Episode 639: How to Bring a Visitor into the Room / 第639集：如何將訪客帶入房間
第639集：如何將訪客帶入房間
來自BNI大利沃尼亞地區的Madeleine Dechy本週加入了Misner博士的播客。在過去3年半的時間裡，她每週都會給BNI帶來一位訪客，在42個月的時間裡，她帶來了43位新會員。以下是她是如何做到的。
擴展你的視野和耳朵
在我們的身邊，有很多人都在追求企業的發展。 (請聽第404期節目，了解更多相關內容)。
帶上你認識的人參加BNI會議：你的治療師、辦公室經理、你的配偶。教會他們問他們所認識的人是否想發展自己的事業。
接受冷門電話。告訴打電話提供服務的人，讓他們在BNI會議上與你見面，並帶上名片。
前往其他交流活動
商會的會議和展會特別好，因為在場的每一個人都已經在尋找生意。
社交媒體：拼盤上的堆疊日
加入Facebook和LinkedIn上的鄰里群組，請求推薦你的BNI分會需要的職業。向每一個被引薦的人發送私人信息，並邀請他們在同一天來參加BNI會議。你的分會會得到自己選擇的新成員，你可以將其他成員發送給鄰近的BNI分會。
在我掛斷電話之前
在每次談話結束時，問 「你能推荐一個很好的_________（該分會要找的專業）嗎？」如果他們說是，就給那個人打電話，說「這樣強烈推薦你。你願意在商務會議上做我的客人嗎？我想給你介紹一些人。」
跟進
不是每個人都準備好馬上加入，但他們可能還是有興趣的。對每一位訪客進行跟踪。
本集由Ivan的內心世界贊助。今天就成為我們的創始會員吧!
第639集完整記錄
Priscilla:
Ivan。你好，你今天在哪裡？
Ivan:
Priscilla:
希望你有一個美好的時光
Ivan:
Madeleine:
是的，很榮幸能和你一起在這裡。
Ivan:
Madeleine:
Ivan:
Madeleine:
這對建立聯繫具有巨大影響，其他人是您的眼睛和耳朵。
Ivan:
Madeleine:
「我可以和Madeleine談談嗎？」「是的，她很想在週五7點與您見面。此外，她還將向您介紹其他幾位業務專業人員。」 哦，天哪，這已經吸引了許多訪客，他們非常感激。
Ivan:
Madeleine:
Ivan:
Madeleine:
Ivan:
Madeleine:
Ivan:
Madeleine:
Ivan:
Madeleine:
Ivan:
往往是因為當他們看到自己的競爭對手在房間裡，就會有動力去提交申請。
Madeleine:
Ivan:
Madeleine:
Ivan:
很好的建議。我從沒聽過這個建議，Madeleine。這是個好建議。
所以，你在這裡給出了一些很好的想法，擴大你的眼界和耳朵。去參加其他的交流活動，比如商會和展會，社會化媒體，堆積在拼盤上，在我掛掉之前。有沒有什麼最後的想法？
Madeleine:
Ivan:
Madeleine:
Ivan:
交給你了Priscilla.
Priscilla:
Madeleine:
別客氣
Priscilla:
Episode 639: How to Bring a Visitor into the Room
Madeleine Dechy from BNI Greater Livonia joins Dr. Misner on the podcast this week. She has brought a visitor to BNI every week for the past 3.5 years, which has resulted in 43 new members in 42 months. Here’s how she does it.
Extending Your Eyes and Ears
There are people all around us who are looking to grow their businesses. (Listen to Episode 404 to hear more about this.)
Bring someone you know to the BNI meeting: your therapist, your office manager, your spouse. Teach them to ask the people they meet whether they want to grow their businesses.
Accept cold calls. Tell the people who call offering services to meet you at the BNI meeting and bring business cards.
Go to Other Networking Events
Chamber of commerce meetings and trade shows are especially good because everyone there is already looking for business.
Social Media: Stack Day on a Platter
Join neighborhood groups on Facebook and LinkedIn and ask for recommendations for professions your BNI chapter needs. Send private messages to each of the people who were recommended and invite them to come to the BNI meeting on the same day. Your chapter gets its choice of new members, and you can send the others to neighboring BNI chapters.
Before I Hang Up
Finish every conversation by asking “Can you recommend a great __________ (profession the chapter is looking for)”? If they say yes, call that person and say “So and so highly recommended you. Would you be my guest at a business meeting? I’d like to introduce you to some local people.”
