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The 5 Most Common Mistakes Made in a 60 Second Presentation Article Source

In my daily travels as a BNI Director I am often asked to evaluate a new word of mouth networker's elevator speech. You know their "Sales Manager Minutes". Over the years I have discovered over 2 dozen things that a person can do wrong when presenting their sales manager minutes. In this segment I will discuss the 5 most common mistakes that I see in a count down fashion. More importantly, I will give you the cure for these all so common, ills so that your 60 second presentations produce results.

Common Mistake #5. Trying to cram too much in!"
I often hear 60 second presentations that start off with a long list of what I call the "I do's". Here the presenter is trying to squeeze every aspect of their business in to 60 second, (which is like try to put 10 lbs of sand in a 5 lb bag). This mistake is often made worse when the presenter uses the words "I specialize in" and then they rattle off their long list of "I' do's". The cure for this mistake is being focused and specific. Pick a single subject. Develop a story around that subject and pace yourself. You don't' want to come across like your reading a disclaimer; instead make sure there is time for strategic silences and a smooth flow.

Common Mistake #4. "Not asking for a referral!"
I have seen many new BNI members stand and give a great description of what they do and what benefits they offer and how they are different from their competition and totally forget to ask for a referral. The best way to fix this is to begin with the end in mind. Start with the referral you want and build the 60 second presentation around it.

Common Mistake #3. "Not using stories."

It's important that your message connect with the audience at an emotional level. Many rookie BNI members and net workers will stand and spit out facts, figure and studies "showing that they are the best". But they receive few if any referral from these messages. There is a saying in sales that goes something like this; "Facts Tell and Stories sell". If you can wrap an emotionally charged story around your focused subject you are more likely to compel someone to action. Always mention the customer pain and make yourself the white night who rescues them.

Common Mistake #2. "Not saying what to do or say."
I have seen networkers stand up and present very moving sale manager minutes full of emotion and words that move you to action. However many time these other wise great 60 second presentations are render mediocre because they did not "tell you what to do or say", when you recognize their dream referral. They did not give you the piece of information that empowers you to act on their behalf. My 60 second presentations usually end with "give them my card and ask when I can call". A few more examples are; "tell them about our free refrigerator, good thru the end of the month", or" tell them to go to my website to and click on specials", or ask "if they would like to meet." In many cases if you don't tell your partners what to do they will do nothing! Empower them, tell them what to say and do.

Common Mistake #1 Last but not least "Not being specific."
This mistake is a relative of #4, not asking for a referral. Here the member ask for too broad of a referral. Not asking for a specific referral is like asking your referral partners to do a lot of work for you (work you should have already done for them). The rookie networker will say things like "so if you know somebody", or they may say "anybody you know who", try to get a hit in your brains search engine. They are assuming that if you cast a wide net you will catch more fish. But the opposite is what really works best because anybody or somebody produces nobody.

Plus if you really think about it, there is no category in your brain called anybody or some body. No individuals are stored there. It doesn't compute. By giving your partner a specific company name, persons name and their position, you make it much easier for your partners' brain to come up with a match. If you can't say a specific name, create a 5 point profile describing the person that you're looking for. The easier you make it for your partners, the greater the likely hood of receiving your qualified referral.

Of the top 5 mistake, removing #1 will produce the greatest return for your efforts. Don't get me wrong I want you to eliminate all 5 of these common mistakes. When you do, you will find that you have increased your credibility, are getting more and better quality referral and best of all you will really start to grow your business. Future segments will talk about another group of common mistakes you will want to eliminate. Until then, work on these and let me know how it's helping you. If you would like to know more about this subject, visit my free blog to read several other articles covering this subject.

That's my opinion, whats yours?

Hector Cisneros is an entrepreneur with over 25 years experience. He is a 17-year veteran of BNI, and was BNI Director for 6 years. Currently he manages 3 businesses, writes and coach's business people in the art of Word of Mouth and internet marketing. He has several intl. published articles covering word of mouth marketing, social media marketing and how to improve your 60-second presentations. His new book "60 Seconds to Success" is aimed at helping business people make great first impressions and make more money through referral and word of mouth marketing. To learn more about Social Media, Internet Marketing and Word of Mouth Marketing visit the Networkers Apprentice workshop at http://networkersapprentice.com/ To contact Hector write him at hecisneros@gmail.com
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It's Marketing not a meeting

Years ago, I was at a business luncheon, talking to several attendees about what I was planning for the up coming year. It was the New Year, and we were talking about new products, growing our businesses and marketing. I brought up the subject of creating a word of mouth marketing campaign that I would deliver through my BNI chapter.

