BNI Des Peres Networking Meeting

I had the opportunity to visit with the Des Peres Chapter of BNI this morning. This was a lively and friendly chapter that meets at the Bulls and Bears cafe near Manchester and 270.

Going to several BNI meetings, I've noticed some similarities and some difficulties experienced by referral networks. The biggest challenge I see for BNI chapters in recruiting new members is many people are afraid of asking for or giving referrals.

BNI is a referral group. You are required to bring referrals for the other members. Yet for many small business owners, asking for a referral is difficult enough for their own business. How do you sell someone else's business when you're not comfortable selling your own?

The beauty of BNI is the more meetings you go to, the more comfortable you are asking for and looking for referrals. BNI works as a support group helping you overcome your fear of referrals. It also trains the mind and the ears to be aware of opportunities to sell.

Professional salespeople know that the key to a referral is creating a mental image in the mind of a prospect. You don't ask, "who do you know?" You ask "Do you know anyone that fits this profile." Going to a weekly meeting and practicing these statements trains ordinary people into referral-generating machines.

A good reminder for a Tuesday morning.

Thanks to Charlie Scarlett for inviting me, and perhaps we'll be successful setting up another example of a BNI blog.