterfly Effect in action.

I was invited to BNI by a young man that grew up in my neighbored and played with my little brother. His name is Craig Oslund. Craig and I got reacquainted at a Chamber After Hours event where I was promoting my new business in 2005. He invited me to visit his BNI meeting. I jumped at the chance to network with another group of professionals. I joined immediately and became the education coordinator the second week of my membership. After all teaching others is a great way to learn the organization for yourself; and it worked. 

I fell in love with the organization and its philosophy of Givers Gain. The more I learned, the more I knew I was in it for the long term. So, I set my sights on becoming a BNI Director. A mere inquiry made to Sue Henry, Area Director, in Southern Minnesota about just what it would take to get there put me on the fast track to become a BNI Director within a year of joining.

This of course, allowed me the opportunity to meet Nancy Giacomuzzi, Executive Director of BNI Minnesota, among many other amazing people. Beth Anderson, who you may have read about in another story we wrote regarding visibility, credibility, and profitability was just one of those people.  As I gained visibility in the organization and worked with other directors in the region we gained credibility with one another, only to realize after four years that we had complimentary skills and similar goals. Beth and I are now partners in creating networking events.

It was Nancy G. however, who made the most significant impact on my butterfly spreading its wings. In recognition of a job well done, I was given the honor of picking up Dr. Ivan Misner, Founder and Chairman of the Board for BNI, at the airport on a visit to Minnesota. I was to get him checked in at the hotel and bring him over to the party at Nancy’s house promptly at 6pm. This gave us over an hour of free time to get to know each other before the party. Being the man that he is, he asked me all about my business and what a good referral is for me. Nearly a year later, I received a referral from him to the Transformational Leadership Council; the most amazing organization of transformational leaders and fascinating people, for whom I have the privilege of working with on their annual events.

Strengthening the relationship and gaining credibility with Dr. Misner through these events, coupled with the strong relationship he already had with Beth Anderson, allowed us to ask him to participate in and support our International Networking Conference.  PMC Events, Get Connected Conferences are now a strategic partner of BNI, which has created the mutually beneficial relationship Ivan speaks of as profitability.

Dr. Misner since then has introduced several TLC Members to BNI as keynote speakers for our director conferences. From this we struck up a strategic partnership with Lisa Nichols, the bestselling author of “No Matter What”. Having built credibility through both the organizations and these relationships, we were able to create a Get Connected Conference in Minneapolis that featured three TLC members along with Lisa Nichols.  It was an extraordinary day of education and inspiration.

At our first annual International Networking Conference: Get Connected  2009, I was able to spend time with another BNI Director and author of “Remember the Ice and other Paradigm Shifts”; Bob Nicoll, with whom, I am now co-authoring a book on customer service using empowering word choice. He and six other speakers from that Get Connected Conference approached me at the 2009 International BNI Conference, with a proposal to help manage seminars for them all over the country to help increase their exposure. Yet, another mutually beneficial relationship that grew out of networking and supporting one another.

The butterfly effect from building these relationships through networking exposure continues to amaze me. The process has moved my career along exponentially, expanding my reach beyond my wildest dreams. Yet, the simplest of connections that I make every day, from which who knows what maybe the long lasting implications for others, continue to drive me and excite me. It even gives me goose bumps when I know that the people I have connected are destined to do great things together.

And it’s all because Craig Oslund invited me to a BNI Meeting in September of 2005. Today, Craig is a BNI Ambassador on my team here in Southern Minnesota supporting the overall growth of BNI in everything he does every day; truly living the Givers Gain philosophy as Dr. Misner, our leader does. 

What is your butterfly effect? What allowed you to get where you are right now, today? Think about it. If you wish to expand your network and exponentially grow your business relationships, check out www.GetConnected2010.com.  Get Connected to the Butterfly Effect that will fulfill your destiny……

Get Connected 2010, International Networking Conference is presented by PMC Events.

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!

by Linda Aasen

A young woman was embarking on a new business venture. She was very concerned about the future of her business and so she asked a very successful business man from a neighboring town to show her what success looked like.

The successful businessman led the young woman to a heavy wooden door. When they opened it they saw a large room with a round table in the center. In the middle of the table was a large pot of stew, which smelled delicious and made the young woman’s mouth water.

The people sitting around the table were thin and sickly. They appeared to be famished. The people were holding spoons with very long handles that were strapped to their arms, but allowed them to reach into the pot of stew to take a spoonful. Because the spoon handle was longer than their arms, they could not get the spoon into their mouths. The young woman shuddered at the sight of their misery and suffering. This was not the picture of success she had envisioned.

Then the successful businessman led her to the next room and opened the door. The room was set up exactly like the previous room. There was a large round table with a big pot of stew which again made the young woman’s mouth water.

The people were equipped with the same long-handled spoons, but here the people were well nourished and plump, laughing and talking as they ate. The young woman said, “I don’t understand.”

It is simple the businessman replied. Success requires one skill. You see they have learned to feed each other, while the unsuccessful business people think only of themselves.

