BNI Education slot – Delivered by Shelley Staddon

3 STEPS MEMBERS CAN USE TO ATTRACT REFERRALS IN YOUR 60 SEC SPIEL:

OK this is interactive.

A business with a clear message is the one that attracts the most clients/customers.

Using your paper & pens in front of you follow the next 3 steps that will help you deliver a clear message in your sales pitch to members:

Too many people that network fail because they never really define their target market, instead they use words like “everybody or “anybody”.

Has anyone ever met and anybody or everybody?

In 60 sec, write down :

Who is already a great Client/customer for you? This should be an existing client not one you would like.

Ans:

Why are they a great client/customer?

Are they a certain age, business type, business size, income level, location, profession, have a particular type of problem, or just easy to deal with?

Ans:

My best client/customer is a small business owner in the retail industry who has been facing challenges with managing their inventory. They are between 30 to 45 years old and located in my local area. They have a moderate income and are generally easy to work with. I believe they are a great client/customer because they understand the value of

All businesses exist to either solve a problem or create an outcome for their clients. Too many businesses talk about their products and services but not how they can help their clients. For instance,

Phil the accountant might help his clients sleep at night by not worrying about their Tax or Curtis will help his customers sleep at night knowing their home wont flood overnight. Etc: So once again in 60 sec write down.

So What are 3 problems your ideal client may have that you can potentially solve?

1.

2.

3.

What is the worst thing that could happen to your client if the problem is not solved?

Ans: 

What is the best thing that can happen to your client once the problem is solved?

Ans: 

How will your client feel after transacting with you?

Ans:    

STEP 3 Build your weekly Presentation Using Some of The Above Information.

Key Points to an engaging and memorable presentation

• Preparation Practice & Passion
• Energy/Vibe this is what draws people to you.  Don’t be flat.
• Name of your Business
• BNI category
• Statement about your experience
• And most importantly Your SPECIFIC REFERRAL REQUEST.

EXAMPLE: