BNI - Power Teams
Target Markets - 15 Minutes - 100%
More likely to buy from you
Why is this important
Craft Specific Messages
Make good decisions on marketing budget
React quickly to changes in the marketplace
Target Market Categories
Age, Location, Gender, Income Level, Educational Level, Marital / Family Status, Occupation, Personality, Attitudes, Values, Interests/Hobbies, Lifestyle
Emotionally Charged Connection
Who
What
Why
Brennan Scnalon's Emotionally Charged Story : I help people create referrals for life by helping them to create the richest relationships of their life
Choose your target market
Favorite Client
Current Customer Base
Look @ your competitors. What is their market?
Figure out your client's needs and who is most likely to purchase from you
Structure your message to be simply and catchy
Show referral partners your passion for your target market to get more referrals!
Identify Professional Classifications
Contact Sphere : Receive 50-75% of your referrals from your contact sphere,
Trades, Events, Real Estate, Health & Beauty, Trades, Business Services & Marketing Services
Not everyone in the same contact sphere will have the same target market
Ideal Client : 50k - 150 k Income, 150K - 800 K Home Value, 55-85 Years of Age, Wants good quality and value for their money invested
Fill out the Referral Hub Worksheet
Identify Industry Leaders
Givers Gain
How do you feel about supporting others through referrala?
Building Relationships - How do you build and maintain professional relationships?
Lifelong Learning - What was the last Personal Development activity they did
Traditions & Innovations - What are your companys values?
Positive Attitude - what about your performance?
Accountability - How do you hold yourself accountable?
Recognition - How do you thank your referral sources?
Create a Personal Connection
Why You Should Connect
Believability
Likeability
Authenticity
Connectivity
Referability
Until we know why it doesn't matter what you do
The 5 Whys
Why did you go into this profession
Why do you want to help people
Why is it important that everyone live their best life?
Why is it so important to be in alignment at work?
Why don't you want anyone to experience what you did?
Talk about the 3 biggest beliefs that you have that you wouldn't live without
Create a Proactive Referral Strategy
Credibility, Competence, Clarity, & Connectivity
The 4 Cs
Power
Production
Oppprtunity
Wants
Encouragement
Results
Build Awareness
Oragnic v Paid
Lead with Story
Everubodyy has a story
Dont worry we've got your butt covered
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Develop Deep Knowledge of Participants
Questions to ask yourself
Am I being realistic about the time it will take, in my profession, to gain the critical level of confidence?
Am I doing business with others in my network so I can give them dynamic testimonials and steer business to them in hopes they will return the favor?
Am I regularly making stimulating , educational presentations to my fellow networkers about the value I provide to my clients?
Am I meeting regularly with my networking colleagues to learn about their businesses so I can confidently refer my contacts to them?
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Socialize on Purpose
Ideas for fun events
Card Night, Dinner, Exercise Class, Happy Hour, Cheese Making, Hiking, Wine Tasting, Puzzle Night, Painting, Glassblowing, Golf, Cooking Class, Game Night, Coffee Shop, Walking Dogs
Set an agenda
Book two future activities
The Role of the Leader
Identify the leader of the group by not trying to identify the leader
A leader goes first and leads by example