One of the people in our little discussion group immediately stated that he had heard of BNI and had attended a chapter meeting. This person felt that meeting were a waste time, required too much work and too much effort on his part.

My reply to him was simple. For me, BNI is not a meeting, its marketing! Like most things in life, you get out of it what you put into it. I told him that I prepare my message each week and practice it in advance. I told him how I make sure I get there early and make sure I have a set of predetermined questions I can use to engage my fellow net-workers in meaningful business conversations. I explained to him that I make sure I have a referral, a testimonial or bring a visitor every week to help build credibility with my fellow members. I also told him that after the event is over, I stay and network with other members, either in small groups or in a one to one setting.

He looked at me and said; "That sound like a lot of work". I looked him in the eye and said; "You know it not called Net Working for nothing. It's not called net sit or net eat or net talk about the game of the week. Its' Net Work, and you only get out of it what you put into it.”

I have heard many people say that word of mouth is the best form of advertising yet when it comes time to put for the effort to make it work for them most people only want to invest the least amount of time necessary and that why they fail.

Any endeavor worth its salt requires an investment of time, effort, learning and practice. Without these four payments, no endeavor will produce fruits. Word of mouth marketing is the same. It takes time, effort and practice to learn what to do so you can build a system that delivers results.

I have never seen a person fail, who has really taken the time and put forth a sincere effort to make word of mouth marketing deliver. When I query a person who says, "It does not work", those same people always tell me that, its takes too much time or requires too much effort.

Remember this, your BNI, Net Worth or Chamber event is not a meeting, its marketing. Approach it from a marketing point of view and you have the right attitude to aim for success. The only thing you personally need to add is time, effort, learning and practice. The rest will come to you by being consistent.

If you want to learn, more about word of mouth marketing join a local networking organization like The Chamber, BNI or Net Worth. Subscribe to this blog and you will receive fee articles that will lead you towards success. If you would like to learn how to create a comprehensive word of mouth marketing plan, read my new book, "60 Seconds To Success". It will show you how to do this in a set-by-set manner. Thanks for reading my opinion. I hope to hear yours. Post your comments or write me at hectortheconnector@websiteknowhow.com
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Making the most of your next Networking event.

Your BNI Networking Summer Social is coming up, are you ready? Here are some tips to get the most out of that next social or any networking event.

Always go to any networking event with a plan. Ask yourself these questions. Who am I looking to be introduced to? What new businesses have I been working this month? What professions often send me referrals? Also are you there to get referrals just for yourself or for other. I will often bring 3 business cards of one member of my BNI chapter and work to specially get them referrals that day. Using these questions should help you produce your list of at least 6 to 12 names or categories of people.

Furthermore, remember that your BNI Social is a great place to invite potential guest to your chapters. It is easy to invite people to a social and it’s also a great way to introduce them to the power of BNI and more importantly, your chapters' network.

Your plan also has to take into account how long the meeting is. For every 10 minutes of meeting time, you can effectively talk to at least 1 person. In 1 hour time, that's 6 people, in two hours time, you could have at least 12 names. It is possible to talk to a lot more especially if you are talking to small groups of people at a time.

Make sure you bring plenty of business cards, at least 50 for big events. Also bring a pen and a pocket note pad. These are all important business tools. If you’re in BNI also bring your business card file. This could be a great opportunity to find referrals. I usually bring two big stacks of my business cards.

Always ask to be introduce to the people on your list "after" you ask them about who are they looking for first. Remember giver gain. Make sure you also ask them who they are looking for or about their business first.

Once you have your list, decide what you want to say as your 30 second presentation. Don't ask for too many categories or people. Ask for no more than 3 at a time. If you get to meet your first 3 you can start on another three. In my 30 second presentation, I usually say something like; "tell me about your business (or who are you looking to be introduce to) and then listen. When it’s my turn, I say something like I'm on a mission to be introduced to these 3 people (or categories). After that most people will try to introduce you if they can.

