Mike gives us his second tip from our trip on the mountain bike trail

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In the last two weeks I have received two very interesting business cards.

The first had it’s email address spelt incorrectly and in fact the card wasn’t even of the person who gave it to me, it was their bosses. Apparently the boss didn’t network but was happy to send his staff in his place with his cards.

I received another card today from a quality certification body with a gmail address rather than a company branded email.

What are your thoughts on these subjects? Does it effect your perception of the company/person? Does it even matter?

please comment below

Matt Farr, one of my clients, the other day chuckled “Hey Phil, I still have you down as ‘Phil Business’ in my Phone.”

I had been introduced to Matt by my personal trainer, Santa. Matt was looking to open a business and be registered in Dubai (he arranges treks to Nepal). He was having all kinds of problems.

As it turned out, Santa realised that I had a large network, because I had been able to connect him to the right people for a few requirements he had had over the past year.

So when Matt was having problems setting up his business, Santa connected me to him. Over a number of months, I was able to help Matt with a few introductions and key connections to facilitate his business set-up.

He became intrigued as to why I was so well connected and ended up attending one of my Referral Institute programs.

Now Matt is one of my clients.

While it was not my first intention to sign Matt up as client (after all I didn’t know him), my initial intention was to help Santa. However, in a universe where ‘what goes around comes around’ I am really not surprised.

It is interesting, on reflection, that the whole thing started by me helping my personal trainer to get a quote to move his flat.

I have, over the years, set myself up as a gate-keeper (i.e. someone who has a large network and is willing to share and help others).

Gate keepers become a centre for a business. The “go to” person whenever you need something. Gate keepers are aware of all kinds of information; they support others and hence become a great source of referrals.

So I ask again… “How are you listed in other people’s mobile phones”?

As a BNI member myself one of things I have always liked is the incredible names many of the chapters have.

e.g. Legends, Kaizen ( continual improvement by small increments), High Flyers, Winners etc.

They “scream out” success, hope, high achievement, team, commitment, continual improvement.

The very elements that make a successful chapter

The names are very much a symbol of the dedication and focus of the members who first started the chapters. In a way just as the Pharaohs left us the legacy of the pyramids. If you have ever been part of a chapter launch you will know exactly what I am speaking of.

How are these legacy’s being treated, are the Pyramids being cared for?

I wonder how many members actually think about what their chapter name means. Do they live up to that dream of success?

I suggest any members reading this to have a think about the name of your chapter and ask the question.

Feel free to use this formula. It is a brief version of the Referral Pipeline calculator from the Referral Institute Referral Pipeline course. I use this for new BNI members to get their Mindset of giving, training and contribution from the start.

Use this when the Chapter President ( Chapter Director ) sits with the new members for their induction after being accepted into the chapter.

1 Imagine in 1 years time when your renewal is up . What is the amount you will have earned that will make you hand over the renewal fee immediately no hesitation?. Have they even thought about it? Get them to consider , membership fees, their weekly payment, their hourly rate for time invested. The profit to make it worth it. I normally want them to be about 170,000aed ( $46,500 ) +

2 Ask,How much is the value of 1 referral to your business average ( people will tell you they can’t do it because they have low and high fees. Reiterate AVERAGE )
a. Calculate number 1 divided by number 2 =number of closed referrals needed each year

3 What is your closing % . i.e from each 10 referrals how many will you close 1in 10 = 10% hence they take the value of 0.10 and x 2a above = number of referrals needed to hit their target.

4 How many weeks will they be at BNI 50 ? or 48?

a. Divide number 3 by 50 or 48 = how many referrals they need to receive each week

5 Here is the kicker- based on Givers Gain if they want to get 2 referrals a week guess how many they have to GIVE = 2 ?
( this may fluctuate depending on average business value and industry but the idea is the same )
For anyone who is concerned at this point remind them that BNI has training and support to help them achieve this as part of the membership.

If you want to see a more accurate calculator here is a link feel free to use or share it.
Good luck

When we are kids we are told to try an try again to get good at something. As adults we attend a training session once and think we know it all.

Doing any course twice, just like watching the same film twice will revile many new learnings and things we missed.

I suggest what ever course you attend whether Referral Marketing, networking, cookery or dance. Do it again.

Now back to my “Peter and Jane ” book:)

Ever thought of a referral request as a readymade sandwich?

Have you ever been hungry and someone has offered you readymade sandwich? It’s great, you just pick it up and eat.

Imagine, someone saying “are you hungry” and then “well if you are, go and make it yourself “I know I have often said “oh what the heck I can’t be bothered I will wait”.

Referrals can be a bit like this.

You may be asking for referrals from your network and they may want to be giving them to you.
Yet they often never come. One reason maybe that they simply do not know: Who to say it to; what to say; how to start the conversation and even move onto an introduction to you.

This is asking them to make the sandwich themselves. We need to provide them with a readymade sandwich, if we want their help.

Tell them who you want to speak to, give them a script from first contact, to developing a need and introducing you as the solution. While we are at it, they can also handle objections for you.

Even worse your contact may decide themselves what to put in the sandwich, and get it completely wrong. You get the wrong clients, poorly briefed referrals and a number of annoyed people at having their time wasted

We must make it easy for them to help us.

Referrals should be a readymade sandwich

I often hear people saying they are not on Facebook because it’s not serious. Business should be done on Linked IN. They even say Facebook and social media as a whole, is a waste of time.

I would argue they are very different, both applicable, and both can generate business. While I do not want to go down the route of training people which to use and when. I would leave this to social media experts in your network.

What I am willing to comment on is my own experiences.

I am active on Facebook, I spend about 20 minutes a Day Maximum ( my wife won’t let me spend more:) )
I mix my posts between what is going on in my life, some bits social; some bits business; some bits just fun. After all when we do business don’t “people buy people?”

If I were to go on Facebook and only sell I would soon have everyone deleting my contact. If all I did was make comments like” off shopping” or “shampooing the dog” people will soon get bored.

It is variety that is key. I also have a number of pages for each of my networks and I blog regularly

Anyway, this week I have 2 connections from Facebook attend my chapter both have applied to join. Both will be great additions to the chapter.

James Hartnell was introduced by his wife Priya, after I commented on her post for assistance. I referred her to a colleague. She checked out what my profile and the result was her husband attending our BNI chapter.

The other Tayyeb Sharaz, is an old work colleague who has been a connection for over a year and now his business is in a position to free him up to network He contacted me and asked to attend.

A third contact Vanita Kapoor attended and she has joined “The Referrals for Life Community “ and will join BNI soon as part of her strategy.
Facebook gives you touches, it helps your visibility marketing and lets people now what’s happening. It’s up to you to build credibility and then progress them to Profitable Referral Relationships.

Social media is not a total solution, is part of your referral marketing plan or at least it should be.

Ladies and Gents, it works if you work it. Good luck