The people in the second room were members of BNI, where they learned to work together and feed each other referrals. That room of BNI members believes in Giver’s Gain and working together for everyone’s success.  Are the members of your chapter feeding each other and working together?

by LuAnn Buechler, CMP, PMC Events & Travel

I just love it, when I am attending a professional development event or training seminar and they speak the language of referrals. The world is beginning to resonant with the same messages we deliver in BNI. I attended a training just this last weekend for my travel business. Everything they were teaching us reminded me of BNI. I was so proud to already understand the concepts. Sometimes affirmation of our knowledge is just as empowering as learning knew things. It’s also a good reminder to keep doing what your doing.

To remind you just how much you already know here are a few of the concepts that they taught. See if you are already doing these things:

1. When is the best time to ask for a Referral? As soon as you close the sale, ask your client for a referral to the person in their circle of contacts that could also benefit from your product or services.
2. Go for the Low Hanging Fruit. Work your relationships. Work your networks. Rather than mass marketing pieces or direct mail trying to find new clients. Work with the ones you already have. Get referrals from the people you know. Who know, like and trust you. Ask them for referrals to the people they know who could benefit from your products or services.
3. Who do you know that already sells to businesses? Or who shares the same client? Build relationships with those individuals who share the same client. One of you will see them first and can pass business to the other. Talk with them openly about how you will share those referrals.

Hopefully, you are already doing all of these things. Otherwise, consider it a reminder. Keep it simple. Go back to the BNI play book and stick to the basics. It’s economical and effective. The rest of the world is starting to speak exactly the same language. The language of referrals, it will make sense to your clients & colleagues. Build on that, rather than looking for new ones.

If you continue building on the relationships you have, the referrals will follow. Remember to reciprocate when you receive those referrals! (That’s a subject for another day.)

By B. Scott Binion

Everyone needs time away from the daily routine.  Without a break from the enormous responsibilities or stresses of work, relationships, and life itself, our quality of life will no doubt suffer.  We are all busy!  Too busy really!  Most of us don’t have the luxury of taking several weeks off each year.  More power to those that can take extended breaks.  Most of the time, we have trouble even relaxing for that long weekend or rare trip to Florida.  Finding alternative ways of getting away becomes more important. 

Here are a few simple, but effective ways to “get away” from the daily grind:

1. Use your “stuck in line” or “on hold” time to think about stress-less activities – that walk you are going to take with your spouse when you get home, reading a great book, running, writing etc.
2. Take 20 minutes twice a day to unwind – have a cup of coffee or read a pleasurable article or thrilling spy novel.
3. Turn off any electronic device you need for work - sometimes in the middle of the day.  They will call back – they always do.
4. Put your office phone on “do not disturb” and leave it there for a while.
5. By all means, use your vacation time for what it is intended for…..time away!

Recharge your personal and professional life with these useful tips.  Enjoy your TIME AWAY!

by Linda Aasen

Bob Weiss, Vice President of East Side Alliance Chapter, recently sent me this parable.  I thought you might find it interesting.  We are eager to hear what your most valuable customer does for you.

Let me tell you about my most valuable customer!  I have a customer who is responsible for 60-70% of my new business and, about half of my recurring business!  I meet with this customer weekly, and nearly every week he has one or more pieces of work for me.  This customer also has introduced me to several of his customers, suppliers, and colleagues and, in many cases, I have developed profitable business relationships with those companies as well.  This relationship has developed into a business opportunity worth tens of thousands of dollars to me every year. Do you understand why this is my most valuable customer?

In addition to this, though, this customer has assumed a role in my business life as a mentor and counselor.  When I need some business advice, or just to bounce an idea around, I can call on my customer and, always find a willing ear and helpful suggestion.  When needed, I can count on a referral to an expert well qualified in the particular field of my inquiry.

Plus my customer is constantly on the lookout for new business opportunities for me, almost like an unpaid sales person.

Quite some customer, huh?  Would you like me to introduce you to my most valuable customer? Well, before I do that, you need to know about the negatives….

My customer expects me to meet for breakfast every week on Thursday morning at 7 am for a meeting that generally lasts an hour and a half.  They expect me to be a little early, or at the very least, on-time.  I dare not miss a meeting; if I cannot go for some reason, they expect me to send someone in my place.  They expect me to pay for the breakfast, even on those occasions when there is no new business for me.

So, there you have it.  Do you still want to meet my best customer?

My most valuable customer is my BNI chapter.  The 30 plus members of my chapter, the East Side Alliance, are the best and most reliable source of new business for me. They represent the best return on my marketing dollar, somewhere in the neighborhood of $40 or $50 for every dollar invested.  A seat in our particular chapter is worth about $20,000 per year to an average member.

We meet on Thursday mornings from 7 to 8:30 am, at the Wildwood Lodge, next to the Machine Shed restaurant, at the intersection of I-94 and Radio Drive.  Please come and meet with my most valuable customer.  We have a chair waiting for you!

Bob Weiss at WyzGuys Computer Support
www.wyzguys.com