If you’re looking to get referrals for someone else, remember my 3 card trick. Select a member of your BNI chapter who you have decided to help. Ask everyone you meet this. I have a friend who has helped me out a lot this month, and I want to repay their kindness. Who do you know here who is _____ and fill in the blank with the people your referral partner is looking to be introduce to! Obviously, you have to know who they need. Use this technique at every networking event you attend, and you will always have referrals for you BNI meetings.

Now when attending the event, focus on your list, don't be distracted, stay on task... Don't drink or eat too much. You’re there to market your business, (or get referrals for others) and meet very specific categories’ of people.

With your list of who you want to meet, start working the room from right to left and go through each section of the room until the entire room has been covered, then start over again. In two hours, you should be able to go through the room twice.

Make sure every person you talk to knows who you’re looking to be introduced to. Furthermore, let them know that you would appreciate that they mention it to their referral partners as well.

At the end of this event you should have about 12 names to follow up on. This is not the best place to try and sell somebody your product or service, especially if they don't know you. Take the time to get to know them and build trust through 1-2-1 meetings.

Use these tips at your next networking event and get more business. If you have any suggestions, different ideas or comments, they are welcome. Click on the link below and let us know what you think.

That’s my opinion, I want to hear yours.

Hector Cisneros is a writer, has been an entrepreneur for more than 30 years, is a veteran of BNI for 19 years and was a BNI director for over five years. He is still an active BNI member and follows the philosophy of Givers Gain. He is the owner of several businesses in Jacksonville, Florida. He actively coaches business owners in the fine art of Online advertising, Business Networking and Word of Mouth marketing. He is the president of Website Know How, Inc. a holding company for his business ventures that include online advertising, word of mouth marketing, real estate holdings, non-profit training/support, book publishing, health and wellness product sales and Adventure sports. Hector's new book 60 Seconds to success, teaches business owners how to get the most from word of mouth marketing by using great 60 second introductions. To learn more about Hector Cisneros, Social Media, Online Marketing or Word of Mouth Marketing visit the Networkers Apprentice workshop http://networkersapprentice.com or my book website at http://www.60SecondsToSuccess.com

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Eight more common mistakes you need to avoid when doing a 60 second presentation.

My last article talked about the top ten mistakes I see people make when doing 60 second presentations. At the end of that article I hinted that there were more traps that needed to be avoided but for the sake of brevity, I only talked about my top 10.

Now I want to cover 8 more common mistakes that I see even season members regularly make. These mistakes can be made by beginner also but they often show up as part of the traps “yearling” fall victim to. The 8 items discussed here are often errors of omission or errors using inappropriate words, gestures or other elements of the presentation. Avoid these and shine at your next networking event.

The first item I want to discuss is sometimes not consider very important. Mistake #1 is NO Pain! I often see 60 second presentations where the person does a good job of describing their product or service but leave out the potential customer pain. I try to include 2 or 3 customer pains in all my infomercials. Adding the customer’s pain to your description of your product or service, really make the message pop. It helps clarify the “why” for your listener and clarity produces power. What kind of power you ask? It gives them the power to act; it motivates someone to take action on your behalf.

Mistake #2 NO Emotion. 60 Second presentations need to be delivered with feeling in order to be perceived as genuine. Without passion, you come across as fake. Emotions’ help the listener empathize. They are more likely to listen and get involved if the believe what you say. Saying things with emotion and passion gives you this credibility. If you come across without passion and emotion your message will be flat and your listeners’ will be turn off and will tune out.

Mistake #3 Poor Delivery. This can be related to not being passionate about your subject but it can also be just a poor deliver. What I am talking about here is your pace, intonation and volume. Going to fast or going too slow can turn off your audience. For some, going too fast carries the connotation of “of a disclaimer”. Going to slow carries the connotation of being boring. Being too loud, equates to obnoxious, too quiet, being timid. A good deliver is varied in pace, intonation and volume. When you speak with emotion and passion this often automatically happens. Remember that presenting has many elements of acting in it. These techniques can be master through practice. Remember to have fun while your being serious. This will help you be more authentic and being authentic can help sway your listeners’.

