It is important to know WHY we need to have a One-to-One (121) session with our referral partners.
By only having 1 weekly meeting is not sufficient for us to have interaction with everyone, especially when we are meeting via video conference nowadays. Therefore, meeting online should never be the excuse or justification for us not having enough opportunity to know our members well.
HOW to have effective 121?
It has to be structured. 121 session is not a usual bragging session. It can be informal but we have to show our respect to the person we are with during 121. Never get interrupted. 121 session is meant to be a session for us to know about our referral partner’s business and what they do, or who they are. If we aren’t paying enough attention to them, how could we expect people to do the same for us? Imagine we are doing our sales pitch and no one is listening, are you sure you want that to happen to you?
Next, the 121 session has to be natural and lively. The most important element is to enjoy the entire session and have fun. A joyful conversation will encourage us to have much engaging session. It is always better to do business in a fun way.
Read also: Building Relationships
Fill up the Member Biography Sheet in detail. Write down the details such as our business name, profession, location, family information, hobbies, city of residence, burning desire, the key to success, and “something no one knows about me”.
Complete our GAINS profile. GAINS profile consists our Goals, Accomplishment, interests, networks, and Skills. By communicating the GAINS to our referral partners, we will establish and enhance our credibility to our referral partners. With the improvement of our credibility, we are able to be referred easier.
This is a very useful method and strategy for us to grow our business through referral marketing. By adopting this method, we are able to increase our opportunity to be referred by people around us. The key to increasing our chances to be referred is to let people remember who we are and knowing what we do.
Start doing effective 121! Start Now & Win!
JJ Phang formally served as President (02), Network Education Coordinator (01), Mentor Coordinator (01), Membership Committee (02) and currently as Event Coordinator (04) of BNI Smart Biz, Hall of Fame Chapter.
JJ Phang is also currently the Director Consultant of BNI Extreme Chapter, Melaka Region. #121 #buidlingrelationship #bni #jjphang #gains #profile #fun #changingthewaytheworlddoesbusiness
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