BNI Minnesota & N. Wisconsin Blog

It’s almost summer and you’re heading to the pool for the first time of the season. It’s finally warm out. No, it’s downright hot! All you can think about is getting cool in the pool! You know it will be refreshing, you will be with friends or family that you have been looking forward to spending time with and you may even lose that glow in the dark look that you’ve been sporting all winter! You’re ready to get in, but before you do, you test the waters with your toe… IT’S FREEZING. You know that you want to get in, but you can’t just “jump in” like everyone is hollering out to you. So you go back on the deck to psych yourself up!

To a lot of people networking is just like getting into that pool for the first time. It’s too cold and instead of just jumping in, they retreat for another time or until they are ready.

So what can a person do to ease into networking? Three things will help:

1. Think positive- If you think the pool is too cold, it will be. If you think the event will be intimidating, it will be. Tell yourself how great it will be and how good it will feel to have the sense of accomplishment! Just like you psych yourself to get into the pool, you can psych yourself for the event!

2. Dress for success- There are certain items of clothing that are suitable for swimming. It would be challenging to go for a dip if you were wearing a snowmobile suit. It could actually hinder your progress and weigh you down and you could even drown. If you are wearing something inappropriate for networking, you can also take a dive. Dressing according to your business is always a good idea, but many find it helpful to dress it up a notch. They find that little extra, gives them confidence, not to mention an edge over their competition. Also, don’t forget your smile. The most important accessory you could put on!

3. Be prepared- To swim in a pool, you need to have the water ready. To network at an event, you need to have your words ready. Practice what to say when someone asks you what you do. Memorize a phrase or two that will just roll off your tongue. Once you are comfortable and a person is truly interested in what you do, you will find it easy to speak from the heart. You will also find it helpful to have business cards and your calendar along!

By practicing these tips and making them your own, it will become easier to attend a function, just like easing into the pool a little at a time. However, you may find you reach a certain level of comfort that you decide to just go all the way in. Whether you become numb to the effects of your mind or just reach a level of comfort, the result will be refreshing and satisfying and you may even build some relationships and get some business!

Tara Schmakel
The Workroom at Tara’s

LuAnn Buechler, PMC Events and Travel

Do you really care about your customers? Or are you moving too fast to truly listen, acknowledge, and care for them.  A good networker has two ears and one mouth and uses them proportionately. Customers Are Really Everything to your business. So, do you show them you care? We would all agree to that, I am sure. We would also all agree that it is easier to keep current customers, than it is to gain new customers. What are you doing to care for your customers?

1.       Are you listening to them? When your customer is talk to you about what is going on in their business are you listening only to what’s in it means to you or are you thinking about how you can help them. You may find in that conversation that you know someone who can solve their problem, provide the service they need. That is a referral to another business.

2.       Are you asking them - How Can I Help You? Really help you to be successful? If they know you truly care about them, they will open up to you. You may find a referral to another business colleague in that conversation. Once they know how much you care, they will confide in you more often. And when they need your products and services they will definitely think of you.

3.       Are you Thanking them for their business? You have an opportunity to touch your customers multiple times in a year to say “thank you for your business”. Happy Birthday, holiday or other occasion cards along with a thank you for business. We appreciate you. Do you have a tool like SendOut Cards that make it easy for you to show your customers you care, by touching their lives in small ways all year round? Reminding them of you and your business along the way.

4.       Do you care enough to pick up the phone and call them just to see how you they are? You may catch them at a time that they need the services of one of your referral partners. You are able to solve their problem and pass a referral. If they happen to need your services at that moment, they think you are psychic. They know you CARE and you WIN big.

Take a look at your marketing plan and see if CARE is built in.

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!

 In the recent 2010 Social Media Marketing Industry Report*, the following stats were published based on a survey 1,898 people participated in over a 5-day period:

·         91% use social media for marketing their business

·         65% of marketers have either just started or have been using social media for only a few months. B2B companies have been using it slightly longer than B2C

·         76% of marketers are spending at least 4 hours each week on their social media marketing efforts.

·         85% of all marketers indicated that their social media efforts have: (1) generated exposure for their businesses, (2) improved traffic to website, and (3) built new partnerships.

·         More than half indicated a rise in search engine rankings.

·         After only a few months and with as few as 6 hours per week, half the marketers have generated qualified leads using social media marketing.

