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We all know how important it is to build your visibility and credibility with your BNI referral partners. One effective way to do that is with 1-to-1 meetings.

But just what is a 1-to-1 meeting?

Is it a High-5 at the grocery store? Is it a game of “Tag, you are it!”?  Or could it be the one activity that could generate more for our businesses in 2011?

Productive 1-to-1s are meetings where you have the opportunity to learn things about your BNI partner’s business, which, in turn, will help you understand the types of referrals they need to build their business. It also gives you the opportunity to share things about your business that will help your partner find referrals for you.

It is this sharing of information we can use to help each other.

Here is a great definition of what a BNI 1-to-1 is: a strategic business meeting with one other entity (or a member or Contact Sphere group) set to achieve a specific goal of building visibility, credibility, or profitability. This is the BNI skill to build relationships, referrals, and introductions.

The difference between a 1-to-1 and a chance meeting or social event is that there is a “definitiveness of purpose.” The goal is to figure out how to specifically help each other out in the passing of Tier 2 and Tier 3 outside referrals.

What a 1-to-1 Is Not
Perhaps you have a skewed idea of what a 1-to-1 is.

• A BNI 1-to-1 is not a personal business transaction. We are encouraged to use the products and services of our referral partners. This too helps to build credibility. But this transaction of business is not considered a 1-to-1 meeting.

 

• A BNI 1-to-1 is not a social get-together, during which we casually visit over refreshments. Although, this too can be important in the process of getting to know our referral partners, it is not considered a 1-to-1 meeting.

 

• A BNI 1-to-1 meeting is not an opportunity for you to pitch your product or service to your fellow member. If after learning more about your business, the other member thinks he may be a client, set a regular business appointment to share your product or service.

The Gate to Productive 1-to-1s
If you are now wondering how to have a productive 1-to-1, check out some of BNI’s many useful tools—and use one that feels comfortable to you.

• I like to use the 1-to-1 worksheet and agenda (click HERE to check it out). When I have my 1-to-1, I have this worksheet filled in and printed to give to my referral partner. I will also have a blank one that I can use to fill in my partner’s information, if they don’t have a printed one.

 

• The referral resume is an incredible way to keep the meeting focused for both parties.

 

• After your first few 1-to-1s with your referral partner using these tools you could move on to other tools in the library. The 16 Questions Document (click HERE) provides a great list of questions for sharing information that will help each of you understand the other’s business so you can successfully refer it.

Once you’ve done your 1-to-1s, commit to pass more referrals and close more gross closed sales between each other!

 

Lori Sylvester is Owner and Decorator at Lake Lifestyle Designs. She is a member of the Lake Business Builders BNI Chapter at Lake of the Ozarks, Missouri.

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