Secure a Sales Force for a Business Without Hiring

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BNI membership connects business managers with teams with their business needs in mind.

If I give you business you'll give me business and we'll both benefit as a result.

Belonging to BNI (Business Network International), the world’s largest networking organization, allows access to dozens of sales people.

Local BNI chapters meet weekly and are dedicated to sharing referral business picked up by members during the previous week. When a member of a BNI group meets someone who needs another member’s services, they pass along their business card and often make a recommendation.

Sounds great, right? But wait – there’s still work to do. BNI is based on a proven notion that “givers gain”, born from the mind of BNI founder Dr. Ivan Misner. Success is dependent on what members do for each other. Misner offers tips for a fruitful BNI membership:

Cultivate relationships. Listen and find out what's important to other members, and pass along meaningful referrals. Don’t always try to sell something to someone. The best way to build relationships is to help someone whenever possible.

Train the sales force. BNI membership is the opportunity to introduce a business to many people, but it must be done effectively. A statement about how a business benefits others and a memory hook arouses interest and gets them to join the business’ word-of-mouth team.

Be patient. Dedicate the first year of involvement to getting to know the other members well. After developing real relationships and proving a business to be dependable, referrals for the business will result.

And remember: “givers gain”. “If I give you business you'll give me business and we'll both benefit as a result.”

BNI (http://www.bni.com) is a referral networking organization, with more than 4,000 groups in more than two dozen countries worldwide. BNI's Founder & Chairman, Dr. Ivan Misner is the author of several book's including the NY Times best-seller, “Masters of Networking,” (http://www.MastersofNetworking.com) and the recently released #1 best-seller, “Masters of Success” (http://www.MastersofSuccess.biz). He is also the founder and spokesman for the Referral Institute (http://www.referralinstitute.com), a referral training company with operations around the world.

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Michael Drew

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