Yes, use the advanced search in LinkedIn, and narrow your search down to the mileage radius you want for your BNI group.

You can also search by industry group, or how long they’ve been a member of LinkedIn. Sometimes I search for those that joined in the last day or last week because they are looking for a networking experience right now. At other times I’m looking for a specific industry and then I’ll search over a longer time of membership. Usually a month or two so that I have enough people from that industry on the list.

The other key point is: Keep it about them and not about BNI. The results will be multiples different. So, when you call, try something like this.
Hi George, I saw you on Linked in. I’ve been looking for a plumber for a very long time and, do you know how hard it is to find a really good one? So tell me about you and your business.

At that point shut up. Let him talk.

When he’s done, tell him that you are a member of a group of the top CEO’s and business owners in the city who have been looking for a GOOD plumber (or whatever his industry). Tell him how “selective” you guys are, and don’t want just anyone. And, you liked what he said so you’d like to introduce him to your group.

At this point he’s probably frothing at the mouth to get introduced. So tell him how “plumbers” tend to get lots of referrals from some of these top business people and would he like to come to your meeting on ________ so you can introduce him to the others.

Notice, how I didn’t talk that much about BNI and everything was focused on him? That’s why this works.

Too many call up and say “I’m from BNI, we are a referral group . . . dah dah dah . . . ” and it’s all about BNI. That doesn’t work anywhere near as well as this.

I get about 75% of those I call showing up at BNI, and about 1/2 of those that show up do business with me. So, frankly, I can generate my own leads and sales from BNI without even having to wait for referrals from others.

Let me know how it works for you. Or if you’d like to tweak it to make it really work, email me, AlanBoyer@leaders-perspective.com and I’ll help you with it.

Alan Boyer
http://www.100k-small-business-coach.com

Helping small businesses reach $100K and more within weeks

Using the same LinkedIn to find the person you want to meet with, and following the principle that if you are calling with their interest in mind, what they want, you can get an appointment with almost anyone at anytime and anyplace.

Most anyone on LinkedIn want to “build their business,” “get more clients”, “make more networking contents”, “get leads and referrals.” So, calling to meet with them for any of those purposes they will very likely meet with you, and if you are helping them they will, in turn, help you do any of those things, and possibly other things.