Last month I missed a BNI meeting (due to a combination of a sick daughter, and an exhausted self). I missed not only a meeting, but several opportunities to build my business.

Ok, I can’t deny the attraction of a Thursday morning lie-in, something that, at the time, seemed irresistable. I really had no chance, as my fatigued brain was seductively whispering to me: “you so rarely miss a meeting, one can’t hurt.” I will admit that the extra rest was well received, but I didn’t sleep well during those three hours. When I finally stumbled out of bed, I realised why: my mind had been dwelling on the fact that I hadn’t merely missed a meeting, I had missed opportunities (lots of them).

Allow me to explain.

I have a three tier “Givers Gain” referral generation strategy, which I think just about covers most people’s approaches to developing referrals:

1) referrals spontaneously given after the 60 Second Presentations (after hearing some key word or concept that grabs my attention and makes a “hidden” referral pop into my mind)

2) “in the field” referrals that have caught my ear (I’m always listening for opportunities to recommend a BNI colleague). I love it when I hear someone say: “I’m not happy with my accountant/web designer/law firm/backup strategy/etc”, because I look like a hero when I can immediately recommend a solution to the problem (accompanied by the appropriate business card!). I can then pass this nice, warmed up referral to the appropriate BNI colleague

3) referrals that have been carefully and deliberately developed over a period of time, based upon what I’ve learned about my colleagues’ businesses during our 1-1s and their 60 Second and 10 minute Presentations. These referrals are beyond “warm”, they’re almost free business!

So, based on those strategies, here are the three ways I lost opportunities when I missed my meeting:

1) spontaneous referrals: during the last three years at BNI Clerkenwell, I’ve lost count of the number of spontaneous referrals I’ve given (and received!) immediately after the 60 Second Presentations. So, I wasn’t there, I didn’t give a 60 seconds, and I didn’t inspire any spontaneous referrals.

2) “in the field” referrals. There is a real danger that, when you miss a meeting, a BNI colleague might have brought you a warm referral and didn’t have an opportunity to hand it to you in person. Then, that referral will be put aside “for later”, and may be forgotten (we are all busy people, and can be forgiven for letting things slip our minds). A warm referral is incredibly valuable: your BNI colleague has already discussed you with their contact, and has given your business card and (this is really important) said that you’d call right away. If you don’t call when promised, then that contact will be a _lot_ less warm…

3) well-developed “free business” referrals are usually pretty safe from the occasional BNI absence, but there is one important thing to consider: are your BNI colleagues going to build these referrals for you if you’re not at meetings? (if you’re absent, you’re less likely to “Give”, and therefore very much less likely to “Gain”!).

By missing my meeting, I missed out on all of these opportunites build my business. A little extra sleep is _definitely_ not worth it!

Charles

—– an on the road post