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Friday, November 19, 2010

BNI: Find the Right People – and They’ll Bring You More Business!

Many busy businesspeople make their lives even busier by believing that the best way to win new orders is to go out and find them. Guess what? It isn’t! Build the right team around you and they’ll boost your sales more than you could ever have imagined.

“Okay,” I hear you say, “but hiring sales teams costs the earth!” Well here’s the really good bit. You don’t need to hire anyone. If you have the confidence in yourself and the products or services you’re selling, you simply need to identify the right people and earn their trust. Add to that a positive, Givers Gain attitude (‘If I help you, then you’ll want to help me too’) and your future’s looking rosy.

So where exactly are the right people to be found? You might have heard of the term ‘Market Commonality’…

You have market commonality with other business people when you share similar types of clients. For example, a caterer, an events planner, a tailor, a florist and a bridal shop will all have clients who are planning a wedding. So you’re a photographer? Get to know those people. Are they good at what they do? Would you be prepared to refer them to your own clients? Teach them what you do and how well you do it. Build trust between the group and you’ll all:

• grow in confidence
• feel a lot less lonely
• ask for more referrals
• receive more referrals

The possibilities here really are enormous. Think creatively and whatever your job, you’ll discover your market commonality with a host of other trades and professions – so get out there and find them! Winning business like this takes commitment and time, but it’s extremely effective: business won by referral is the best kind of business you can get.

Want to dig deeper? Get the best possible advice on building business through referrals in Iain Whyte’s new book, Life, Business and Speedboats available now at

Iain Whyte is the Executive Director of BNI Scotland South and East and is a renowned author and speaks around the world.

With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit or call BNI Headquarters at 909.608.7575.

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The Emergence of The Relationship Economy

The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.


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