Follow Up
Not everyone is ready to join right away, but they might still be interested. Follow up with every visitor.
Complete Transcript of Episode 639
Priscilla:
Hello and welcome back to The Official BNI Podcast. I’m Priscilla Rice and coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founde$r and Chief Visionary Officer of BNI, Dr. Ivan Misner.
Hello, Ivan. How are you and where are you today?
Ivan:
Right now, I am in Austin but I am going up in the snow to enjoy the holidays. I am taking my bride of 35 years there and we are not connected to any BNI event on this particular trip. So it should-be fun.
Priscilla:
I hope you have a great time.
Ivan:
Yeah,it should be fun. I have a guest today. She is very active in the Michigan region and very respected by the directors there,and I have enormous respect for.that would be Madeleine Derchy. She is married.she has five children- yes count them, five children- from 11 to 19. In her first 7 years of BNI she sponsored two members. Let me repeat that. Inner first 7 years with BNI she sponsored two members,and then she made it her focus to bring visitors. That first term after that, she brought in55 visitors. The next term she brought in 100 visitors,and she has consistently after that brought inonevisitor a week for the last 3.5 years which has resulted in over one new member every month for 3.5 years. She has brought in more than one new member every month, two new members in the first seven years and 43 more in the last 42 months. Madeleine, I am so impressed. Well-done. Welcome to BNI Podcast.
Madeleine:
Thank you, it is an honor to be here with you.[02:29]
Ivan:
I have a few things that I definitely want to talk about. One of them begins with extending your eyes and ears.talk to me about that.
Madeleine:
Thank you. When I talk about bringing a visitor into the room, we start with just a little bit of a mind shift so that people can be aware that there are people who are looking to grow their business who we are just not aware of.
Ivan:
We are all standing in the middle of some sort of referral. For those of you who have not listened to the episode,go to episode 404 called Standing in the Middle of Referrals. It talks about what Madeleine is referring to here which is your verticular activating system,that you have to open your mind to allowing these things that she is going to be talking about to go into your mind. It’s a great opening>take a look at that episode.go ahead, Madeleine.
Madeleine:
Thank you, so extending your eyes and ears. The first step is bringing someone you know into the meeting. Bring your office manager. Bring your spouse, bring your employees. I brought my therapist. I brought my office manager. That has been neat. She came. She was in the room. She got to see what was going on. Now when she is on he phone meeting clients,she will ask them what do you do? When she hears of any kind of business related, she will say oh,are you looking for more business? When they say yes, she says, “Madeleine would like to meet with you and introduce you to some other local business professionals to see if we can get you more business for you.”
That has been a huge influence on reaching out for connections, other people being your eyes and ears for you.
Ivan:
That is a great suggestion, bringing them into a chapter. Love it. What else?
6:
Yes, so the office manager, she she is on the phone- we get a lot of phone calls with people asking to meet with me directly. I used to always say no. I am a therapist. I am not interested. No no no. Now, we no longer say no to cold calls. We say yes.
‘Can I talk with Madeleine?’ “Yes,she would love to meet with you Friday at 7.in addition, she is going to introduce you to several other business professionals.” Oh my gosh, this has generated so many visitors and they are so thankful because they hear no no no and now they hear yes.
Ivan:
I absolutely love it. That is fantastic.
Madeleine:
In addition,when we get something in the mail, which isn’t all the time but we still do. Now they don’t go in the circular file. Now we open them,read them and we respond. This has resulted in visitors and members.
Ivan:
You also talk about other networking events. Tell me about that.
Madeleine:
Okay. Other networking events, especially chambers I have found in my experience. When you go to a chamber event,it is like a fisherman going to a pond teeming with fish. Everyone is there. They are in a room. They already enjoy networking. They already see the benefit. They are there to grow their business. Boom boom boom boom. Just talk to someone.ask, “Would you like to be my guest at another event. I would like to introduce you to more local business professionals.”
Ivan:
When I was a member, Madeline, which was a long time ago, that was one of the best ways for me to bring in new members or visitors. Through chambers. I went to chamber meetings and I brought in a lot of visitors. I think that is still a great technique today.
Madeleine:
Yes. Yes. On that same idea, business expos or vendor events. Anytime you hear of one, everyone there is the same. They are there. They are spending the time looking for more business. Of course they would like to be introduced to more people.
Ivan:
Another great technique. I used to go to chamber events or trade shows and other organizational trade shows. I went around and invited the people who were running the booths because they were looking for business. I invited them to the local chapters. Great techniques. So what about social media? Talk to me about that.
