Last year was a great year for business, and I've no doubt this year business is going to be booming. I don’t want to quote statistics to you this early in the year, but I think I can venture to suggest that it’s common sense that most customers will take the recommendation of somebody they trust. It’s up to you to grow the relationship and trust of your fellow BNI members this year so they don’t hesitate to refer you. Be asking yourself constantly how you can build stronger bonds with your fellow members. I wish you every success!
Breaking NEWS Already the year has started off on a positive note for BNI New Zealand – our website, which you will be familiar with, and which was developed here in New Zealand by BNI Member, Brian Falkner of Equote, has been adopted by BNI Internationally. Not only is this a local success story, but YOU will now come online with thousands of members across the globe in more than 26 countries – presenting you with international trade opportunities. Now is the time to make sure your directory listing is up to date and attractive, bearing in mind the website is also accessible by the public for free. The website www.bni.co.nz – which is extremely easy to use and is hosted here in New Zealand – also equips BNI members with a number of resources and education on making the most of a word of mouth, structured networking referral programme. Make use of the facilities on the website to make sure you’ve got the jump on the competition.
When you attend the Big Breakfast this February you will receive a FREE copy of Dr Ivan Misner’s latest book ‘Givers Gain’ – it is the inspirational story about the founding, history and culture of Business Network International!
Elaine and her chapter donate Joker Poker money to Hospice
Elaine Woods not only understands that ‘Givers Gain’, she practises it – and her BNI Albany Chapter is right behind her! In December Elaine won her BNI Albany Chapter’s Joker Poker prize, and promptly decided to donate her winnings to the North Shore Hospice. Buoyed by Elaine’s example, the chapter made the decision to match her winnings from the chapter bank account – ensuring that North Shore Hospice received a cheque for $606.50. Elaine represents ‘The Security Company Ltd’ at her BNI – the company offers alarm installation and much more, including a security advisory service, closed circuit TV services and audio and video intercoms. Well done and thank you Elaine and the BNI Albany Chapter. Hospice is BNI’s preferred charity – so watch out for more from Hospice this year.
A BIG Breakfast to kick off the year with fun and inspiration
Fun and inspiration have been arranged at the very popular Big Breakfast to be held around New Zealand. BNI has secured popular motivational speaker Clive Murphy, the author of "Empower Yourself" – to inspire you at the BIG breakfast.
(Pictured: BNI Australia National Director, Geoff Kirkwood at last year's BIG Breakfast in Auckland.) “We have suggested to your Leadership Team that the Chapter breakfast be cancelled that week. However, we leave this up to the individual chapters to decide,” says Graham Southwell, BNI NZ Director. Numbers are limited and the catering must be confirmed prior to the event, so it is important that you reserve your place by registering on-line TODAY. “We have recently added a new secure e-commerce facility to the BNI Website, allowing you the opportunity to pre pay for this event on-line and take advantage of the early bird special price of $30 versus $35. Whilst you can still pay at the door, if you wish to take up this option, you can do so at the time of registering. A GST & Credit Card receipt will be issued upon completion of your transaction. Simply log on to the web site www.bni.co.nz and go to upcoming events - click on the ‘Date of the Event’ and then choose (option 1) - reserve a place or (option 2) - Book & Pay. Should you have any problems, please do not hesitate to call the BNI Support team on (09) 817 1185.
By Sim Chow Boon, Founding National Director Singapore
Besides Price, Product, Promotion and Place, what other distinct advantages do you have over your competitors? Meaningful partnerships is one of the foundational pillars for success. Powerful Partnerships is what enables many companies to make continuous improvements and growth. While business owners attempt to keep costs lean and mean, sales is still the critical element for the survival of a company that cannot be trimmed. How much would it cost you to employ a salesperson to increase your sales? The sales function is a time consuming task with a constant need to fill your ‘resevoir’ with fresh, qualified prospects on a regular basis. Qualified prospects do not come from a cold contact situation but from a strong referral network. Imagine how powerful your business can be when you have a network of advocates who strongly believe in what you do? It’s powerful. Being part of a strong referral network (your chapter) will only be meaningful and powerful when you treat your network as your partners in business. P: Partners Your network members are your partners. Partners are treated with respect and trust, regardless of their trade and profession status. All should be treated alike. Respect your partners for their time and commitment they have placed in you. Show your due regard for them. In a business partnership, it works as a PEER advisory group with best practices, offering each other peer support, including problem solving. O: Opportunity Every partner in your network presents an opportunity in itself. Their association with other networks is a link for you to opportunity. You’ll never know what lies beyond each members network of contacts.
There are only three ways to generate new business, which do you prefer? * Cold-call advertising (newspaper, direct mail, knocking on doors/telephone) * Renewals (calling old customers for repeat business – difficult when you have a new business) * Referrals – by far the best use of your scarce time, especially if you are a small business owner, a sales representative, or a consultant who wears a lot of hats. – by Phil Campbell
BNI is the purposeful and systematic generation of referrals – so it makes sense to have a system THIS YEAR… According to Lawrence Mead, writing in Dr Ivan B. Misner’s bestselling ‘Masters of Networking’, there are Nine Keys to Mastery. Here's the first four: 1. Embrace the ‘Givers Gain’ philosophy – whether meeting an old friend or a new contact, the master networker’s first thought is: “What can I do to help?” 2. Work in a disciplined structure – develop a system for meeting new contacts, keep track of appointments and follow up on obligations. 3. Attend networking events – commit to regular attendance, it’s the best way to stay focused while feeding, nurturing and renewing your network connections. 4. Plan your networking – set goals for what you want out of BNI this year and write down the small steps you will need to get there i.e. dance once a week.
To assist our BNI chapters to run as smoothly as possible, BNI has built up a series of recommended policies which have been developed over more than two decades of networking, they’re tried and tested, optimal solutions in most given circumstances. In each BNI newsletter we will fill you in on those policies we’re most frequently asked about: 1. What happens if a company employee, who is a member of a chapter, leaves the company but wants to retain his or her membership – even though the company has paid for the membership? “If a company is a member, a single employee needs to be approved by the Membership Committee as that member/company’s representative. “If that employee leaves the company, that past employee has the first option to apply to become a member themselves – or as a representative of their new employer – however, they must reimburse their previous employer for any unused membership fee. “The logic is that people develop relationships with each other and the company employee is the person who is most likely to have the relationship with his or her BNI chapter members. “If that right is not exercised, then the company has the right to submit a new representative for approval. At all times the Membership Committee has the right to choose who they accept and can withhold that acceptance until the situation is resolved satisfactorily.”
Harbour City Chapter member Don McLean, of Italian Villa Holidays and Champagnedirect, had reason to celebrate recently when his Jean-Marc Vigreux-Frere NV Brut Champagne was rated FIVE stars by judges in the New Zealand Herald champagne tasting. The champagne, rated ‘Best Buy’ at $39 by the NZ Herald, was described as: “White flowers, creaminess, Viognier-like quality to nose … elegant, taut, quite light and floral and very lengthy.” Congratulations Don.
