Introduction to PDA

1. Business for Breakfast
What is BforB York all
About?

2. Ground Rules:
In Business for Breakfast we have only two ground rules:
1. We only work with people who are serious about growing their business
through developing quality referrals and who will contribute quality referrals
back to the team based on know, like and trust.
2. We prefer to grow by recommendation and personal introduction, so we will
be asking you for introductions to some of your most trusted contacts who
we can invite as your guests.

3. Why does Business for Breakfast work so
well?
We have a proven formula developed over ten years that has provided
profitable business for many members.
That formula is a three step process
1.Getting to know someone through regular group meetings and 1-2-1’s
2.Getting to like them through these regular meetings
3.Developing trust so that you will share your precious customers and
business contacts
Once Know Like and Trust is in place then referrals will flow.

4. What will you gain from membership?
1. Market sector exclusivity for your business in your group. What that means
to you is no competition from within your group for referrals to your market
sector.
2. Referrals that are qualified and lead to profitable business from your trusted
fellow members
3. Reliable new suppliers from amongst your members and their trusted
business associates

5. How does BforB work for you?
• We meet fortnightly at the same time and venue with the same membership
plus valued guests who will hope will register as new members to grow the
group.
• Between meetings our members conduct one-to-one meetings in order that
they may get to know, like and trust each other to better understand each
others business to be able to spot opportunities for each other and be able
to pass referrals
• BforB provides training opportunities to amongst other things improve your
networking skills. For example we are arranging training in asocial media
marketing at The Royal York Group.

6. What will we expect from you:
Five ways to contribute:
1. 100% attendance or if at all possible send a representative
2. Conduct 1-2-1’s with your fellow members
3. Invite guests to grow the group
4. Provide testimonials
5. Provide thank you notes for work well done

7. Referrals
So the key to your success in BforB is
referrals…
What exactly is a referral and how do we
get them?

8. Andy Bounds in The Jelly Effect:
A referral has four elements:
• A personal recommendation (by the referrer)
• …to someone you don’t yet know, but want to (your target)
• …such that your target is expecting your call for business
purposes…
• …and is looking forward to it
If any one of the four is missing it’s not a referral!

9. How do you get a referral for
someone else
• It is important to have your BforB colleagues in mind, when you are
speaking to your own contacts – givers gain
• Understand their business – 1-2-1’s are the very best way of doing this.
• Know, Like and Trust – If you don’t know like and trust your fellow members
will you really pass on your trusted customers and friends to them?
This cuts both ways – if they don’t know like and trust you then they can’t
refer you!

10. Business for Breakfast Golden
Rules for Networking
Comments from a LinkedIn
Discussion

11. A few weeks ago I posted a discussion
question on LinkedIn on the Network Buz
Group blog…
If you could give one tip or golden rule
for someone new to networking what
would it be?

12. Get as many business cards as possible
- upload them onto an Excel
spreadsheet - prioritise them - phone
them - keep in touch with them (with an
unsubscribe at any time if by email)
If you can't follow them - get an agency
to do it for you.........

13. Don't enter with a sales pitch, be
informative, generous and authentic.
Help the people you meet understand
you, so they can then tell someone else
about your services.
Don't sell - build relationships.

14. Whatever you do, do not sell to your
Network!
You join a Network to grow your contacts
and this comes from building trust,
goodwill and credibility. If you sell to your
Network, you'll ruin this, however if you
concentrate on building relationships,
you'll end up getting both! Your Network
of contacts will grow and undoubtedly
over time some of these will also buy from
you.

15. Have "one to ones" to find out what
people really need. Give your contacts
genuine referrals without expecting
anything back".
But I do believe "what comes around
goes around" as with anything in life.

16. Attend a networking event with business
objectives and offer to help anyone at
the event genuinely. Be an active
participant and get noticed by giving
first. If you get a chance to deliver an
excellent service.. ask for
recommendation. Bring with you your
Best Attitude - What goes around
comes around!
Mel Fisher – BforB Director.

18. Any Questions?