Most visitors and many new members don’t fully appreciate the difference between networking organizations and a referral organization such as BNI. Whereas there is always the temptation to sell to one another at any gathering, such practice is positively discouraged at BNI. Referrals take trust, confidence in the other person and this takes time. Next comes understanding.
Referrals come from establishing a clear understanding of what someone else wants in the way of a referral or a business contact . This means that you are responsible for being clear about what you want. You need to educate your fellow BNI members, not sell to them. Not easy, the temptation is to focus on what you actually do assuming that chapter members will automatically understand what you want. Some members get into the bad habit of turning up without preparing their one minute so the temptation is to ‘think on your feet’ and tell everyone what you do, again. Don’t leave it to chance. Prepare each week.
10 Rules for Successful 10 Minute Presentations
Prepare well. Here are some pointers to a successful ten minute presentation.
Rule 1: Establish your credibility and experience with your Biography Sheet.
The Biography sheets adds color and personality and is used as an introduction by the Sec. Treasurer
Make it fun ad interesting. Remember people buy you first.
Download your copy here: Download biography_sheet.DOC
Rule 2: You are not selling to the room
It is not important that anyone in the room buys your product. You primary focus during your ten minute presentation is to trigger the subconscious of the audience so they say can think of someone they can refer. Don’t be frightened of listing the type of clients you would like an introduction to ... leave space for a tick box and a name so members can complete as you trigger their memory.
Rule 3: Establish eye contact with every person, smile, convey your enthusiasm
People buy people and enthusiasm is contagious. Get into a position where everyone can see you and vica-versa
Create a display of your products, marketing material, literature in advance
Position your visual support (AV etc.) where everyone can see it. Test it first.
If you hand out too much information you may lose the focus of the audience
Read the article about Powerpoint before you create one.
Rule 4: Who are you present customers?
Everyone needs to know what kind of person already buys your product and why. Who are your customers?
Tell us about your existing customer base (if confidentality
Describe the trade sectors you service (groups of people)
Describe why they choose you and the benefits they get
Remember, different clients will seek out different benefits
Rule 5: What new clients are you looking for?
Are you seeking introductions into new markets?
Do you wish to expand new markets?
Be as specific as you can. Name the companies you want introductions to.
To help you map out our existing client base and referral target base
Download your Business Blueprint: Download BNI_Blueprint.pdf
Rule 6: Help us spot a new client for you
What should we listen or look out for when we are out and about that could lead to a referral?
The need for help (and your services) leave clues.
When you see this ...... I will be able to help
When you hear this .... I will be able to help
Educate us in these areas and then tell us what we could say.
(not easy but well worth the effort)
Rule 7: Remember that facts Tell, stories Sell
We all love stories and stories about how you have helped specific clients help us understand
Stories are visual, that is why they work.
Rule 8: Get Visual
Don’t rely on just talking to the chapter
The more visual you can be the better.
Can you show us before and after photos. Special equipment you use.
Can you involve the audience? How?
Rule 9: Get your timing right
Arrange with the Secretary Treasurer re time prompt
Most cases you will be warned at 5 minutes and with 2 minutes to go
Allow for questions within this time or if Chapter Director permits outside of this time
Rule 10: Think of strategic relationships you would like to create
What kind of business, not represented by the group would find it easy to refer you?
Think power teams ... strengthen your circle of influence