Mistake #4 Leaving out "Door Opener". Door openers are statements used to catch a person’s attention. Door Openers are word hooks like “on sale, limited offer, free and guaranteed”. Most people automatically pay more attention because most people want to take advantage of or at least know of these “specials”. Using these kinds of words gives your referral partners the ammunition to get your foot in the door. Use them and you will get more referral and more sales.

Mistake #5 Using Profanity. I don’t often hear profanity used in presentations but when I do, WOW, it doesn’t make the presenter look good. Even using phrases like “stuff happens” brings you close to being in a bad place. You may hear laughter when it is used but it will never increase your credibility or make you look more professional. I have even seen great 10 minute presentations totally destroyed because they used one bad word during their presentation. One word out of several thousand and their presentation was remembers for the one bad word. Never use profanity in your 60 second presentations. It can only hurt you.

Mistake #6 Using the wrong wording for a specific venue. What I am getting at here is the mistake of using highly religious statements in a total secular venue or the reverse, using secular language in an all religious venue. A similar mistake can happen when addressing an all female audience while exclusively using masculine wording. Words like men, him, his, and he carry gender exclusive connotations. Woman with strong feminine beliefs don't take kindly to the exclusive use of male gender only statements. The reverse is also true. If you’re a Woman presenter and you are speaking to an all male audience, using all female gender language will hurt your credibility. When ever possible make sure your language is appropriate for the venue. At the very least make sure it is neutral so you don’t inadvertently offend your audience.

Mistake #7 Bad Posture. This mistake can be related to poor delivery and can be tied to your mood and well being. It is important that you maintain good posture when you speak. Your posture directly affects your delivery. Some times I see people sitting when they should be standing or hiding behind a podium or another person. Hiding does not add to your credibility either. Being too casual or appearing slouched does not portray you as being confident. Your body language will be a dead give away. Throw your shoulders back, stand tall and look people in the eyes. Act confident, stand confident and you will be seen as competent!

Mistake #8 In Appropriate Dress for the venue. The last item I will be discussing is also about body language, although it more about what’s on your body then the way it moves. I’m talking about looking your best. In my opinion it never hurts you to be the best dressed person at any event. Many networking venues have dress codes and not wearing the proper attire can easily get you embarrassed or worse get you ejected. If an event is Business attire or business casual, ask what that mean. I will usually wear at least a sports coat and most often wear a suite and tie. Ladies should also ask what is appropriate. Many times the dress you’re wearing looks stunning but distracts from your message. Also remember that your suite or dress has to fit right. If your attire is not fitted properly, you risk being classified unsophisticated, cheap or just plain ignorant. You don’t want to be classified as any thing other than professional! It's better to be a little over dressed than it is to be under dressed. If an event is labeled casual still try to look nice. I never wear jeans in any business setting unless the venue calls for jeans! Be appropriate for your industry and for the venue. Try to always look your best. Looking your best help you feel confident and help you carry your message to your listeners.

There you have it, 8 common mistakes made by many seasoned net-workers, even after years of practice. This article along with The 10 most Common Mistakes made in a 60 second presentations, will give you a strong foundation for building great sales manager minutes. Armed with this knowledge, you will become a better net-worker and 60 second presenter.

That’s my opinion, I want to hear yours.

Hector Cisneros is a writer, has been an entrepreneur for more than 30 years, is a veteran of BNI for 19 years and was a BNI director for over five years. He is still an active BNI member and follows the philosophy of Givers Gain. He is the owner of several businesses in Jacksonville, Florida. He actively coaches business owners in the fine art of Online advertising, Business Networking and Word of Mouth marketing. He is the president of Website Know How, Inc. a holding company for his business ventures that include online advertising, word of mouth marketing, real estate holdings, non-profit training/support, book publishing, health and wellness product sales and Adventure sports. Hector's new book 60 Seconds to success, teaches business owners how to get the most from word of mouth marketing by using great 60 second introductions. To learn more about Hector Cisneros, Social Media, Online Marketing or Word of Mouth Marketing visit the Networkers Apprentice workshop http://networkersapprentice.com or my book website at http://www.60SecondsToSuccess.com
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Creating a Strategic Word of Mouth Marketing Plan

As an experienced Networker and BNI Director I come across many people that I consider top notch networkers. I also take the time to meet with them and ask what has contributed to their success. Many times their answers are similar, some time what they tell me is blinding obvious yet no one does it, except them (which is why they are top notch). In this segment I am going to discuss “Creating a Word of Mouth Marketing Business Plan. In a futures issues I will cover implementing your plan, how to keep it on track and how to adjust it if its not working. Now let’s talk about what should be in your plan. Here are 6 items that I found were in all of the top notch players plans.

