Local BNI Chapter

Residential
1

Ok so I just joined a local BNI chapter. I have had some people say this was a good way to get referrals and it has paid for it self many times over, so I thought I would give it a try.

My question is this at the meeting tomorrow I have to give a 45-60 sec pitch about the window washing business. First any suggestions on what I should say, and should I offer a discount for referrals. What are your thoughts on this?

2

It’s not a sales pitch, just tell them what you do… no discounts. The whole point of the group is to get referrals, they don’t need added incentives… introduce yourself and what you do, where you go, what type of clientele you’re looking for, and let the group know you look forward to referring them​ lots of business.

“Hi, I’m Joe with Pristine Window Cleaning. We serve all the areas around here, including . We provide window cleaning as well as gutter cleaning for both commercial and residential clients, but residential is our primary focus. A standard window cleaning includes interior & exterior glass cleaning, sill & frame scrubbing, and screen cleaning and that’d run around $_ for your average home around here. I am happy to be here, and I can’t wait to start passing on some referrals to you guys.”

Something to that effect. You’re going to meet these people every week for years, so keep it business casual talk and not too sales pitchy.

3

Just to be a little clearer, for anyone joining BNI… the point of your pitch is to educate everyone else in your chapter about what you offer, so that when an opportunity to refer you arises (ie, someone mentions they have dirty windows to a member) they recognize it as a chance to refer you and do so.

You get what you put in, so be sure to keep your eyes and ears open for opportunities to refer their businesses too.

4

They have something called MSP training. Attend that asap. It will help you learn how to give an effective 60 sec and 10 min presentation. I would offer a special price to members of the group who personally use you. I found that it was expected in my group, not sure if all the groups are like that

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5

A discount to the members isn’t a bad idea at all. You can give a referral discount if you want, Todd, and you should if you already have some type of referral discount. But, many of the leads you’ll get from BNI outside your actual chapter are pre-qualified and usually pretty purchase ready so there’s often no need for a discount, so you might as well save the profit.

6

Also keep in mind that they will need to get to know you and trust you before they send you a ton of referrals so don’t get frustrated if they trickle in at first.

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7

A few years back I was invited to a BNI group, so I went and checked it out. Seemed ok, but wasn’t to thrilled about the annual ‘dues’. Ended up joining another group that didn’t charge any dues. The one minute introduction speech is EVERY WEEK, stand up, introduce yourself, what you do, and any ‘recent’ news you feel like adding. They call it your ‘elevator speech’ and it really is great practice for getting down your ‘shpeil’, in case someone asks you what you do in an elevator and you only have about a minute to respond. But I don’t ride many elevators and I felt guilty after a while because I regularly got referrals from people in the group, but never was able to return the favor one time, so I quit going. Some of the people in the group still call me to work on their personal homes, and they try to get me to come back when I see them. Never did get my elevator speech down. I hate public speaking.
I wouldn’t bother with the discounts, but make sure to do great work for them, and it should all work out good.

8

Thanks for your comments. I plan on using something very similar to what you said. I’ll let everybody know how it goes.

9

Good Luck Todd!

10

Thanks for all the help the meeting want well. I think as I get to know all the people better I will see more referrals.

11

A few things I can share about BNI:

  • Like Larry mentioned, attend MSP as soon as possible. It really helps.
  • Really embrace the “givers gain” mantra, cause if you go with the attitude people are just going to [B]GIVE [/B]you business, you wont last long.
  • Schedule as many one-to-one meetings with other members each week as you can.
  • If you wanna impress members quickly, bring visitors to the meetings. Showing that you care about the growth of the group is major mojo.
  • Give a discount of your services to direct members.
  • Start a “power group” in your chapter, if you don’t already have one and meet after meetings. These should be members who you give and receive most of your referrals from. Example: “home services.”
  • Impressions/relationships/deals are made before and after meetings, not during. So go early and stay late.
  • Don’t be the guy standing alone, drinking coffee during the “networking.” Introduce yourself to members or guest you don’t know.
  • Give yourself a tag line at the end of your 45-60 second speech and always end with it. It’s like your jingle. Members will always remember you from it. It can be cheesy and fun. Ours is “Walker Services…where we treat you and your glass…with class.”
  • Always have business cards!
  • When members are giving their speeches, actually listen or appear to be engaged. Don’t be looking at your I-pad, texting on the cell or looking extremely bored.
  • Give specific referrals, not just “anyone you know who has dirty windows.”
12

All fantastic advise! How long have you been in BNI? I bet you have gotten a lot out of it as it appears you put a lot into it

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13

Larry, about 8 months. It wasn’t easy at first, but I quickly realized the rule of reciprocity was true. Give someone business expecting nothing in return and that person can’t help themselves find/get business for you.

14

I’ve been in about the same amount of time and have generated about $2,200 from the group

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15

I’ve been in it since the beginning of September, $5,000 in business.

Not bad considering the $400 investment upfront, including room dues.

One to One’s is where its at. I feel it will take almost a year before the
referrals roll in on a consistent basis.

16

Thanks get post. I’ll try to get some one on one meetings lined up at our next meeting. Especially with people in the service business we have a house and business cleaner, real estate agent, landscaper & others. I think they could be good sources of business once they get to know me.