Alex Mogg of Bespoke HR spoke about “1-2-1’s… Why we do them, suggested format“

What is the point of 1-2-1s?

• In BNI we are each trying to develop 20-30 salespeople for our product or service – the bargain is that we in turn are an active salesperson for our fellow-members – and if we don’t properly understand what they do and what kind of customers they need how on earth can we bring them referrals?
• Having said that, it is not enough just to know what someone does and what kind of referrals they are looking for.  Members also need to know, like and trust each other
• Our 60 second slots are (or should be) regular, impactful and memorable reminders of what each of us do – but they are not enough on their own to achieve the necessary knowledge and trust
• 121s are an opportunity to develop that knowledge

How should you organise your 1-2-1s?

• You should all be arranging at least one 1-2-1 per week as part of your commitment to your fellow members.  This means that you get to meet everyone in the chapter roughly twice each year
• Bring your diary to BNI and get a new agreed date in it every week before you sit down to breakfast
• Keep booked up several weeks ahead
• Use the BNI template planner, download it here »

How should you structure a 1-2-1

• Allow 1 hour – 20 minutes each, 20 minutes wrap up
• Keep your objectives clear – both of you to come away from the meeting:
  • Knowing more about the other person – their history, interests, family & friends – so that you are more comfortable passing them referrals
  • Knowing more about the other person’s business – so that you are better able to spot opportunities to pass them referrals
• Prepare what you need to explain to the other person:
  • What you do
  • Your unique selling proposition
  • Your referral hooks
  • Your ideal referral
• Prepare questions that will help you find out the same about the other person
• Have a (mental or written) agenda that cover the above points

ACTIVE LISTENING

The BNI have created and distributed an ‘agenda’ for 1-2-1 meetings, and it helps keep everything on track. We recommend you download it here and use it!

Tags: 1-2-1s, Bespoke HR, Education

This entry was posted by Keiran Wynyard