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Get in Their Face!
The importance of 1-to-1s.
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While weekly meetings hold their own value, it is through 1-to1s that chapter members truly get to know one another and build the trust needed to encourage consistent referrals.
However, even the most seasoned BNI members can struggle with how to turn a 1-to1 into time well spent. Here are a few suggestions:
- Take the time to meet with each member in your chapter, before circling back around.
- Limit the chit chat. Take the time to learn about each other's personal life, as this helps build mutual understanding and trust.
- Stick to your appointments. Think of 1-to1s as you would an appointment with your best client. Would you cancel on them?
- Give the meeting your full attention. No distractions (i.e. cell phones, third parties).
- Make 1-to1s a part of your regular marketing plan. I recommend at least one to two appointments a week.
- Make it your goal to walk away from the meeting with an understanding of exactly what the other person does and how you can best help them (i.e. referrals to clients, but also other professionals).
Lastly, the best advice I can give you is this: Have 1-to1s with other BNI chapter members and non-BNI members in your area. Networking is about who you know and continuing to build those relationships. But it is also about who you don't but should get to know.
Many people network at lunch, which is why my friend Jonathan Patrick created GoGrabLunch.com. So, the next time someone says to you or you say to them, "Hey, let's grab a cup of coffee or lunch sometime," be proactive and schedule it through GoGrabLunch.com. After all, good intentions don't make people successful; confirmations do.
BNI members can use the site to help schedule their 1-to-1s without the back and forth of when and where. Next time you want to network, try scheduling an open appointment (coffee or lunch) by picking the date, time, and location. Then invite another BNI member from either inside or outside your chapter. Or connect with any of the non-BNI professionals on the site and share with them why BNI is the pre-eminent business networking site in the world.
Networking is part of life—in everything we do. BNI should be a part of that equation. Network thru calls, thru letters, through contacts and connections. Network to help others, and to seek help from others. Network to give and to share.
Jonathan Patrick is the Creator and CEO of GoGrabLunch.com. The site is based out of Knoxville, TN and beginning to launch in other cities throughout the globe. GoGrabLunch.com helps connect business professionals over face to face, one on one appointments based on parameters they set.
Dan Rawls is the Executive Director of the East Tennessee region of BNI. He is a very sought after speaker and enjoys sharing the power of networking.
More Art of Networking articles
12 Responses to “Get in Their Face!”
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© 2012 BNI® Published by CZ Strategy
January 28th, 2012 at 5:38 pm
Excellent article with great advice and tips.
January 29th, 2012 at 9:58 pm
Ken
Thanks for the kind words. Dan Rawls is a great mentor and someone that has embraced the BNI teachings. I continue to learn more each week.
January 31st, 2012 at 7:20 pm
Great information that every BNI chapter should share in their Educational Minute at least once a quarter. Great job guys!
February 1st, 2012 at 9:33 am
This is sooo true of the importance of building business relationships thru 1 to 1 contact. I have enjoyed learning from Dan & other successful Networkers thruout the BNI sphere of knowledge. I have had the pleasure of being able to spend time having a 1 to 1 with Dan Rawls just recently. What a powerful & productive time it was. Great article
February 1st, 2012 at 9:34 am
Valuable tips and info, just what I need for a ‘pep’ talk to our chapter’s educational slot! It is easy to think that 1-2-1′s are not valuable….time to change the minds set.
February 1st, 2012 at 10:40 am
Ben/Warren
Thank you for your comments. I can honestly say that 1-to-1s are THE way to build a relationship and therefore your business. Ben is right, chapters often times need reminders of the importance. I believe Dr. Misner has statistics on the income generated from chapters that have many, many 1-to-1s.
Don’t forget that these suggestions work for 1-to-1s outside your chapter, with other BNI members or just other contacts.
February 1st, 2012 at 5:48 pm
Dear Jonathan and Dan, beautiul! and I want to add: we are trying in our chapter to promote the “GAINS PROFILE”. we are aspiring to email our profiles to each other 2-3 days prior to our 1-to-1′s, thus coming to the meetings well prepared to dive into business. Also, when I conduct MSP workshops, I strongly encourage members to work with their profiles and mail them before the 1-to-1′s. This way the 1-to-1′s are more business-like, focused, effective, time efficient, and produce much better referrals and broaden the networking process.
And by the way, I am a graduate [MBA] of the University of Tennessee [Knoxville], 1978, and currently living and working in Jerusalem Israel!
February 1st, 2012 at 7:14 pm
Avi
how great that you are from Knoxville!
The GAINS profiles are a wonderful tool. In fact, I have considered adding something similar to our website for our members to use.
Would appreciate any helping spread the word about us in Israel.
February 1st, 2012 at 9:23 pm
As we are having a Members Day it has been made possible to seek one on ones amongst those registered.There should be a List of emails and phone numbers available of all chapters in order to facilitate one on ones beyond one’s own chapter.
February 4th, 2012 at 6:01 pm
Dear Jonathan,
what is your email address?
please write me directly to:
avihartuv@gmail.com
February 7th, 2012 at 11:26 am
Zorawar
I will pass along that input. Our relationship with BNI is in it’s early stages. If a strategic partnership is finalized we would certainly make changes such as you suggest.
February 7th, 2012 at 11:27 am
Avi
Email sent.