Madeleine:
This is one of- well I guess they are all really good. This has resulted in so many visitors and new members. Social media, I use Facebook and then we will touch on LinkedIn. Facebook has groups in the neighborhood so you can ask to be connected to a neighborhood group in your chapter area. Even if not just go and put out, “I am looking for a recommendation for ——-“ name a profession that you are looking for. Often, this will already have been done. If you go in your search bar and just put in looking for recommendation for which profession, you should see it pull up in the feed history. All of your friends and their friends,boom boom boom boom boom. You will see a whole list of professionals that were highly recommended from so many people. Can you tell I am excited about it? It’s awesome.
Ivan:
I have to tell you that you have taken me to school on this one because you have given me a spin on the idea that I haven’t thought of. People ask me about social media and I always tell them I am a big fan. I love social medic but it is a brand-builder and not a way to get new members. But you just described a way that I think is a way to get potential visitors and then members to a chapter and that is to say what profession you are looking for. That is get on social media and say a certain profession. ‘Do you know a good ——-“ whatever. And the invite them to a chapter. What a brilliant idea. I am going to change my answer to everybody who asks that question because of this discussion, Madeleine. That is a really good suggestion.
Madeleine:
I am so happy about that, thank you. I call this one, Dr. Misner, dackday on a platter. So then what we do is get this whole list of many professionals in that same profession. I press like so they can see me and then I prove message them and say, “Hello, you were highly recommended by ———“ and then I put the name of the person that recommended them. And then I invite them. This results in several people of the same profession coming to your group on the same day. This results in higher percentage rate of people submitting an application.
Ivan:
It always does because when they see their competitors in the the room, it gives them motivation to submit an application.the worst thing is you get to pick which person will be the best fit, which is a great problem to have.
Madeleine:
It is. Then guess what you get to do – help surrounding chapter with the other people.
Ivan:
You bring up a really good point, Madeleine. A lot of chapters at this point let the person fall by they wayside,but if you help other chapters nearby, they are going to do the same for you which builds your chapter. That is a really, really good point. Everyone, make a note of what Madeleine just said. That is a really important point.
I think we have time for one more. I really like this. The phrase you use is, “Before I hang up.” Tell me about that one.
Madeleine:
Thank you. So have one profession top of your mind that you want to add to your chapter. Now every single conversation that you find yourself in, in-person or on the phone, you finish up your conversation just before you leave, “Oh, before I hang up, could you recommend a great ———-?” If they say yes, you have a warm lead. You call that person and say, “So and so highly recommended you. Would you be my guest at a business meeting? I would like to introduce you to some local people.”
Ivan:
Now, the key there I think is you also have to get the person’s name who is making the recommendation. So whoever you arsenal talking to at that moment, get their name so you can tell the person, “So and so I met at ———— recommended you personally.” So it is still kind of a lukewarm referral, but it is till a referral,which is better than cold calling people by far.
Great suggestion. I have never heard that one, Madeleine. That is a good one.
So you have given some great ideas here for extending your eyes and ears. Going to other networking events like chambers and trade shows, social media, stack down on a platter, and before I hang up concept. Is there any last thought before I wrap up today?
Madeleine:
Yes thank you. The last thought is to make sure to follow up. Following up has been a huge part in the success of bringing all these people into the room because some of these people are interested but it’s not quite a good time now. So making sure that I keep track and follow up later for the ones who are interested has been part of the fruitful results.
Ivan:
Listen, Madeleine. This is one of the better podcasts that I have done. You have some really tangible techniques that you have shared with people. Based on results,they clearly work. Two new people in the first seven years. 43 more in the last 42 months- that is truly amazing. Well done. Thanks for being on BNI Podcast today.
Madeleine:
Thank you, too, and you are welcome.
Ivan:
Over to you, Priscilla.
Priscilla:
Thank you Madeleine. I am going to listen s carefully and bring into my chapter. As educational coordinator I have to do a little lesson on exactly this so thank you so much.
Madeleine:
You are welcome.
Priscilla:
I think that is it for this week. Thank you so much for the great information. This podcast has a new sponsor. Go checkout the great content available at www.ivansinnercircle.com. Ivan has assembled a wide array of topics and you are invited to participate. Thank you so much for listening. This is Priscilla Rice and we look forward to having you join us again next week for another exciting episode of the Official BNI Podcast.
留言
張貼留言