First, start with your Goals. If you look at any successful person, they all have written goal. These goals are smart goals (specific, measurable, attainable, realistic and timely) and the top people create them and review daily. They assess their effectiveness every 4 months to see how they are doing. As a BNI Director I always emphasize goal setting in the early months of the years. There is a old saying that goes something like this, “if you don’t know where you’re going, you will never know how to get there”. In order to know if you are successful at any endeavor you have to create a measuring stick. Goals are that measuring stick. Make sure you’re goals are visible and with you at all times. A good idea is to make a dream book or goal board that stay in front of you most of the time. You must review your goals daily. If you don’t they are not active goals.

The second thing you need are strategic partners. The first question this should invoke is,” Who are your current referral and business partners”. As a BNI member and Director I have learned the value of contact spheres. These are other businesses that sell or service the same customers as you but do not compete directly with your business. Making these people you’re referral partners (i.e. earning their trust and building a mutually beneficial business relationship with them) is a powerful way to multiply your efforts with out multiplying you’re W2 numbers at the end of the year. If you in a BNI chapter make a list of who is in you’re contact sphere. Also make a list of all the categories that are missing from your networking chapter. (Hint if you are a BNI member your MSP work book has a list in it). Once you know who you have on your list, it’s time to start earning their trust so that referrals just happen. You need to start recruiting people to fill the gaps in the open categories that can help you. The minimal number of strategic partners is about 5 or 6. The ideal number is a dozen or more. If you have a dozen strategic referral partners you will be able to give lots of referral and get just as many in return. Get a dozen make earn a bundle.

Third you need Accountability. Get a Coach, or at least a buddy that is not afraid to tell you the truth and is not afraid of damaging you’re relationship with them. No matter what, you need to have someone hold your feet to the fire with regards to doing the specific behaviors needed and working towards achieving your goals. A long time ago I found out how lonely it can be at the top of your organization. It’s often hard to confide in your employees or other if you are the CEO of you’re company. Some aspect of your business can not be easily shared. This is why a 3rd party unbiased neutral professional is best way to go. Most small business feel that it’s either too expensive to hire a coach or that most coach’s really don’t do much for the money they charge. Well the reality is you have to shop for a good coach. And if they can show you a way to increase your business through their coaching, where it more than pays for their fees, do it. If you still thinks its too expensive then you need to look around to see what’s free. If you are a BNI member you’re blessed. BNI offer free and almost free training that is top notch. Also you have mentors, Ambassador and Director who coach member individually. BNI also offer a huge amount of education and support material for its members. Dr. Ivan Miser, the founder of BNI even offers a website and teleseminar that offers answers for your business networking questions, for free. Check out www.askivanmisner.com In my opinion free help is not as good as paying a profession coach or joining a peer group, but it’s a start and if your in BNI you have a leg up.

Forth, look at what resources you have available. What I mean by resources are educational materials like books tapes, CD’s MP3’s video, DVD’s etc that can help you stay on track. You can even find some of these items in the public library. If you want to be the best at any thing you must immerse yourself in that subject matter. The longer you stay immersed the more focused you become. The more focused you become, the more things “just seem to go your way”. It is important to note here that this immersion and focus must be positive in nature. If you are focused on negative thing those things are just as likely to happen. The TV, Radio, and regular new sources are normally a big source of negative distraction. Feed your fire with positive knowledge and maintain your focus by immersing your mind on what, when, where, how and why of your industry and you will achieve your goals. Often time the educational material you’re immersed in keeps you on track and after a while it becomes your normal way of life. Do it daily to fight of any negativity you may be in contact with.

