In the five years that I have been part BNI Hove Albion, I have heard numerous reasons from non BNI’ers about why BNI is not for them. So let me dismiss, for those cynics amongst you, the 3 myths I have heard more times than I care to remember.
BNI forces you to bring referrals each week…
The whole point of BNI is built aroundGIVERS GAIN.The theory is simple, word and mouth referrals are the best types of business that we can get. BNI doesn’t force people to bring referrals but what it asks is that where you see an opportunity for business for a fellow group member that you try to turn this into a qualified business opportunity for them. Each week there is a referral round so that the business passed can be tracked and recorded.
Whilst some groups may have different approaches, at Hove Albion, we work on the basis of quality not quantity, one referral that converts into good business is what we are each seeking along with a commitment to keep on looking and trying. To give you an example, in my first year at BNI back in 2004, I was passed a referral which resulted in an annual HR contract of £16,000 followed by a further two years of renewals. In total, this one referral generated for me over £35,000 of income.
And I have to attend every week…
Put simply - yes. Each week BNI operates the same format and requests that each member attends. BNI have been operating for many years; it is tried and tested and the best results come from this frequency of meeting. By meeting weekly, you get to meet and understand the Group members, how you can help them and how they can assist you. Each member of the group is trying to get you business referrals, why would they do this, if they could not rely on you to give two hours of your time once a week. It should not be a case of not wanting to attend weekly but questioning whether you can afford not to attend weekly.
My business demands are that I can’t get there every week…
Almost all of the members that come to BNI are from owner run and managed businesses. We each understand the pressures that our businesses can put upon us. We also know that from time to time we might want to take a well earned holiday or may be unwell - as we are not super human after all.
BNI has a system which enables you to find a substitute to take your place at the breakfast table so you are still represented and can keep your competition locked out. If you have real difficulties in finding a substitute, speak to other Group members, as a general rule, they will be able to point you in the direction of a sub who will do a fine job for you.
I would also challenge those of you that attend monthly networking to review the amount of business you receive as a direct result - BNI works - give it a try!
And my final pearl of wisdom, don’t forget, as part of your membership, you to can sub for other people in other groups, thereby getting you more opportunities to promote your business within the annual fee. The only concern you need to have is how many breakfasts can you eat in one week…
If you have any other questions or concerns, why not ask and judge for yourself based on facts rather than be influenced by others. Come along to a meeting and see.
Heidi Rush
HR Smart Ltd
01903 754107
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