BNI Elevate is a networking community organized to help our members make more money through structured collaboration and referrals.
Last week we went over my agenda for the first 121 that you’ll have with someone.
This week, we’ll discuss whom you should have a 121 with.
First, you should get about 50% of your referrals from your primary power team since they speak to the same target client as you, and quite often they’ll need to pull you in to complete a deal.
This is like me needing Anatoliy, our SEO guru, to help me win a website deal.
So while you’ll have a lot of 121s with people on your power team, don’t ignore the other 50% of potential referrals from the rest of the membership.
In fact, we encourage members to have at least one 121 with every other member in the chapter once per year, and then do it all again next year.
Next, I want to reiterate one of the strongest things you can do on a 121 is to discuss the job titles that are often good prospects for you and see if there is an intersection with your 121 partner. If you’re both speaking to the similar prospects but selling different things, that gives you a chance to help your customer solve a problem, and give a referral at the same time.
For example, I know that Dayna Karron, our super Copier Salesperson, wants to meet Office Administrators, so when I’m speaking to an Office Administrator, I can listen for any gripes about their copier or office equipment. And when the opportunity arises that should be an easy introduction to Dayna.
To sum it up, by having 121s with everyone in the chapter, you’re going to uncover a lot of opportunities that you didn’t know existed, and I guaranteed that you’ll make more money!