BNI

[xrac]

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[Wheelingauto]

Since no one has responded I will toss in my $.02. I joined a BNI group about 15 years ago. The group remained as a group for a good 10 years in different forms. As you said, you are the easiest referral in the room because everyone has a car and they all want to be ACTIVE so to refer themselves to you is the cost of an oil change and they can come back saying how wonderful you are (whether they believe it true or not). Having been in business for over 30 years I thought I had my own referral group and would not be able to connect with that many.  I ended up making a lot of very good customers and friends. That being said if you are not truly a genuine person (others in the group not you) people will see right through it and will not follow through with being referred or at least not have the built up trust one should have with a genuine referral.

Even in a BNI group real referrals are done because someone believes in you. The best way to get this across from the referrer to the referral is in ones own words, not a script. While you need to have somewhat of an elevator speech when you first meet someone in a networking environment, I was always like Hi, I'm Dave, I fix cars. It always got a laugh and people found me approachable. Remember, as the car guy you are just a dumb mechanic anyhow....it's not like you are a real businessman. (perception) What was great was when they got to know me they realized I was one of the better business minds in the group. Good luck with it.

[JustTheBest]

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[gandgautorepair]

I've been in BNI for 5 years now, and it is very much worth it. Like someone else already said, I think most of the people will refer to you when they're talking to someone who is having a problem or mentions something about needing service. I doubt they would bring it up just to bring it up and make a referral. While I do get referrals from the group, my biggest return is from the people in my group, some of them have fleets. Not sure how you spend 5-6 hrs a week. Well, if you're new to the group and are doing lots of one to ones that would take up some time. I really enjoy our group, good friends and great learning about other industries. BTW, if I had to pick one of your questions it would be the first one.

[newport5]

I agree that you DO have to give your networking group some wording to help them promote you.

But an old school elevator pitch makes you sound like you’re new in business and need customers. Such as: “I repair import cars. We do it right the first time, at fair prices … blah, blah blah.” It’s more of a story these days. “I’ve been fixing cars for ___ years and love it. It is very satisfying to figure out a problem and take care of a customer at the same time. We specialize in import cars, but customers like us so we work on their American cars as well.”

To help them sell you, what do you specialize in? What do you like working on?

“I’m known for my _______ (brake jobs) because I’ve found some quality parts at good prices.”

“I get cars from other shops.” Which says you are respected by other shops in your area.

“I have technicians who’ve been with me for ____ years.”

“We’ve been in business for ___ years so we must be doing something right.”

A “tag line” was mentioned. Put that on the back of your business card. Hand it to someone with that side up so they HAVE to read it, then they turn it over.

At a networking-ish event, put something interesting on your name tag. Draw a wrench, draw a spark plug. Bring some small pictures of the type of cars you like to work on and a glue stick to put on your name tag. It will make for a conversation starter, ice-breaker.

I suggest you talk about other things before what you do or they do. That will surely come up, especially if you can’t quite find something in common to talk about.

 

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I have a simple slogan. "When your car won't go, call Joe!"

One of my previous employers was part of those types of groups and many knew him for his slogan "When your car is dead, Call Fred!"

Many people get a kick out of stuff like that. The slogan can lead them to ask questions.