This blog is a continuation from a couple weeks ago. If you missed the first part, click here to find it.
5. The first 90 days – The honeymoon phase
This includes 13 Chapter meetings. Time to start with a plan. Here is how you turn this person into your best chapter member over 13 weeks. Each new member should be signed up for Network Training Seminar within the first 60 days of joining to give them the best experience as well as the quickest way to start putting dollars in their pockets. Once they have been through new member training, they should now be ready to be put on the program schedule of showboating, greeting and then speaking to the chapter members creating their salesforce of raving fans because they are now educated about the new member’s business! Encourage them to use the “chapter roster” method provided below (by CEO, Kim Marie) to engage with people outside of LeTip to give tips to members inside of the chapter.
Make up your own roster with your chapter members names and categories on it. I personally used it as a “gift” when handing it out too others and actually added a magnet with my bank’s information on it. Everyone in the bank handed it out to others asking them to call us if they had anyone they needed on the list or knew of anyone who needed someone on the list. This list is then handed out every single day, day in and day out. If faithfully using is daily you can expect a return or people calling you for business for someone in the group within 30 days or so. You have to use it every day. It allows you to become the 4th reason to join, yo become a referral source for your clientele. It is personal and inexpensive to do. You can easily become a top tipper! Just imagine all the business that will come back to you!We know that to get tips you have to give tips but it takes many of us a long time to figure that out. This method makes it simple and easy to give many more tips right from the start! For an example of such a roster, click here.
6. The 1st year – getting to the renewal.
Why do you care if the person renews after the first year? How many times do you want to train a new sales force? If people come and go, will they ever really know your business? Will they ever really care about you? LeTip must be a family to succeed. If the relationships are all just networking relationships, then why are your fellow members going to go the extra mile to find you more business.
You may feel like you have been working on this relationship for a while, but it’s just getting started. You invested a lot of time and energy to this point, but you haven’t seen nearly the potential return. Just like with employees or couples, if you get past the first-year things get easier and a lot better.
Time to double down on your relationship. Do you want to start over again with this category, or do you want to start seeing the benefits of long term relationship building.
If you have chosen to give this member your business for their category, do you want to change next year when someone in this category comes in to replace them? No, you have a vested interest in long term memberhips. Stay in touch with these people who are your power partners in the chapter. Ask them sincerely how they are doing and follow up with them. Invite others to use their services and make sure they are getting an ROI on their investment. If not, why not. It usually comes down to not having taken new member training or NTS or they don’t understand how to give and not just take.
7. Building for the long term…
Now you have a potential long-term sales person in your team. How do you cultivate your company employees over the long-term? Do you have training for them? Of course, and you need to continue to train your Member sales force also. Each time you give your 30 second commercial, and especially when you are the showboater and speaker, you need to be training your sales force. What does a good tip look like for you? How does your Member sales force sell you in the 20 seconds they are going to have when they have the chance to promote your business while at lunch with friends, family or their own clients? When you are the recipient of the Lucky Devil are you listening to what they say about your speech from the week before? Are you taking notes because this is the only time you will ever hear if you are educating your salesforce.
Beyond training for your employees, you need a great incentive program. Part of the LeTip incentive program is knowing that you are looking out for each other. If you are a great Tip Passer, and the other members know it, they will remember you more often when thinking about where they can get tips.
It is an entire program that has worked over 41 years now to remain one of the best networking organizations in the world. Make it work for you!
To read more of Kim Marie’s Blog, click here
Kim Marie Branch-Pettid
40 Years of helping build businesses just like yours, everyday of the week.