BNI Elevate is a one million per month networking community organized to help our members make more money through structured collaboration and referrals.
This week’s make more money moment is about building your ideal customer profiles and training your fellow members to recognize them.
This exercise will be the foundation of your networking; critical to your success at Elevate, and critical for your ability to get referrals.
The first thing that you need to do is to review your existing clients and create a list of your best customers, however you define that.
- What industry are they in?
- Where are they located?
- What’s the job title of the person that hired you?
- How did you get introduced to that person?
- What was the problem that they needed to solve that caused them to be in the market for your services?
- What might they say that should make us think of introducing you?
Your job here in Elevate is to make sure that your fellow members understand these profiles, but if you convey nothing else, make sure your fellow members understand the problems you solve.
These are your real opportunities in Elevate.
For example, I might have a client that says ‘I need to cut costs.’
That might trigger a referral for Danya to help them save money on the phone costs, but it might also trigger two referrals for Christie where she needs to find them a smaller office space, but also sublet the larger office space they are leaving behind.
Notice the client didn’t say ‘I need a new office;’ they also didn’t say ‘I need to save money on my phones.’
So Danya and Christie might not think of themselves as good referral partners, but they absolutely solve similar problems, in this case for a client that needs to cut costs.
In summary, make your ideal customer profiles and help us understand the problems you solve, I guarantee that you will make more money.