Episode 709: Inviting Visitors the Connector Effect Way/第709集：用連接器效應的方式邀請訪客

 第709集：用連接器效應的方式邀請訪客

當您在 BNI 分會中缺少關鍵業務類別時，您就會錯失幫助您的朋友、家人和最佳客戶的機會。Robert Skrob 本週返回播客，解釋為什麼邀請訪問者填寫所有空白業務類別會讓您成為更有價值的主連接器。

連接器效應》第8章採用了一種新的方法來邀請訪客，這種方法將你的BNI分會置於整個過程的中心，而不是讓會員自己去尋找訪客。在《連接器效應》第84頁，有一個BNI類別樣本的清單。作為一個分會，瀏覽該列表，強調可用的類別，以及哪些成員可以為其引薦人。

按照第 86 頁的腳本邀請他們。如果有幾個成員要推薦該時段的人，請在同一天邀請他們所有人來。（參見第 572 集，重點邀請日。）

如果您尚未購買連接器效果的副本，請訪問www.theconnectoreffect.com獲取。

第709集的完整記錄

Priscilla:

大家好，歡迎回到官方 BNI 播客。我是 Priscilla Rice，我從加州伯克利的 Live Oak 錄音室來找你。今天，BNI 的創始人兼首席願景官 Ivan Misner 博士與我通了電話。你好， Ivan。你今天過得怎麼樣？還有你在哪裡？

Ivan:

嗯，我一直是一隻忙碌的小蜜蜂。我一直在通過Zoom環遊世界。在過去的幾週裡，我去了南非的BNI，參加他們的全國綠色活動，為那些身處綠色中的會員服務。我為BNI美國全國會議對Dan Haggerty做了一次現場採訪。我參加了BNI美國全國會議，還參加了BNI菲律賓全國會議。所以這段時間很忙，我現在通過電子世界，在世界各地旅行。

Priscilla:

那很好啊。那麼，你今天有什麼計劃？

Ivan:

所以今天我有一位客人曾多次參加 BNI 播客。他是我的合著者和朋友， Robert Skrob。作為 20 多年的營銷專家，Robert's 幫助數以千計的企業吸引並留住了他們最好的目標市場客戶。Robert的超能力，我喜歡這個Robert，Robert的超能力就是簡化。

簡化您的資訊以吸引更多的客戶，簡化您提供的內容以提高長期保留率，並簡化您提供資訊的管道，以隨著規模的擴大而新增利潤。他曾與100多個業務類別的企業家合作，如今他專門幫助企業新增經常性訂閱收入。Robert和Graham Weihmiller也是《連接效應》的合著者。他是我們今天在BNI播客上的嘉賓。Robert，再次歡迎來到BNI播客。

Robert:

Misner 博士，非常榮幸能夠來到這裡並參與該計劃。謝謝你。

Ivan:

嗯，我的榮幸。還有Robert，我們彼此都很了解，你得叫我Ivan。

Robert:

當然可以。好吧，Misner博士是你的播客名字。Ivan是我們喝了一杯酒之後。

Ivan:(laughing)

好吧，當你來這裡訪問並為這本書工作時，我們也有過幾次這樣的經歷。我喜歡葡萄酒，大多數人都知道。當我們有客人來時，我總是打開我的酒窖。

Robert:

太客氣了。我非常喜歡它。

Ivan:

是的，謝謝你。那麼，讓我們來談談BNI在提供引薦方面的力量。BNI的力量是什麼？這對邀請訪客有何影響？

Robert:

新 BNI 會員獲得的最快好處之一是能夠將推薦傳遞給他們的朋友、家人和最好的客戶，以便能夠幫助他們周圍的人解決問題。這樣做的作用是使他們成為吸引客戶、吸引朋友的主連接器，使您成為社區中最重要的人之一。

當您向 BNI 分會的成員傳遞引薦時，這些人都接受過回報的培訓，他們知道如何將引薦回饋給您。你正在建立信任，你正在建立關係，你將能夠收到比你提供的更多的引薦。因此，您不僅可以通過幫助您的朋友、家人和最佳客戶獲得快速收益，而且通過 Givers Gain，您還可以通過引薦獲得更多推薦。

Ivan:

