Best Practice Guideline – Visitor Close/Conversion Script

Contribution acknowledgements: Michael Caruso, BNI Member in Adelaide and YP Lai, National Director of BNI in Thailand, South Korea and Vietnam. Also, Bob Greenup Executive Director BNI Sydney CBD South.

DETAILED SCIPT TO BE USED BY VISITOR HOST LEADER OR YOUR BNI DIRECTOR

We thank you for being here today. Our visitor orientation will take just a few minutes. This document is designed to help us go over the most frequently asked questions from visitors, so we don’t miss anything, sound good? Great!

1.Let’s begin by asking:

a.What impressed you most about the meeting?

(If a large group, then suggest visitors discuss this amongst themselves at their tables. Alternatively in a small group you can get the conversation going easily and participate yourself.)

b.Can you take on more business? We can only accept new businesses in our group if they are able to handle the additional business they will receive through our Chapter’s operations. If yes, then this Chapter of BNI may be for you.

c.Are you willing to build trust and relationships with the members? Realising that it may take time to build relationships and generate referrals - are you willing to put in the time and effort?Is that a yes? If yes, then BNI may be for you.

2.Now for what we consider the “frequently asked questions” lets go through them now to make sure all your questions are answered.

a.How often do you meet?

Weekly. Why? Because meeting weekly generates more results than any other frequency.

b.Do I have to be here every week?

Yes. Our attendance policy is that you must be present at every event. A member is allowed three absences every six months. BUT, if you have a substitute, it is not counted as an absence. A substitute may be a client, co-worker, friend, business colleague, or another member from a local chapter.

c.I heard about other time required.

Yes, you will need to spend time outside of the weekly event doing a 121 from time to timeto get to know other members, following up on referrals and attending training sessions.

d.There seems to be a lot to learn, how will I be able to?

We conduct training in the following formats – there is Member Mentoring, a formal Member Success Program Training and there are also learning resources online available 24/7.

e.I feel nervous speaking to people, especially if I have to stand in front of the group.

We will train and support you on how to do public speaking, and with practice it will become easy. I am living proof of that.

f.I can’t give referrals.

This is actually one of the biggest fears that people have “That they will not be able to give good referrals to the other members”.

BNI and the members of the Chapter are required to actually train you how to give great referrals, so don’t be concerned. You will be very good at finding referrals. That is what BNI is famous for.

g.Is this a Club, because it seems very friendly.

This is not a Club, and especially not a “Boys Club”. Because we meet often, some members become good friends. Also, when we give & receive referrals, we like to follow up.

3.Some of the initial requirements are to:

a.Fill out the Application. Let’s go over that now. Pass out applications to all visitors.

b.Please write in the Chapter Name which is_BNI (Chapter Name)

c.Who is your sponsor? Write in the name of the person that invited you here today.

d.The registration fee is $374 and dues are $803 bringing your total to $1177.

f.Each chapter also has chapter meeting fees.

These cover the cost of the room and breakfast is provided. The total comes to approximately $25 per week. Our Treasurer collects this once you are accepted. Chapter meeting fees are payable directly to the chapter, as the members are responsible to provide the venue.

h.Do you agree with the code of ethics on the front of the application?

j.You’ll also be invited to attend the Member Success Program, which is required within your first 60 days of being accepted. You will receive resources on a memory stick that help you how to get the MOST out of your BNI membership. We can book your Member Success Program training date as soon as you are accepted. You’ll also receive a copy of the history of BNI in a book called “Givers Gain”.

4.Please tell us your level of interest, so that we can effectively follow up with you. On the top right corner please write a 1, 2 or 3

1 if you are ready and want to start participating ASAP

2 If you are very interested and have a few more questions

3 if you are interested but the timing is not good right at this time

  1. We also need to let you know, that your competition is not locked out, until your payment is received, references have been checked, and your application is approved.
  2. We also need you to know that if you put down 1, we will give priority to your application.
  3. Are there any other questions?

NOTE:Make sure all their questions are answered – that is key. Ask your Director to get involved if appropriate. Please make sure you follow the following practices:

1 on the Application Form? What do I do?

If the visitor indicates a 1 on their application form, then encourage them to fill out the application form completely on the day. If this is the case, you need to ask for the business! Please avoid inviting them to attend the following week as this may be mis-interpreted by them – ask for the business as they want to apply today.

2 or 3 on the Application Form? What do I do?

If the visitor is interested but has indicated a 2 or a 3 on the top right, then say “How can I help you with your questions?” At the end of the questions, it is quite appropriate to invite them to attend the following week.

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