Fifth, use you’re Calendar to lay out your plan. Take the time to break your calendar into what I call campaigns. What I mean here is that part of your goal has to have some specific focus. If you attend a weekly networking meeting, try to deliver a focused and consistent message for 4 to 6 weeks at a time. This focus need to be in alignment with your goals! Your focused campaigns can be based on holidays, annual events, political events, seasonal events, periodic events or even events dictated by your company or a combination of all of these. I own a health and wellness consulting business and often take advantage of thing like cancer awareness month, Heart disease month etc…during those months my focused message is how my products or service can help individuals with those issues. One last thing about your calendar;. Try and plan out your year in advance. This includes any events you have to attend including family events. Put down vacations, family outings, and regular logistical issue like taking the kids to schools, dentist, and doctor office. Also add annual events like luncheons, conventions, and holiday parties. Anything that you normal schedule put it on your calendar. If you are a BNI member you need to block out the time slot for your meetings and 1-2-1’ meeting (dance cards). Don’t forget to block out time for calling on customers (active marketing), doing management and or accounting tasks and other regular duties necessary for your business. Don’t forget to block out time for your self and your family and worship. Even with all this programmed in you should still have open space allowing enough flexibility to add and move thing when change arise. You’re plan does not have to be ridged. Create a priority scale like the Steven Covey teaches. If conflicts arise do the items with the highest priority.

Last and just as import as the first 5 are filling in the details and making it happen. Once you created your goals, chosen your specific direction and decide on the themes for each month (or period), you need to sit down and break each week into individual behaviors that you will be performing. You will need a focused sales manager minute, list of prospects, list of appointment etc... for each and every week. For me, this means what message am I delivering that week, what meetings am I attending and who do I plan on calling. As I stated earlier, my themes last 4 to 6 weeks so for that period of time I am focus on the same general subject. However, I usually change up my message just enough to keep my strategic referral partner interested and listing. The message I am deliver could be my sale manager minute, an elevator speech or a 10 minute presentation or a 45 minute webinar. What matters most is I stick to the theme, either way my message stays on the same subject with a different story every week. A few last very important, points. All that I have stated still requires that you earn a persons trust. That you take the time to build strong and giving relations with your strategic partners I heard Dr. Misner once say that Networking is like farming , you have to put in a lot of work up front to reap the rewards at harvest time.
These 6 items do not necessarily constitute “the be all to end all” of marketing plans However it’s a great start. And although it is not an exhaustive list, it does provide needed help, especially if you have decided to build you’re own strategic plan. It been my experience that is if you do the six action items listed above and hold yourself accountable, you will get more referral, make more money and you will grow your business.

If you have specific questions regarding this subject drop me a line at Hecisneros@gmail.com and I will write back an answer your question.
 
That’s my opinion, I want to hear yours.

Hector Cisneros is a writer, has been an entrepreneur for more than 30 years, is a veteran of BNI for 19 years and was a BNI director for over five years. He is still an active BNI member and follows the philosophy of Givers Gain. He is the owner of several businesses in Jacksonville, Florida. He actively coaches business owners in the fine art of Online advertising, Business Networking and Word of Mouth marketing. He is the president of Website Know How, Inc. a holding company for his business ventures that include online advertising, word of mouth marketing, real estate holdings, non-profit training/support, book publishing, health and wellness product sales and Adventure sports. Hector's new book 60 Seconds to success, teaches business owners how to get the most from word of mouth marketing by using great 60 second introductions. To learn more about Hector Cisneros, Social Media, Online Marketing or Word of Mouth Marketing visit the Networkers Apprentice workshop http://networkersapprentice.com or my book website at http://www.60SecondsToSuccess.com

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The 10 most Common Mistakes made in a 60 second presentations

The 10 most Common Mistakes made in a 60 second presentations
In my daily travels as a BNI Director I am often asked to evaluate BNI members elevator speeches. You know their "Sales Manager Minutes". Over the years I have discovered over 2 dozen things that a person can do wrong when presenting their sales manager minutes.

In this segment I will discuss the 10 most common mistakes that I see and give you the cure for these all so common, elevator speech presentations.

Common Mistake #10. "No Hook". It is important that your last statement be a memorable one (hopefully a positive one too). People are more likely to remember the first thing and last thing you say and your hook can help "brand" you as the go to person for your particular product or service. Make your hook different, but easy to remember. Keep it simple. Using your companies’ slogan is ok. So is rhyming.

