BNI Minnesota & N. Wisconsin Blog

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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

Is being simple a bad thing?

In normal conversation being called simple tends to be an insult. On the other hand, I have conversations with many people that I swear are trying to make their life more complicated than it needs to be.  Personally, I think that  in business being simple can be a really good thing.

Last week I was working with a group of highly motivated business people that are trying to start a new BNI chapter in my area. They were frustrated about the number of visitors they were having in relationship to the effort they were exerting.  So I taught them a two line script for inviting visitors to their meeting.

“I meet with a group of local business people and we are looking for a [Insert Profession] to give our business to. Would you like to meet my friends?”

Nothing fancy in that invitation at all. No references to the millions of dollars of closed business BNI members have done through referrals in the last year in MN. No mention of any of the features or benefits of membership in BNI. But after I told them what to say their mouths just dropped and their eyes lit up. All because it was a simple way to invite that got the job done.

How many times as business people and sales/marketing professionals do we try to tell our clients or referral partners EVERYTHING we know instead of focusing on the key information that they need to make a decision to do business with us? It’s really easy to just keep talking and talking and then completely talk yourself out of the sale.

Instead of trying to dazzle our clients with everything we know, we need to dazzle them with our ability to listen to them, express their pain and then relate what we do to their specific need.

When talking to clients, there are two things that should be shared:

1. How you can help.

All the coolest features and products in the world won’t get you a new client if those products can’t help them or more importantly, if the client doesn’t understand how they can help them.  Listen to what the client says and present your product in terms of what your customer tells you.

2. How this help will benefit them.

How you can help is great but if your client doesn’t understand what this help can mean to their success, you are still left looking for a new client.  Show them what impact this help will have on their business of quality of life.

Focusing on your clients needs and desired results instead of the features or services you provide will set you apart from the rest of your competition and set the stage for you to develop a profitable relationship with your new client.

No one wants to get a call from a salesperson that is always trying to sell, but no one minds getting a call from someone who is trying to help.

LuAnn Buechler, CMP

Let’s call him Slick Willie. Willie sells oil to individuals or mechanics for machinery and cars. Willie appeared during a BNI Chapter Visitors Day one spring, and then began to visit every chapter in the area. During a brief conversation Willie told me he would never join just one BNI Chapter, that his plan was to visit all the chapters he could to find business. Then he would move on to the next organization. As a director for BNI I was at many of our local chapter meetings. So, I saw Willie on several occasions and Willie saw me.

Finally at one meeting, Willie came up to me and said “you are the person who can help me”. “I am” I replied. “Yes, you seem to know everyone, so if you will do business with me, you can spread the message about how great my product is.” I inquired again if he planned to join a chapter and got the same response. “No, why would I do that. I am going to visit them all to get business and then move on.”

Willie continued intently to tell me all about is oil, how he could come to my home to put it in my car and teach me how to do it. It would be better for my car. More cost effective, etc. I told Willie, I only do business with people I know, like and trust. “If you plan to join BNI, we can build that relationship and talk more about your products and services.” Willie again expressed his views on networking organizations and how he did not have time to build those relationships. “Trust me; it’s a great product, just try it and you’ll see.” Willie said.

I explained to Willie, “…one of the values of BNI to me is doing business with people I know that I can trust. I know nothing about cars and honestly have no desire to learn. So, I work with a mechanic who I have built a relationship with to the point that I trust him implicitly with my cars. I would never do anything to my car without Jerry’s input.”  I proceeded to ask Willie if he knew my mechanic Jerry, which he acknowledged that he did. I told him, if he wanted to speak to Jerry about his oil products I would connect him. He assured me that was unnecessary. “Well, I only do business with Jerry and so unless Jerry tells me this is the oil I need, and encourages me to put it in my car. I will not be buying oil from you directly.” Willie was quite persistent; he wanted to go into the parking lot to put oil in my car. To end the conversation, I had to tell Willie I had another meeting and he needed to go.

