BNI And Other Stories: How one marketer uses networking clubs to find good leads
BNI And Other Stories: How one marketer uses networking clubs to find good leads
Mike is a member of a BNI chapter, a professional networking group in which members meet weekly to share business leads. Guests are permitted, and members are encouraged to introduce new people to the club. There are strict rules, however, about new members' professions. By charter, each club allows only one person from each profession. This serves to eliminate "competition" for leads from members who might do the same job.
Like most BNI members, Mike tries hard to come prepared with the names of a few people who he thinks might make good prospects for his colleagues. Some weeks he brings a few names, and other weeks he comes empty-handed. But every week he hopes his colleagues have turned up a few leads for him.
Mike has another angle, however, that makes his membership in BNI work for him. While most of his colleagues shuffle restlessly, hoping that the next lead passed will be for them, Mike turns his attention to the guests. In fact, he takes an especially active interest in prospective new members, and for good reason.
You see, Mike sells financial services. And he knows that some of the best prospects for the investment tools and retirement plans he offers are people between positions. He also knows from experience that BNI and other networking groups tend to be a magnet for people between positions, or those who have recently landed a new position. Accordingly, Mike keeps a keen eye out for new members and makes sure that they leave with his elevator pitch on their minds and his card in their pockets.
In doing this, Mike is employing one of the most powerful approaches in the marketer's arsenal. He is focusing on his clients and prospects, and planning to "get in their way" and intercept them at precisely the right time in their lives to be introduced to his services.
Can you learn from Mike's approach? Where do your prospects go, and what can you do to get in their way?
BNI And Other Stories How one marketer uses networking clubs to find good leads - To learn more about this author, visit Robin Johnston's Website.
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When it comes to reeling in prospects, Mike Stipanov knows exactly where to drop his line in the water.
Mike is a member of a BNI chapter, a professional networking group in which members meet weekly to share business leads. Guests are permitted, and members are encouraged to introduce new people to the club. There are strict rules, however, about new members' professions. By charter, each club allows only one person from each profession. This serves to eliminate "competition" for leads from members who might do the same job.
Like most BNI members, Mike tries hard to come prepared with the names of a few people who he thinks might make good prospects for his colleagues. Some weeks he brings a few names, and other weeks he comes empty-handed. But every week he hopes his colleagues have turned up a few leads for him.
Mike has another angle, however, that makes his membership in BNI work for him. While most of his colleagues shuffle restlessly, hoping that the next lead passed will be for them, Mike turns his attention to the guests. In fact, he takes an especially active interest in prospective new members, and for good reason.
You see, Mike sells financial services. And he knows that some of the best prospects for the investment tools and retirement plans he offers are people between positions. He also knows from experience that BNI and other networking groups tend to be a magnet for people between positions, or those who have recently landed a new position. Accordingly, Mike keeps a keen eye out for new members and makes sure that they leave with his elevator pitch on their minds and his card in their pockets.
In doing this, Mike is employing one of the most powerful approaches in the marketer's arsenal. He is focusing on his clients and prospects, and planning to "get in their way" and intercept them at precisely the right time in their lives to be introduced to his services.
Can you learn from Mike's approach? Where do your prospects go, and what can you do to get in their way?
BNI And Other Stories How one marketer uses networking clubs to find good leads - To learn more about this author, visit Robin Johnston's Website.
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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