Business Success Business Success SeriesSeries

Your Your First First Key to Key to Better Quality Better Quality

Referrals: The Sales Referrals: The Sales Manager MinuteManager Minute

What exactly is your What exactly is your BNI Membership?BNI Membership?

Opportunity to NetworkOpportunity to Network Opportunity to EducateOpportunity to Educate Opportunity to be Opportunity to be

EducatedEducated– by BNIby BNI– By membersBy members

Exclusive right to Exclusive right to promote your product promote your product or service or service

How Much is Your How Much is Your Sales Manager Sales Manager

Minute Costing You?Minute Costing You?

How Much is Your How Much is Your Sales Manager Sales Manager

Minute Costing You?Minute Costing You?

It is not just the cost of It is not just the cost of your membership.your membership.– Hard $ costsHard $ costs– Soft $ costs (your time)Soft $ costs (your time)

Hard $ CostsHard $ Costs BNI Membership FeesBNI Membership Fees $330$330 Registration Fee if Registration Fee if

New memberNew member $100$100 Meal CostsMeal Costs

( per week x 50)( per week x 50) $ $ Meeting FeesMeeting Fees

(per week x 50)(per week x 50) $$

TotalTotal $$

Soft $ CostsSoft $ Costs Meeting Time 2 hrs/wk x 50Meeting Time 2 hrs/wk x 50 Drive Time Drive Time 1 hr/wk x 50 1 hr/wk x 50 One-to-onesOne-to-ones ? hrs/wk x 50 ? hrs/wk x 50 MSP trainingMSP training 3.5 hrs/yr 3.5 hrs/yr ADV MSPADV MSP 1.5 hrs x 5 1.5 hrs x 5 BSS Training 1.5 hrs x 10BSS Training 1.5 hrs x 10 Other Other ? Hrs x ? ? Hrs x ?

SubtotalSubtotal

Soft $ CostsSoft $ Costs

Here is the complete Here is the complete formula for your soft $ formula for your soft $ costscosts

Total TimeTotal Time

X X your hourly rateyour hourly rate

Soft $ CostsSoft $ Costs

How Much is Your Sales How Much is Your Sales Manager Minute Costing Manager Minute Costing

You?You?

Hard $ CostsHard $ Costs

+ Soft $ Costs+ Soft $ Costs

Total CostTotal Cost

÷÷

50 (# of Sales Manager 50 (# of Sales Manager Minutes you get per year)Minutes you get per year)

How do you turn an expense How do you turn an expense into an investment?into an investment?

You have to have the mindset that You have to have the mindset that BNI membership is an investmentBNI membership is an investment

You have to know your definition You have to know your definition of success for your businessof success for your business

You have to be able to measure You have to be able to measure your successyour success

You have to have a strategy for You have to have a strategy for reaching that successreaching that success

BNI is aBNI is a strategicstrategic method method to grow your business to grow your business

through through WordWord ofof MouthMouth MarketingMarketing

The BNI system is The BNI system is strategicstrategic, are you?, are you?

Strategy: Strategy:

EfficiencyEfficiency + + EffectivenessEffectiveness

= = Productivity Productivity (making (making more money)more money)

Elements of a Strategic Elements of a Strategic Sales Manager MinuteSales Manager Minute

1.1. Your definition of Success for Your definition of Success for YOUR YOUR business this year business this year

2.2. Your definition of Success for Your definition of Success for your BNI membership this your BNI membership this yearyear

3.3. Who are your target marketsWho are your target markets

4.4. the avg. $ per transaction the avg. $ per transaction and the # of transactions and the # of transactions needed to reach successneeded to reach success

Your VATGOsYour VATGOs VATGOs are clues to help VATGOs are clues to help

your members recognize your members recognize potential business for you.potential business for you.

VVisualisual

AAuditoryuditory

TTactileactile

GGustatoryustatory

OOlfactorylfactory

Conversation Conversation StartersStarters

When one of your When one of your VATGOs comes into play, VATGOs comes into play, how do we engage in a how do we engage in a conversation for you?conversation for you?– 3 Questions we can ask3 Questions we can ask– Tell us how to introduce Tell us how to introduce

your product if the answers your product if the answers lead us therelead us there

Setting up the Setting up the ReferralReferral

How do you want it How do you want it delivered?delivered?– Name & Number?Name & Number?– Testimonial on your behalfTestimonial on your behalf– IntroductionIntroduction– Schedule an appointmentSchedule an appointment– Go to appointment with Go to appointment with

youyou

SummarySummary

How much is your Sales How much is your Sales Manager Minute costing Manager Minute costing you?you?

Is it an investment or an Is it an investment or an expense?expense?

What is your strategy? What is your strategy? – Is it efficient & effective?Is it efficient & effective?– Is it getting you the desired Is it getting you the desired

results?results?

SummarySummary

What is your definition of What is your definition of Success…Success…– For your business?For your business?– For the time spent with BNI For the time spent with BNI

Members?Members? How can we recognize How can we recognize

business to help you business to help you succeed?succeed?– VATGOsVATGOs

SummarySummary

Now that we’ve Now that we’ve recognized the business recognized the business what do we do?what do we do?– Conversation starters Conversation starters

– questions?– questions?– How do we introduce your How do we introduce your

product once we’ve asked product once we’ve asked the questions?the questions?

– How do we deliver?How do we deliver?

Your Your First First Key to Key to Better Quality Better Quality

Referrals: The Sales Referrals: The Sales Manager MinuteManager Minute