I did in fact have a meeting with the leadership team of the BNI Chapter, which I proceeded to conduct after Willie had left. Upon completion of that meeting, I felt the need to call Jerry to warn him about my conversation earlier that morning. Jerry was pleased to hear from me. I started the conversation with “Jerry, I called to warn you about a guy I spoke to this morning…” Jerry interrupted me with “he’s already been here.”

I apologized to Jerry for ever having mentioned his name to Willie. Jerry reassured me that he was familiar with Willie and his tactics so there was no need to worry. Willie had gone to Jerry’s shop and told him that I sent him there. That I wanted the oil in my car and that Jerry needed to buy his oil in order to take care of his customers - me. Can you believe that!

Fortunately, Jerry and I have a strong business relationship which we developed through our BNI Chapter. Jerry knew better than to listen to Willie. He told him “let me speak to LuAnn, if she wants your oil I will get it for her. However, what I have been using in her vehicles is what I would still recommend to her.” Willie continued to the extent he wanted to leave some oil with Jerry assuring him I would want it for my car. Again, Jerry knew better and sent Willie on his way.

I felt so badly that Jerry had to “deal” with Willie because of me. However, Jerry reassured me that it was because of our relationship and how well he knew me, that he was not fooled by Willie’s tactics.

Thank goodness for solid relationships with people where we can trust each other so implicitly others are unable to come between us, use us or deceive us. Networking is about cultivating those relationships. It is about farming rather than hunting. Willie was a hunter. He set his sights on a target and was coming in for the kill. That strategy failed on both Jerry and I. Because Jerry and I live by the relationships we have built to do business based on trust.

Trust takes time, is another fact that Willie failed to understand. Jerry has been working on my cars for nearly 5 years. He has earned my trust over time. Willie expected me to trust him based on one conversation and his word. Your word is only the beginning; it is like the seed that is planted. Then you prove yourself by nurturing the relationship. Spending time to get to know one another and delivering on the products and services you have committed to in your “word” - thus creating mutually beneficial results.

I take my cars to Jerry because I know I can trust him to treat me fairly and ensure my cars are always in good repair. I trust him to do that because of our relationship built over time. Jerry in turn assists to connect me with the people he knows that I would like to meet for my business.

And that’s how it works Slick Willie…

P.S. Some names have been changed to protect the guilty. On the other hand, Jerry Fossum of Jerry’s Broadway Care Car, Rochester, MN, is the most trustworthy mechanic you will ever know. If you are ever in the area - see Jerry for all your car care needs!!

It is that time of year again when your chapter leadership team and your Assistant Director will be talking to members about serving as a member of the next leadership team for your chapter and they may be talking to you!

But why would you want to be Chapter President, VP or Secretary Treasurer?

The number one reason that you should want to serve in a leadership position within your chapter is that it will help your grow your business.  Chapter leadership, and this includes the visitor host, membership committee etc, tend to always get more referrals while they are in a leadership position and after they serve in that position. Why is this?

1.  Visibility + Credibility = Profitability

Being a leader in your chapter automatically increases your visibility and your credibility because you are showing your commitment to the chapter.  Now if you aren’t doing the right things right while you are leadership, ie showing up late, passing bad referrals etc, it can also move you down the confidence curve.

2. Additional Training

Ever wonder why BNI does some of the things it does?  As a member of the chapter leadership, you get to attend some additional training workshops that provide you an in depth look at how BNI chapters are run and you learn new skills, both organizational and interpersonal, that you can transfer to the rest of your life.

3. More Interaction with your Members

Being an active leader in your chapter will allow you to interact with the rest of your members more often.  You will be the one they look to when they have questions and this increased interaction will help you build more of that credibility that we talked about earlier which leads to more profitability.

And last but definitely not least….

4. Givers Gain

This is the philosophy that BNI members live by and follow to build our businesses.  If I help you become successful, you will help me in return.  What better way to have a positive impact in your member’s success than by helping them grow and maintain a successful chapter that allows them to grow their business more effectively.

So when your chapter president and your Assistant Director approach you about being on the leadership team this fall, don’t say no out of hand just because it may be a little more work or push you out of your comfort zone.  Remember that they are asking because they have confidence in your ability to lead the chapter to continued success and look at it as a way to give back to your chapter members for the help and support they have shown you.

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.