You may recall, in my November 13th posting, I talked about how the 30 Chapters in my Central Florida BNI Region comprised my formal network. Also, how BNI-sponsored referral training has been instrumental in insulating us from this Recession. BNI teaches us the process of how to conduct Dance Cards. A Dance Card is a face-time interview between two BNI members. First, members of the same chapter and later, members of other chapters. 

Scheduling Dance Cards every week inside and outside my chapter has resulted in what I refer to as my informal Super GIVERS Network. Basically, it’s my Central Florida Regional Network. These are BNI Members who are serious about exchanging referrals which convert into paying customers and even, advocates who become second and third tiered referral sources inside our 4 county region.

Right now, there are 26 business professionals in my informal BNI Super GIVERS Network and it continues to grow. In return for their vigilance, I constantly listen and look for referrals which will convert to paying customers for them in West Orange and South Lake Counties. Unselfish reciprocity is our battle cry.

It sounds like a lot of paper shuffling. It’s not. In fact, all of the 1 page Dance Card INFO Profiles of these Super GIVERS are kept in my red binder in my car, tab-divided by service category. For example, I have several Super GIVERS who are in the Payroll-Processing tab section. I avoid confusion by sub-dividing their expertise. One specializes in fast-food restaurants and take-out services while another is a construction industry expert.

I don’t deal with generalists - those who claim to know it all – or, who want the whole pie. Why not? Well, I’m living-proof clients prefer to hire specialists. I don’t train b2b sales professionals how to present, close the sale or how to conduct customer service after the sale. I am well-versed and experienced in these skills. I just choose NOT to be a generalist sales trainer. My expertise is giving them the tools to painlessly and systematically gain repeated, ethical access to those who sign the checks for what they sell.

Actually, NOT giving these b2b sales professionals the tools but teaching them how & when to use these tools to gain repeated, ethical access. The difference between access and ethical access is important. With ‘ethical access’ one is always invited back by the prospective client. There are no gimmicks used to end-run the gatekeeper or to attempt to fool the decision-maker. Also, by choosing NOT to, I’m doing what I love to do which is to train and rub elbows with the World’s Greatest Sales Prospectors.

This isn’t work, it’s fun! I’m not a golfer, bowler or bass fisherman. One day each month I enjoy surf-fishing in the Atlantic Ocean with my retired friends whom I refuse to join as another retiree. I plan to work as long as I can help others master the art and science of Power Prospecting.

Back to my informal Super GIVERS network! These are sales professionals who passed my test. The ‘test’ is whether they share serious referrals – unselfishly – or whether, it’s the you give me 1 referral and then I’ll give you 1 childish mindset. Once I sense I’m sitting in the presence of a Super GIVER, I will open my address book and share all my worthy contacts with my new-found Super GIVER associate. Sometimes, it’s as many as 20 or as few as 5 contacts. It depends on what I understand to be an ideal contact for that person. During the Dance Card (BNI lingo) we sit down and understand each other’s best prospect trigger phrases or cues. For example, on my 1 Page Dance Card INFO sheet, there is this question: What trigger phrases should I listen for?  These are cues, which when overheard, would indicate I’m in the presence of a good prospect for you.  

My 3 trigger phrases are: “I just can’t seem to get in front of decision-makers” or,  “How do you get past voice mail jail and get decision-makers to return your voice mail messages?” or, “My commission check is on a diet during this Recession.”  When one of my Super GIVERS hears one of these statements, he/she is trained to reply, “I know someone who may be able to help you. He specializes in helping b2b sales professionals earn the income they deserve. If I ask Gordie Allen to call you, will you accept his call?”  An affirmative answer results in a business card exchange and a confirming preferred call time. That’s all I need for a lead. A recommendation  or a referral is better but this door-opening lead works for me.

BNI provides members a lengthy 3 page questionnaire to conduct a very thorough Dance Card. I prefer my 1 page Dance Card INFO Sheet since it provides me an accurate snapshot, something I can quickly review while gridlocked in traffic. I like having all the relevant Super GIVERS info captured on 1 single sided page.

Dance Cards need to be updated. At least monthly, so I’ll call my informal Super GIVER network partners to discover what’s new? What new services, products or testimonials or ‘specials’ they have added to make their offering that much more customer-attractive. The BIG BENEfit of organizing and building an informal referral network of Super GIVERS is they never stop giving as long as everyone reciprocates. Sustaining and growing the informal network is easy once you build momentum and referral partners get referrals which convert into paying customers.  

Today, the day before Thanksgiving, I’m waiting to convert one more referral into a paying customer which would make this my best November sales-topper in 30 years! Next week, I’ll give you my November Report Card: the ROI and Why my Super GIVERS Gain Network is worth the nurturing and effort. Also, in December, you will learn about another group which is becoming a hugely productive source of more board-room level referrals for me.

FYI, if you’d like a copy of my Super GIVERS Dance Card INFO Sheet, to start your own informal Super GIVERS Network, do this: e-mail me at: eurekaman43@hotmail.com and in the Subject line, enter Send Super GIVERS INFO Sheet. This will be my early Holiday Gift to you. Stay well, prosper and make it a memorable Thanksgiving!