The most frustrating thing for me when I am invited to a networking function is that most of the time the organizers set it up like the childhood game of Memory. All you see is a room full of people where you might know a few (with whom you probably don't need to network) and everyone else with name tags that don't tell your seat.

The great event organizers will provide a list of attendees in advance so you can figure out with whom you should try to meet, or best case scenario, you can pre-schedule time to connect with them at the event.

Your job as a premier networker in the leading networking organization is to be that stellar organizer.

When you invite someone, invite them to look at our member roster. Ask them to let you know up to three people with whom they'd like a personal introduction. Then reach out to those three people and let them know that your guest would like to meet you.

Next, send your guest a calendar invite with the three chapter members also included on the invite.

When your guest arrives, make the introductions. This sets the meeting with intention and purpose. It assures your visitors that you have their interests at heart and you truly live by our motto that Giver's Gain.

“Givers Gain” is the core BNI philosophy that says we should put our main emphasis not on what we need to succeed, but on what we can do for others to help them succeed. Our own success will naturally follow from this.

You can practice this philosophy even when you can’t attend your weekly meeting by choosing your sub with “Givers Gain” in mind.

The easiest option for getting a sub, of course, is to ask a BNI member from another chapter to cover for you. Or, perhaps you have a list of a few people that help you out on a regular basis.

But is this the best way to approach subs, from the point of view of “Givers Gain?”

Wouldn’t it be more useful, and interesting, for the members of your chapter if you sent someone new to represent you, a client, perhaps, or a friend, acquaintance or family member that they haven’t met before? Who knows what could happen, what synergies might occur? A specific connection could be made that would be mutually beneficial. At the very least, a new face in the room is almost always a surefire way to liven up a meeting!

Does this mean you can never take the easier route when you choose a sub? Of course not. We’re all human and stuff happens. If you find you need a sub on short notice, by all means call on a trusty backup, whether another BNI member or a BNI director, to help you out.

But for a planned absence, plan to be a little more creative. Think “Givers Gain” and make a positive contribution to your chapter.

Is your BNI membership working for you by generating enough referrals to help you grow your business?

If it isn’t, make sure you’re really “working the program” and not just going through the motions. Taking the easiest route is human nature; we all need to periodically review and possibly recharge our efforts.

You can do this by:

• Setting objectives. It’s hard to know if something is working or not if you don’t quantify it. What do you want to achieve from your BNI investment? How many referrals per month (or what dollar amount) will equal a worthwhile use of your time?
• Bringing at least one visitor a month to your chapter. Referrals increase exponentially as a chapter increases in size. When you choose your visitors to invite, pay particular attention to the professions you need to create a strong power team for yourself. (A power team is a subgroup of a chapter that has the same client base and is likely to be able to “share” clients.) Recruiting new members for your power team will directly increase your referrals.
• Making time for one-to-ones. Everyone gets busy and has trouble fitting these in. But they are essential. The knowledge gained during one-to-ones leads to more and better referrals.
• Preparing powerful, memorable 60 second presentations. Are your 60-seconds often done on the fly? Are your presentation skills somewhat weak? You will benefit by working specifically on your 60-second presentation (why not sign up for an MSP?) and more generally on your presentation skills (various workshops are probably available in your community – or ask your BNI Director for help).
• Being specific with your referral requests. We have all seen magic happen when a member asks for a specific individual and someone in the room (even a visitor) knows that person. Or — they know someone just like that person, which is just as valuable.
• Being visible in your chapter. Take leadership positions and take a helpful role with other members by providing them with not only referrals but also your time, your expertise, and your encouragement. Your visibility leads to credibility which ultimately contributes to profitability. This is the full meaning of Givers Gain.

These are the basics of BNI. Do them consistently and with commitment and you will reap the rewards.

Many of our chapters have set goals for inviting visitors. For example, “over the next six months, we need to focus on bringing in 1 visitor per member per month.”

This is very important to do since BNI statistics show that solid chapter growth generally occurs when there are 2 or more visitors at the meeting each week.

What is the best way to invite visitors?

When you meet someone who seems like they would be a good fit for your chapter, don’t overwhelm them with too many details all at once. You’re not trying to get them to join BNI, you’re trying to get them to attend a meeting. Once they are actually at the meeting, the atmosphere and concept will either appeal to them or it won’t.

What should you say?

A recommendation from Jeff Stay, the director for BNI Miami Dade is to say this very simple line:

“John (insert the real name of the person you are inviting), I am working with a group of local business people who are looking for a plumber (insert the profession of the person you are inviting) to give their business to. Would you like to come and meet some of my colleagues?”

or

“I’d like to invite you to my weekly breakfast meeting next week — you might get to meet potential customers and learn something.”

You could mention a specific member of your chapter that you would like the visitor to meet, based on what you know about their business. You could even introduce the two by phone or email before the meeting and explain why you’re eager for the two of them to meet.

Persistence is important. If your prospect doesn’t come to a meeting right away, keep issuing invitations, unless he or she clearly states that they aren’t interested.

What not to say

There are certain words or phrases that you shouldn’t use in your invitation until you are asked. They tend to send up red flags that will prevent your prospect from hearing the rest of what you have to say:

1. 7:00 AM
2. Weekly Meetings
3. Networking – usually associated with MLM
4. JOIN – again, you are not getting them to join, you’re asking them to attend
5. Meeting Agenda – just get them to come, they do not have to understand the structure beforehand; they will see it for themselves.

Dealing with Objections

When these things come up, briefly explain why you see them as benefits rather than drawbacks:

The meeting starts at what time?

Yes, it can be hard to get up early for a 7:00 AM meeting. On the other hand,

• You beat the morning rush hour
• You can be out of the meeting and on your way to work by 8:30
• You start one day of the week off with a high-energy experience

There’s an attendance requirement?

Some people are concerned about attending a meeting each and every week. Don’t play this down, because it is a reality. Rather, explain why it is important enough to make it part of your routine: Visibility is essential to building credibility. Credibility will lead to getting referrals (i.e. business!). If your prospect is overly hung up on the attendance requirement or has a legitimate reason why it will be tough for them, they probably would not be a very good fit for your group

Some people, though, just assume that a weekly meeting will feel like a burden. Get these people to the meeting. Then, if they still don’t get why it’s important, cross them off your list.

How will I bring so many referrals?

Some people fear not being able to bring enough referrals. Again, don’t play down the importance of bringing referrals, because that is why we are here. You want to explain, though, that referrals will come naturally when they get to know the other people in the chapter. The members will tell them how to refer them.

Also, when they bring a visitor to a meeting, this counts as a referral, because now that person can become a referral or give a referral, even if they never join.