Common Mistake #9. "Selling to your audience",
(i.e. you BNI partners) in stead of through your audience, (i.e. referral partners). People join referral network to get referral not be sold to. Make sure you remove or change the words “you and yours” when ever possible to something else. Don't use phrases like "everyone in this room can use this"! Change the sentence from you need to buy this to; "so when you customers does xyz, tell them about me and my service/product". Sell to their customer not to them.

Common Mistake #8. "Not saying your Name".
It is important that you always say your name when presenting. I often hear members of various net working organization say things like, "You All know me" at the beginning of their sales manager minutes. Although this may be true, often times there are people in the room who don’t know you. These “visitors” to your net work meeting are clueless to who you are. They could very well need your product or service and with out your name in hand, they may have to leave with out being able to connect with you. Get use to saying your name every time you present and you will never miss an opportunity with a visitor.

Common Mistake #7. "Going to short!"
It is important that you use every second of your time when doing a 60 second presentation. You did pay for that time didn't you? Would you go to a radio station and pay for a 60 second commercial and be happy when you only get 30 second of air time? No way! Create 60 second presentation,(or what ever time frame you are given) . Use the whole amount of time allotted. So remember this. If you meet 50 times a year you only get 50 minutes a year for this type of advertising. If you’re in a BNI chapter don't waste these precious moments. If you’re in any other networking organization the same goes for you!


Common Mistake #6." Going too long!"
If your sales manager minute goes too long, you quickly start to lose credibility with your audience. Going to long is being disrespectful of the other members time. It also makes you look unprepared and unprofessional. Rehearse and time your 60 second presentations. Take advantage of the spot light your given.


Common Mistake #5. Trying to cram too much in!"
I often hear 60 second presentations that start off with a long lists of what I call the "I do's". Here the presenter is trying to squeeze every aspect of their business in to 60 second, (which is like try to put 10 lbs of sand in a 5 lb bag). This mistake is often made worse when the presenter uses the words "I specialize in" and then they rattle off their long list of "I' do's". The cure for this mistake is being focused and specific. Pick a single subject. Develop a story around that subject and pace yourself. You don’t' want to come across like your reading a disclaimer, instead make sure there is time for strategic silences and a smooth flow.

Common Mistake #4. "Not asking for a referral!"
I have seen many new BNI members stand and give a great description of what they do and what benefits they offer and how they are different from their competition and totally forget to ask for a referral. The best way to fix this is to begin with the end in mind. Start with the referral you want and build the 60 second presentation around it. See a previous article on "Simple ideas to get you started" at http://60secondpresentations.blogspot.com/ .

Common Mistake #3. "Not using stories."
It's important that your message connect with the audience at an emotional level. Many rookie BNI members and net workers will stand and spit out facts, figure and studies "showing that they are the best". But they receive few if any referral from these messages. There is a saying in sales that goes something like this; "Facts Tell and Stories sell". If you can wrap an emotionally charged story around your focused subject you are more likely to compel someone to action. Always mention the customer pain and make yourself the white night who rescues them.

Common Mistake #2. "Not saying what to do or say."
I have seen net workers stand up an present very moving sale manager minutes full of emotion and words that move you to action. However many time these other wise great 60 second presentations are render mediocre because they did not "tell you what to do or say", when you recognize their dream referral. They did not give you the piece of information that empowers them to act on your behalf. My 60 second presentations usually end with "give them my card and ask when I can call" or something like, "tell them about our free refrigerator, good thru the end of the month, or tell them to go to my website to see it there, or ask if they would like to meet." In many cases if you don't tell your partners what to do they will do nothing! Empower them, tell them what to say and do.

Common Mistake #1 Last but not least "Not being specific." This mistake is a relative of #4, not asking for a referral. Here the member ask for too broad of a referral. Not asking for a specific referral is like asking your referral partners to do a lot of work for you (work you should have already done for them). The rookie networker will say things like “so if you know somebody”, or they may say “anybody you know who”, try to get a hit. They are assuming that if you cast a wide net you will catch more fish. But the opposite is what really works best. Plus if you really think about it, there is no category in your brain called anybody or some body. No individuals are stored there. It doesn't compute. Giving your partner a specific company, the person name you’re looking to connect with and their position makes it much easier for anybody’s brain to come up with a match. If you can't say a specific name, create a 5 point profile describing the person that you’re looking for. The easier you make it for your partners, the greater the likely hood of receiving your requested referral (or at least something similar to it).

