J25 BNI Derby Business Networking

List out all of your contacts. for this to work we need about 250-500, heres where to look.

• Your invoicing software
• Your address book
• Your social club
• Your networking organisation

Don’t stop until you have at least 100 names. Still not got enough names? first re-do step 1. Im sure you will find more… then try..

• Your mobile phone
• Your phone bills (for numbers)
• Your chamber of commerce

Now order them by their ability to pass referrals.

The A list are the top 10% (10 - 15 names) by their ability to pass you referrals. These guys are likely to pass you six referrals in a year. (one every two months).

The B list are the next 20 - 25% who have an ability to pass you one lead a year.

The C list is the remaining 50%. These guys you need to market to. They don’t deserve your face to face contact but they do deserve some general marketing attention.

The remaining 10%-20% are wasting your time. FIRE THEM.

When you have a clear idea of who your top networkers are - you are in a position to spend your time more wisely. There should proabably be up to 5 of your A list in this room today. Maybe its only 1 but there should be at least 1. Then look after that A list. Focus on them. How do we do that?

By finding THEM business.

Remember Givers gain.