你知道，有時我會遇到一些會員說，為什麼我需要為BNI做所有這些事情？我只是搖搖頭。就好像，你不是在為BNI做這些事情。你這樣做是為了你的生意。它實際上是成為一個連接器，一個主連接器。當你成為一個主連接器時，奇迹就發生了。我的意思是，除了魔法，我不知道怎麼形容它。

當人們成為像 BNI 這樣的組織中的連接者並且他們開始將人們聯繫在一起時，我看到了神奇的事情發生。他們幫助自己的客戶。他們幫助他們邀請加入 BNI 的人。他們幫助 BNI 的其他會員。所以我喜歡你描述的方式，Robert，謝謝你。

Robert:

當然。它可能是在人們已經被燒毀的情況下，他們已經付出了，他們已經給出了引薦，但他們從未收到任何回報。BNI 的神奇之處在於，當您將引薦傳遞給您的分會成員時，這些人是付出者、受過培訓的其他人，他們知道如何通過 5 級引薦，這些引薦將能夠以更高的速度轉換，並且他們會願意支付更多費用，因為他們信任您，並且更有可能成為長期客戶，因此他們的價值要高得多。因此，通過引薦來投資您 BNI 分會內的個人將能夠獲得比任何其他地方更大的回報。

Ivan:

那麼您認為在 BNI 中通過引薦的最大挑戰是什麼？

Robert:

我所看到的是他們沒有完整的引薦網絡。如果您的分會中缺少關鍵業務類別，那麼您就錯失了幫助您的朋友、家人和最佳客戶的機會，而您甚至可能沒有意識到這一點。當這些業務類別不完整時，您就會錯過每週的演示，因為他們沒有會員填補該空缺。

當你聽到那些每週的演講時，因為那個業務類別已經被填滿了，那麼它會在你的腦海中觸發機會來傳遞你甚至不知道的引薦信。填寫這些業務類別將幫助您成為更有價值的主連接器。不僅如此，他們還將幫助你為自己的業務提供更多的引薦，因為你的人際網絡中會有更多的人。

Ivan:

是的，我完全同意。引入人員來填補那些真正重要的缺失分類，使集團產生的業務量大不相同。我知道我們稍後會討論這個問題。不僅如此，有時不僅是顯而易見的職業，而且有時您甚至認為不適合的職業都很棒，不是因為職業，而是因為從事該職業的人。

他們是一個非常棒的成員，這使得在組中傳遞引薦變得更加容易。您能否找出一些缺失的內容，或者談談一些缺失的常見業務類別？為什麼這很重要，為什麼會有所不同？

Robert:

絕對的。當我們分享一瓶酒，或也許兩瓶酒時，我們經常談論這個問題。

Ivan: (chuckling)

我記得不是在一個晚上。

Robert:

我們把它寫進了書的第八章。因為當我採訪全世界的BNI分會成員時，我發現其中一件事是，他們有時對應該邀請多少訪客的既定目標感到失望。你知道，這一章實際上並不經常參與這個過程。並且與我交談過的一些人討論了翻轉這個問題，而不是將訪問者的最低目標設定為查看您的分會中尚未被採用的類別。

你可以做一個清單。在連接器效應的第84頁，有一個樣本BNI類別清單；然後瀏覽示例類別，劃掉分會中已經填寫的類別，並突出顯示可用的類別。然後作為分會，當你確定一個可用的類別時，好的，這裡誰會引薦一個人來填補這個類別？通過分類，你會更加專注，你會有明確的目標市場，你會帶來什麼樣的人。我們甚至在第86頁上寫了一個腳本，是你口述給我的，這將幫助你把訪問者帶到這分會，並填補這一類別。

Ivan:

是的，如果您有機會，我建議您查看我為邀請訪問者所做的其他一些播客。如果你去的話，有趣的是，如果你去 Podcast 659，在線邀請訪客很容易，你實際上可以看到我為邀請可能有價值的訪客所做的大約六到七個播客的完整列表。所以你談到挑選類別，我認為這真的很重要。

我發現其中一件非常有影響力的事情是選擇一個類別，然後有一天每個人都會帶上一台打印機，或者其他任何類別的東西——銀行家、花商。Robert，我發現的一件事是，如果你有這樣的一天，每個人都想把一個特定的類別放進去，很容易就把這個類別填滿了。因為當人們坐在房間的另一邊，看到房間裏的競爭對手時，他們會非常積極地確保自己得到那個位置，而不是別人得到那個位置。你在BNI看過嗎？你見過這種情況嗎？

