BNI Elevate is a networking community organized to help our members make more money through structured collaboration and referrals.
Recently, we discussed that the most important thing we do in business is not the service we provide, but securing that next client.
We also discussed that using Elevate and BNI is the least expensive way that we can get a new client.
And if that’s the case, we need to ask ourselves how we can get more clients and more value out of Elevate?
We’ve already discussed that you should be visiting other BNI chapters on Tuesdays and Thursdays.
We also learned that you can use BNI Global Connect to look for synergistic professions and have 121s with them to build relationships.
This week we’ll combine these two tips.
So pay close attention because this week I’m going to help you make more money by being a substitute.
Let’s use Sharon Becker, our makeup and beauty professional, as an example.
Sharon loves networking with Wedding Planners because they are a solid upstream partner for her, and BNI has a few wedding planners but not a lot of beauty professionals. So how can Sharon meet more Wedding Planners?
Well, a lot of BNI members have trouble getting subs.
Listen to that closely, a lot of BNI members have trouble getting subs.
So imagine Sharon went to BNI Global Connect and looked up all of the Wedding Planners in other chapters.
And then she sent each of them a note: “Hey Mary, I’m Sharon from BNI Elevate. If you are ever desperate for a sub, please reach out to me, and I’ll help you out.”
After a while Sharon has reached out to 10 Wedding Planners and offered to do them a favor, and now she can wait for them to contact her.
When one of them does, Sharon will do them a favor and sub for them at their chapter, and now they owe Sharon a favor in return.
And then maybe Sharon will ask Mary if they could have a 121. Chances are, given the favor that Sharon did, that Mary will accept.
A few months later in the storyline, Sharon is now Mary go-to makeup and beauty pro.
Please keep in mind that Sharon is not gaming the system. She is legitimately building relationships, and by doing that she’s given herself the opportunity to prove that she’s the best makeup and beauty pro in the city.
And there is another bonus here, and that is by subbing at another BNI chapter, Sharon also had the chance to pitch her services to another audience of 30 or 40 people.
To wrap it up, if you think about who your strategic upstream partners are at other BNI groups, and then offer to sub for them, I guarantee that you will build relationships with them and I guarantee that you will make more money!