Of the top 10 mistake, removing #1 will produce the greatest return for your efforts. Don't get me wrong I want you to eliminate all 10 of these common mistakes. When you do, you will find that you have increased your credibility, are getting more and better quality referral and best of all you will really start to grow your business. Future segments will talk about another dozen plus mistakes you will want to eliminate. Until then, work on these and let me know how its helping you.

That's My Opinion, I welcome yours.

Hector Cisneros is an entrepreneur/businessman with over 25 years experience, is a 17-year veteran of BNI, and was BNI Director for 6 years. Currently he manages 3 businesses, writes and coach's business people in the art of Word of Mouth and internet marketing. He has several intl. published articles covering word of mouth marketing, social media marketing and how to improve your 60-second presentations. His new book "60 Seconds to Success" is aimed at helping business people make great first impressions and make more money through referral and word of mouth marketing. To learn more about Social Media, Internet Marketing d Word of Mouth Marketing visit the Networkers Apprentice workshop at http://networkersapprentice.com/ To contact Hector write him at hecisneros@gmail.com
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The road to great referrals is not built on good intentions, but on daily work!

As a 16 year veteran of BNI and a director for 5 years, it dawned on me that a lot of new BNI members worry more about things, (like what are they going to say this week for their sales manager minute) instead of doing something that will increase their credibility and help them get more referrals.

The most common question I hear from new members is "How do I create my sales manager minute"? "Where do I start"? "How do I know what to talk about"?

Well here is a simple idea you can use to get you started. "Begin with the end in mind"! This profound quote from Steven Covey is where you start.

Lets say you're an insurance agent and you want to have a boat or motor cycle owner as referrals, write down what they look like. Where do they live, eat and work? What kind of vehicles are they using? How much do the vehicles cost? Ask your self lots of questions about what the referral looks like.

Here is another way of understand who you want. Think of your last ten customers. What were they like? If you're new to the industry, what were your associates last 10 customers like?

Step two is also easy. Create a short story that describes how you can help this specific referral with your product or service. Your story should contain the customers pain, use emotional word that evoke action and it should show that you were the solution. It may be beneficial to show how you are different from your competition.

Finish out by telling your referral partner how to introduce you. An example would be "to ask your partners give a short testimonial about you, tell them to give the prospect your card and ask when it would be OK for you to call.

I have taught hundreds of BNI members how to create great sales managers minute. My advice to beginners is don't try for perfection, instead start by creating a finished product that has a good chance of producing results. You have to crawl before you walk so the sooner you start creating sales manager minutes the sooner your skill will improve.

As a new member in BNI, you have to build trust and credibility before your sales manager minutes really start to work. A Consistent, clear and specific message will help build that trust. So will educating your fellow member during your weekly 1-2-1 meetings. Make sure you tell them your sales manager minute again when you have their undivided attention!

Be patient and keep at it. Create a new 60 second presentation weekly (if not daily) for at least 3 or 4 months. These 60 presentation can be similar but need to be different enough to keep other interested. Test them on your partners during your 1-2-1 meeting and see which one strike a cord and produce results.

Before you know it your sales manager minutes will be producing light bulbs above members heads and bringing you the specific referrals you asked for.

If you have specific questions regarding your Sale Manager Minute write me at Hecisneros@gmail.com

Get your copy of 60 Seconds to Success

This book is not about a get rich quick scheme, its about how to be successful 60 seconds at a time.

You will learn how to use powerful words that compel and motivate people to action. You will learn my methodology on how to construct your messages so that your referral partners will be able to repeat and pass your message on for you.

You will also learn how to keep your message fresh so that your listeners will be compelled to hear your message, even after hearing it many times.

If this sounds interesting, read Dr. Ivan Misners testimonial. To check out the book, click on the link for the FREE pre-view copy.

Enjoy;

Mr. C.

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60 Seconds to Success

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