Robert:

是的，不僅如此，作為一個主連接器，你更有可能得到最好的打印機來填補你推薦網絡的空缺。因為現在，你可以選擇，作為一個會員委員會，並且能够得到最好的人選，而不是僅僅因為你有一個空缺就試圖用打印機來填補空缺。

Ivan:

是的，你可以挑選，你可以選擇。這是個好問題。

Robert:

正是如此

Ivan:

好吧，聽著，Robert，再次感謝您合著這本書。你為 The Connector Effect 做了大部分繁重的工作，我很感激。感謝您今天收聽播客。你有什麼最後的想法嗎？你想讓人們知道他們可以從哪裡得到這本書嗎？

Robert:

當然。嗯，我認為我們通過對數據的研究發現的一個關鍵點是，實際上擁有50名成員的分會比擁有25名成員的分會新增了76%。

Ivan:

這是每個座位的76%，每個座位增加76%。是這樣嗎？

Robert:

是的，你為你的BNI會員支付了同樣的費用，你參加了同樣的分會會議，但是你每個座位的生意新增了76%，那麼你只需要完成一個推薦網絡就可以了。

Ivan:

順便說一下，這是基於BNI Connect的數據，所以它是基於世界各地分會的實際數據。謝謝你分享，Robert。我想我還沒有在BNI的播客上分享過。這是關於擁有更大分會的影響的大量數據，硬數據。

Robert:

事實上，這可能是保守的，

Ivan:

毫無疑問，它可能是。因此，對於任何對連接器效應感興趣的人，您可以訪問 www.theconnectoreffect.com、theconnectoreffect.com，然後您就會直接進入亞馬遜頁面，在那裡您可以獲得該書的副本。Robert，非常感謝您再次參加 BNI 播客。

Robert:

我喜歡它。謝謝你邀請我。

Ivan:

我的榮幸。交給你了，Priscilla.

Priscilla:

可以。好的，謝謝你們，這是一些很棒的資訊。我們的播客有了新的贊助商，它是www.misneraudioprograms.com。這些音訊節目將為您提供工具和靈感，以有力地增强您的BNI體驗，幫助您提升業務。因此，無論您是新會員還是資深會員，這些音訊節目都將幫助您釋放網絡的力量。在www.misneraudioprograms.com上查看您可以獲得的優秀資料，並使用促銷程式碼IVAN50為所有音訊節目提供50%的折扣[此程式碼在有限的時間內有效]。所有收益都歸BNI基金會所有。

非常感謝您的聆聽。我是 Priscilla Rice，我們期待您下週再次加入我們，觀看官方 BNI 播客的另一集激動人心的播客。

Episode 709: Inviting Visitors the Connector Effect Way

June 2, 2021 by Ivan Misner 5 Comments

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Synopsis

When you’re missing key business categories within your BNI chapter, you’re missing out on opportunities to help your friends, family, and best clients. Robert Skrob returns to the podcast this week to explain why inviting visitors to fill all the empty business categories makes you a more valuable Master Connector.

Chapter 8 of The Connector Effect takes a new approach to inviting visitors, one that puts your BNI chapter at the center of the process instead of leaving members to find visitors on their own. On page 84 of The Connector Effect, there’s a listing of sample BNI categories. As a chapter, go through the list, highlight the available categories, and which members have someone to recommend for it. Follow the script on page 86 to invite them. If several members have someone to recommend for that slot, invite all of them to come on the same day. (See Episode 572, Focused Invite Days.)

If you haven’t bought your copy of The Connector Effect yet, just go to www.theconnectoreffect.com to get it.

The Official BNI Podcast is sponsored by Misner Audio Programs.

Complete Transcript of Episode 709

Priscilla:
Hello everybody and welcome back to The Official BNI Podcast. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you doing today? And where are you?

Ivan:
Well, I have been a busy little bee. I’ve been traveling the world via Zoom. In the last few weeks I’ve been to BNI South Africa for their National Green Event for the Members that were in the green. I did a live interview with Dan Haggerty for BNI USA National Conference. I’ve done the BNI USA National Conference, and I jumped in on the BNI Philippines national conference. So it’s been a busy time and I’m now traveling via the electronic world, all around the world.

Priscilla:
That’s great. So what do you have planned for today?