·         78.3% of marketers reported that it helped them close business.

Social media marketing is not a spectator sport – it takes effort, energy, and specific actions on a consistent basis. If you would like to increase the results you achieve through social media marketing, please attend one of the Advanced MSP’s on Social Media. These workshops are designed to show you, step-by-step, what actions to take. I encourage people to spend 15 minutes a day EVERYDAY working on various social media platforms. You can double that time and get better results faster, but with 15 minutes a day, you should see results in a matter of weeks.

As you can see from the statistics listed above, social media isn’t just a fad, it’s here to stay. Embrace the opportunities it provides, learn what to do and say, be consistent, and you, too, can experience an increase in traffic, new partnerships, qualified leads, and closed business.

*Report compiled by “Social Media Examiner”, Michael A. Stelzner  (socialmediaexaminer.com)

Have you ever rationalized your behavior with an excuse?  Of course we all have.  If we are creative we can justify almost anything.  I recently had an epiphany!

My daughter is getting married in less than two weeks.   It seems that there aren’t enough hours in the day and I feel as though there is always something to do.  I was discussing my challenges with my husband over the weekend and he said in a comforting tone, “Well, things will get back to normal after the wedding”.  I agreed with him and went forward in time to when the routines of life would return.  However, I realized I had all kinds of other things that were coming up each month sometimes multiple things!  I finally said to him, almost in a panic, “You know, it won’t be better because I still have A, B and C coming up.  Things won’t get back to normal until… maybe next year?”  And then it hit me… THIS is normal!  I’ve been trying to fit my life into something that it used to be.  My life has gotten busier.  My business has become more successful.  I attend multiple networking events each week, not to mention busy with my family.  My idea of normal was getting in my way of success.

I realize I am not unique.  We all have hiccups in our lives and businesses, some big and some small.  But are we letting those hiccups take control of us? 

Have you ever said or heard these:

It’s Monday

It’s Friday

My week got away from me

I’m tired

I don’t feel good

I need a vacation

I just got back from vacation

I don’t have enough time

I can’t focus

…

These are things we have heard and I’m sure we have even used at one time or another.  We could come up with hundreds more together, but that’s not the focus.  No more excuses!  Are you letting things get in your way of success?  Are you getting in your own way? 

The conclusion that I came to is this… There will always be something, life makes sure of it.  However, you have two options.  You can make an excuse or you can adjust your vision of normal. 

By Tara Schmakel- BNI Assistant Director, The Workroom at Tara’s

by LuAnn Buechler, PMC Events & Travel

I’m passionate about people…being with people, serving people, helping people, watching people and referring people. I just find it all so interesting and fun!! So, it’s no wonder that I fell in love with the Givers Gain philosophy from day one. When I connect two people that can help one another, it just makes me feel good.

I also, firmly believe that the good things happening in my life are truly because I have helped others get connected, to other people and new opportunities. I am a connecter and I love it. Of course, I reap the rewards from it as well. Who needs sales, all you need to do is serve others, be kind, do a good job and good things will come your way.  Just follow your passions and opportunities open up to you. That is the message.

 What I am about to share with you is the great circle of giving - that is giving me the opportunity to bring one of my favorite people to Minnesota for two amazing events. The complete irony of the whole thing is that it is Janet Attwood, best-selling author of The Passion Test. How perfect is that!

I have told the story before of the referral I received, from Dr. Ivan Misner himself, into the Transformational Leadership Council (if you have yet to hear that story search this blog or SuccessNet Online for the Butterfly Effect) which is where I met Janet Attwood. I am one of the Event Planners that support the TLC’s two conferences per year. Over the past two years, this has given me the opportunity to build a relationship with the members like Janet. In January, Janet said “build events around my message in Minnesota and I will come.”

Shortly thereafter one of the BNI Ambassadors in our region, Ryan Heinritz, secured his dream job running the Paradise Center for the Arts, in Faribault. I contacted him about starting a new BNI chapter in that city, only to find that his new job as Executive Director of the Art Center is where his true passion in life lies. His passion for the historic Paradise Theater now renovated and operating as an Art Center was so inspiring I just had to go see it. Passion breads passion… and I fell in love with the place. I knew I just had to put Janet on the stage there to share The Passion Test message.  And in doing so, I could get Ryan more exposure for the Art Center.

