The reality is that it costs between 6 and 12 times as much to sell a product and/.or service to a new client as it does to an existing client. The sad thing is their existing clients are normally overlooked.

We work with clients on strategies and through the use of email marketing to ensure that your existing clients either have ALL of your product and services, and/or know about ALL of your products and services and have had the opportunity to PURCHASE all of your products and services!

We WILL and CAN make a significant difference to the ‘bottom line’ of any business. FACT!

• Website: http://D2integrated.co.uk
• Email: richardlock@d2integrated.co.uk
• Telephone: 0787 0467 171 

How about approaching friends, relatives, organisations, social contacts or anyone in the local geographic area if they have a business and you know they are looking for more clients and referrals.  If you are nervous about asking people to come along why not use one of these three techniques to make the invitation:

• Ask a third party to make the invitation for you, someone who has been to BNI themselves but is unable to join but believes that is a great way to get new business
• You could send an email instead of making a telephone call if that feels a bit like ‘cold calling’
• Or you could send a text message, particularly if you know the person/business is advertising because if they are advertising they are clearly looking for more business.

The trick is to listen or watch out for anyone or any business saying that they are looking for more clients.

We also heard from Chris Scriven of Bluebird Care who explained what sets their home care packages out from the rest.  He explained how home care for the elderly or for the physically disabled adult can be a much more cost effective and preferable solution to moving into a care home for many people.  With all clients able to book in anything from a 15 minute visit each day to perhaps check that medication has been taken up to 24 hour, 7 day a week permanent care, there will be an option to suit almost any situation.

Finally, four visitors, two written testimonials and two spoken testimonials, 17 referrals and £5,000 in the the ‘thank you for the business box’ it was another great week at BNI Casterbridge in Dorchester.

According to Dominic who works with leaders across the globe, helping them to improve their leadership abilities, the key to both happiness and great business lies in two truths:

The first is to use your gifts and the second is to be altruistic (which is the true meaning behind the BNI philosophy of Givers Gain) that is doing things without hope or expectation of reward or gain.

However, to truly use both of these you have to listen and really hear what people are saying to you and listening in this sense is not just about hearing what they are saying, it’s about understanding the emotional content of what they are saying and the support they are looking for.

As Dominic pointed out, when both of these truths combine they create enormous value in terms of both trust for you and your services and your reputation grows which as we all know creates huge advantages for both referrals and negotiation.

Nick’s presentation gave us a great insight into how his business, FreeFly Multimedia has developed over the years and he gave us a fantastic slideshow and commentary of just a tiny sample of the award winning photography he can provide for both weddings and commercial organisations.

Being just a photographer however wasn’t quite enough and he was able to show how he has used the advice that Dominic gave in the education slot to great effect as he teaches people how to use their DSLR cameras through his own teaching and learning website. If you are interested in learning how to make the most of a new digital SLR camera then you really should take a look at his site http://www.atpmembers.com

Website: http://www.bluebirdcare.co.uk/weymouth

He also went to suggest that this has very clear implications for member 60 seconds as well encouraging us to be more careful with our precious education slots by using the formula that we say ‘who we are, what we do and what value we add to our customers’.

As a direct result of Jon’s education slot a few members actively changed their one minute presentations to take advantage of his suggestions and encouragement – that’s the mark of a great piece of education, so thanks Jon.

We were also delighted to welcome a brand new member to the Chapter too – Richard Lock.  Hopefully we’ll be seeing the profile for his business – D2 Integrated – on the website very soon.

Our ten minute member education slot was filled by Ben Howells of Sands and Associates. Ben is the Chapter mortgage advisor and was very clear about the clients he would like to work with as well as making it clear that he had no fee to the client; the fact that he can source across the entire mortgage market because he is independent and that his goal is to help people get into their dream home.

Finally, with 5 visitors, 40 referrals passed and thank you for the business this week totalling £13,820 it was a fantastic meeting and I’m very much looking forward to next week too.

What’s that I here from above
with a click and a clack
and a great big sack
down through the chimney
came Linda with a referral pack

Hand these out she cried
I don’t know if there’ll be snow
But fill them out
and spout about someone you know

Come sit by the embers with the BNI members
this could be the beginning of many happy Decembers
Be part of the flock and don’t watch the clock
time will tell if jobs prevail.

Services we provide
Refurbishment the best that cannot be denied
we have done it for years
without any tears
just listen to our customers cheers

So never fear CCS is here
to serve this chapter
and leave you all in rapture
remember us to all
don’t delay that call

Thanks to Martin Cull of Cull Contracting Services for this latest addition to our poetry corner

Pete and his team are thorough, conscientious and give great support and advice whenever you need it. You don’t have to ask, if there is something he feels you should know he will be proactive and ensure you get that information as soon as possible.
I have recommended Pete to several people now and will be continuing to do so in the future. I trust him with my accounts and I trust him with my friends, colleagues and clients as well.

Following the theme of the meeting we were also treated to a highly appropriate education slot by Ben Howells from Sands Associates Mortgage Advisors who gave us 5 top tips to improve the quality of our BNI 60 second presentations.  In his presentation he reminded us that for a one minute to be effective, it needs to have five key attributes:

1. Preparation – every one minute needs careful preparation in advance of the meeting as this is the only way you will be able to ensure you get all the salient points into the short amount of time you have available.
2. It is useful to have a script and a great memory hook – particularly if you are worried about forgetting the things you would like to say
3. Using stories helps the other Chapter members to relate your products and stories to the people and businesses that they know and makes it easier to spot opportunities to create referrals
4. Being as specific as possible about what you are looking for, down to the name of business or specific person you would like to speak to also helps others enormously, simply because you don’t know who others know.
5. Making eye contact ensures that the audience is listening and paying attention and every member will feel that you are talking specifically to them as well.

Your presentation was succinct, clear and focused. It was interesting, pitched at exactly the right level and at the end of the morning I felt motivated and much more confident about the way forward.

The book was a bonus and it will be my reference tome – at my elbow every time I’m working on LinkedIn.

Thanks for a great day.

Yours sincerely

Martin Goodall

PS Please keep me on your circulation list for other future social networking courses.

Flyers & booklets & brochures galore
Bookmarks & invites & cards by the score
Postcards & posters & branded key rings
These are a few of my favourite things!

Bright coloured labels & new logos too.
Folders & leaflets & printed menus
Print.com boxes tied up with string
These are a few of my favourite things!

Excellent service without any fuss
On time despatches or your job’s on us.
Designing & proofing & colour printing
These are a few of my favourite things!

When the VAT bites, when the TAX stings
When I’m feeling sad,
I simply remember my favourite printer
And then I don’t feel so bad!

Martin Goodall Printing.com December 2011