Ivan:
So today I have a guest who has been on the BNI Podcast a couple of times. He’s my co-author and friend, Robert Skrob. As a marketing expert for more than 20 years, Robert’s helped thousands of businesses attract and retain their best target market customers. Robert’s superpower, I love this Robert, Robert’s superpower is simplification. Simplifying your message to attract more customers and simplifying what you deliver to improve long term retention, and simplifying how you deliver it, to increase your profits as you scale. And he’s worked with entrepreneurs in more than 100 business categories and today he specializes in helping businesses grow recurring subscription revenue. Robert is also the co-author of The Connector Effect along with Graham Weihmiller. And he is our guest today on BNI Podcast. Welcome once again, Robert, to BNI Podcast.

Robert:
Dr. Misner, it is an absolute honor to be here and part of the program. Thank you.

Ivan:
Well, my pleasure. And Robert, we know each other so well, you gotta call me Ivan, please.

Robert:
Absolutely. Well, Dr. Misner is your podcast name. Ivan is when we have a glass of wine.

Ivan: (laughing)
Well, and we had a couple of those when you came up here to visit and work on the book. I love wine, as most people know. And I always open my cellar when we have people here.

Robert:
That’s very gracious. And I absolutely enjoyed it.

Ivan:
Yeah, thank you. So let’s talk about the power of BNI in giving referrals. What is the power of BNI? And how does that apply to inviting visitors?

Robert:
One of the fastest benefits that new BNI Members receive is the ability to pass referrals to their friends, family, and best customers, to be able to help solve problems for the people that are around them. And what this does is it makes them a Master Connector where it attracts customers, attracts friends, it makes you one of the most important people within your community.

And when you’re passing referrals to Members of your BNI Chapter, those individuals are trained to reciprocate, and they know how to give you referrals back. And you’re building trust, you’re building relationships, and you’re going to be able to receive more referrals back then you’ve given. And so not only is it a fast benefit that you are able to receive by helping out your friends, family, and best customers, but through Givers Gain, you’re also going to receive more referrals by passing referrals.

Ivan:
You know, sometimes I run into members who say, why do I need to do all these things for BNI? And I just shake my head. It’s like, you’re not doing any of these things for BNI. You’re doing them for your business. And it really is about becoming a connector, a Master Connector. And as you become a Master Connector, then magic happens. I mean, I don’t know how else to describe it other than magic. I’ve seen magical things happen when people become a connector in an organization like BNI and they start connecting people together. They help their own clients. They help people that they invite into BNI. They help their fellow Members in BNI. So I love the way you describe that, Robert, thank you.

Robert:
Absolutely. And it may be in a situation where people have been burned where they’ve given out and they’ve given referrals, and they’ve never received anything back. The magic of BNI is when you are passing referrals to Members of your Chapter, these are other individuals who are givers, who are trained, and they know how to pass Level 5 referrals that are going to be able to convert at a much higher rate, and they’ll be willing to pay more because they trust you, and more likely to be long-term customers, so they have a much higher value. And so investing in individuals within your BNI Chapter by passing referrals is going to be able to have a much bigger payoff than any other place.

Ivan:
So what do you think are some of the greatest challenges in passing referrals in BNI?

Robert:
What I’ve seen is that they don’t have a complete referral network. When you’re missing key business categories within your Chapter, then you’re missing out on opportunities to help your friends, family, and best clients, and you may not even realize it. When those business categories are incomplete, you’re missing out on weekly presentations, because they don’t have a Member filling that slot. When you hear those weekly presentations, because that business category is filled, then what that does is that triggers in your mind opportunities to pass referrals that you don’t even know about. And filling in those business categories will help you become a more valuable Master Connector. And not only that, they’ll help you generate more referrals for your own business, because you’re gonna have more people in your network.

Ivan:
Yeah, I couldn’t agree more. Bringing in people to fill those really important missing classifications, makes a world of difference in the amount of business that’s generated in the group. And I know we’re going to talk about that later. And it’s not just, sometimes it’s not just the obvious professions, but sometimes professions that you don’t even think will make a good fit are fantastic, not because of the profession, but because of the person IN the profession. And they make such a fantastic member, that it just makes it easier to pass referrals in the group. Can you identify maybe some of the missing, or talk about some of the missing common business categories? And why that’s important, why that makes a difference?

