Your 10 Minute Presentation is a Window of Opportunity
Seasoned members know that those who spend the time and energy to put together an excellent presentation come out of the experience with increased trust, energy, and, most importantly, more referrals. Members who deliver an ill-prepared presentation to their sales team usually receive a proportionately diminished return on their investment of time.
Fundamentally, in business we need to consider what we want as our desired outcome. Our business/marketing plan as well as our day-to-day actions must align with our outcome goals. You should apply the same business philosophy to the 10-Minute presentation for the best results.
Fundamentals of the 10-Minute Presentation
Consider if your purpose is to educate, motivate, or train. If the desired outcome is for increased referrals, obviously the presentation should be oriented that way. If we deliver a training presentation and expect referrals, we generally come away disappointed.
When scripting a presentation, think about your business as it applies to your BNI category. Consider the question: “What kind of business do I want to develop in BNI?” Then ask, “What are the most important or most profitable parts of my business?”
Pick out two or three of these and focus on them for the core of your presentation. Each aspect should last 2 or 3 minutes each. Focusing on developing these aspects and how to best deliver the message to your audience is key to your presentation.
The next part of the 10-Minute is “The Ask.” This is where you actually inform your BNI teammates about the “who, what, where, why and how” of an excellent referral for you.
Never be afraid to ask for the one referral that could dramatically change the course of your business for the best. Because in BNI, you never know who knows who!
Your “ask” should be directly related to your 2 or 3 key aspects that you focused your presentation on.
Example: you know that the most important part of your business is the sales of sim cards. The most prolific consumer of sim cards in your market is The Big Fat Mobile Company. The Big Fat Mobile Company is not a customer of yours. You know that the purchasing agent for sim cards at The Big Fat Mobile Company is Tommy Talka. You’ve been unable to get past Tommy Talka’s gatekeeper to speak with Tommy Talka directly. One of your focal points would be about sim cards . One of your “asks” would be a request for a personal introduction to Tommy Talka.
Once you have developed two or three focal points and the “asks” associated with them, the rest is easy. Here’s the formula:
Introduction: (30 seconds) Include your name, your company name, and your BNI category. (I’m Jim Smith from Health Associates. I’m this chapter’s health insurance specialist).
Qualifications: (15 seconds) For instance, you could say, “I have 18 years of experience as an insurance agent, five as a health insurance claims representative, and a degree in Insurance from Upper Wabash University.”
Talk about your 2 or 3 focal points/aspects of your business and the “asks” around them.
Close: (15 seconds) “I’m Jim Jones of Health Associates—your health insurance specialist—helping my clients, like you, save money and time on health insurance.”
Practice your presentation so it is a smooth and natural delivery on the day.
Have handouts available but be careful – some can be a distraction so you may like to hand them out at the end or leave them on a side table.
Technology: At the RIGB you can rent a projector and/or screen – just ask in advance so it can be ready for you. Subject to availability and terms of RIGB.
Adapted from BNI Successnet