Next step was marketing. I needed a radio station to partner with me to bring the event to fruition. In the process of working with a brand new Pre-Core group in Northfield. I shared with them what a good referral was for me and asked for a connection to the radio stations in Northfield & Faribault. I was stretching relationships that really had just begun. Furthermore, I wanted to meet with the station managers that day while I was in the area so I was trying to avoid the “cold call”. (I was under a bit of a time crunch by this time.) Sue the Banker from the group, made two phone calls and got me two appointments that same morning. By the end of the morning I had secured the radio station in Faribault as my media sponsor for the event. They too being passionate about helping the Paradise Theater to survive and thrive in their community. They were in!

I turned to these, newest members of our BNI community and said “and that’s how it works!” Based on other people’s relationships, who then lent me their credibility, I was able to get in the door and close the deal in couple of hours. I suppose my passion and enthusiasm for the event may have helped a bit. I certainly hope they could also see my desire to help my friend Ryan and the Paradise Theater to succeed. Regardless of whether they knew it, they could feel the passion. I am sure of it.

The story goes on with many other BNI members who have connected me to other people or supported me directly with their own business products or services that is helping me to fulfill my passion to bring Janet Attwood to the stage for two shows here in Minnesota on May 20th.  Ultimately, to help people discover their true passions.  One of mine just happens working with people in the true spirit of Givers Gain.

If you want to learn more about your passions and build a passion filled life check out www.thePassionTest.com. (For local event details go to www.pmcevents.com.) We’d love to share the Passion Test with you. I am sure you too will find “Givers Gain” to be one of your true passions, and I suspect it will inspire you to pass even more referrals. Because we all become better people from the process….have a passion filled day!!

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.

By Tara Schmakel

With spring seeming as though it is right around the corner, it got me dreaming of riding my bicycle.  When I was growing up we used to go on family bike rides quite often.  Our favorite route had several large hills.  I knew that if I was going to make it up that hill, I needed to start off fast.  Otherwise, it was hard and I would have to get off my bike and walk the rest of the way up.  However, if I got my speed going I could not only make it up the hill but could use my momentum for the following hills.  They actually became fun and I looked forward to it.  They also became easier. 

Inviting visitors to your chapter meeting is very similar to bike ride with a group of people (your chapter).  If we are starting off and inviting for the first time or it’s been a while, it may seem daunting.  You may feel like you are starting at the bottom of the hill.  You may even feel like not doing it at all.  No one would notice if you just sort of skipped that part, right, and just showed up at the meeting?  Do you remember the kid who got dropped off at the park and didn’t do the work to get there?  Let’s just say they weren’t the first to get picked to play or the first to get the treat.  Your chapter knows if you aren’t inviting and you think you’re getting away with something… enough said ((smile)).

So this time it will be different!  You are going to participate and give it your all!  Great!  BNI provides tools to help you gain your momentum.  You can utilize the script you learned at MSP.  You can meet with a mentor (assigned or unassigned) and ask them how they invite.  Use the letters that the Event Coordinator provides.    Have a 1-2-1 meeting with the member who had the most visitors last month and ask them what they did. 

Where do you find those visitors?  I always start with the people I invited before who showed interest but were unable to attend for some reason.  Next, I look at who is needed that will refer me business.  Who would be a good referral partner for me?  I then look on Google, LinkedIn, Facebook and any other online social networks and invite them.  You can always look to coffee shop boards, yard signs and vehicle graphics for candidates as well.

How do we invite?  Invite in the way that will work the best.  Send the provided letter, an email or use Send Out Cards.  Stop in to the business location and invite them personally.  Pick up the phone and call… whatever way will give them the best impression, just do it!  And then follow up before the meeting, and after.  This is a very important step that is often overlooked.

Once you start inviting, it becomes easier, just like that hill.  You gain momentum and it begins to actually be fun to invite.  You see your visitors come and pass referrals to other members.  Some turn in applications.  Some become members.  However you look at it, you accomplish something and the entire chapter benefits!

So spring is here as is that Membership drive.  You may not have participated completely before.  You may have even fallen off and stopped inviting.  Use the tools and gain your momentum now and get up that hill.  The rest will be a breeze, because you know what they say about riding a bike…

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!