Robert:
Absolutely. We talked about this a lot when we shared a bottle of wine, or maybe two.

Ivan: (chuckling)
Not in one night as I recall.

Robert: And we incorporated this into Chapter Eight of the book. Because one of the things when I was interviewing BNI Chapter Members across the world, one of the things I found is that they were disillusioned with sometimes was the given targets of how many visitors they should invite. And you know, the Chapter really wasn’t engaged often in that process. And with some of the folks that I spoke to we discussed flipping that, and instead of having a minimum goal of visitors, to look at the categories within your Chapter that have not yet been taken.

You kind of do an inventory. On page 84 of The Connector Effect, there’s a listing of sample BNI categories; and go through that sample categories, cross out the categories that are already filled within your Chapter, and highlight the categories that are available. Then as a Chapter, when you identify a category that is available, okay, who in here would recommend somebody to fill this category? And that by going on a category basis, you’re a lot more focused, you have specificity and a target market of exactly who you’re bringing in. And we even included a script on page 86, which you kind of dictated to me, that will help you bring that visitor to the Chapter and fill that category.

Ivan:
Yeah, and I’d recommend if you have a chance, take a look at some of the other Podcasts that I’ve done on inviting visitors. If you go, interestingly enough, if you go to Podcast 659, Inviting Visitors Is Easy Online, you can actually see an entire list of about six or seven podcasts that I’ve done on inviting visitors that might be of value. So you talk about picking categories and I think that’s really important.

And one of the things that I have found that’s really powerful is picking one category and having a day where everyone tries to bring in a printer, or whatever the category is – a banker, a florist. And one of the things I’ve discovered, Robert, is that if you have a day like that, where everyone’s trying to bring in one particular category, it is very easy getting that category filled. Because when people sit across the room and they see their competition in the room, they’re highly motivated to make sure that they get that spot rather than somebody else get that spot. Have you have you seen that in BNI? Have you seen that happen?

Robert: Yeah, not only that, but it’s a whole lot more likely that you, as a Master Connector, will get the best printer to fill that slot of your referral network. Because now, rather than just trying to take a printer to fill a slot because you have a slot, you’re able to select, as a membership committee, and be able to get the best person.

Ivan:
Yes, you get to pick, you get to choose. That’s a good problem to have.

Robert:
Exactly.

Ivan:
Well, listen, Robert, thank you once again for co-writing the book. You did most of the heavy lifting for The Connector Effect, and I appreciate that. Thank you for being on the Podcast today. Do you have any final thoughts? And would you like to let people know where they can get the book?

Robert:
Absolutely. Well, I think one of the key points that we found through research digging into the data, is that actually Chapters with 50 Members generate a 76% increase in Thank You For Closed Business than Chapters with 25 Members.

Ivan:
That’s 76% per seat, a 76% increase per seat. Is that right?

Robert:
Yeah, you’re paying the same amount for your BNI membership, you’re going to the same Chapter meetings, but yet you’re generating 76% more business per seat, then you would be before simply by completing a referral network.

Ivan:
And by the way, that’s based on data from BNI Connect, so it’s based on actual data from Chapters all around the world. Thank you for sharing that, Robert. I don’t think I’ve shared that on the BNI Podcast yet. And that’s great data, hard data, about the impact of having a larger Chapter.

Robert:
And it’s actually probably conservative,

Ivan:
It probably is, no question. So for anyone that’s interested in The Connector Effect, you can go to www.theconnectoreffect.com, theconnectoreffect.com, and that’ll take you right to the Amazon page where you can get a copy of the book. Robert, thank you so much for being on BNI Podcast yet again.

Robert:
Loved it. Thank you for having me.

Ivan:
My pleasure. Over to you, Priscilla.

Priscilla:
Okay. Well, thank you both, that was some great information. We have a new sponsor for our Podcast, and it is www.misneraudioprograms.com. These audio programs will provide you with the tools and inspiration to powerfully enhance your BNI experience and help you boost your business. So whether you’re a new or a seasoned member, these audio programs will help you unlock the power of networking. Check out the great material available to you at www.misneraudioprograms.com and use the promo code IVAN50 for 50% off all audio programs [this code is good for a limited time]. All of the proceeds go to the BNI Foundation.

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.

https://www.bnipodcast.com/2021/06/02/episode-709-inviting-visitors-the-connector-effect-way/