By developing this template, you will also be creating the content for the following:

• BNI Mega Meeting Presentation. Use this in any scenario where you need to make a stand out impression and get stand out results in 20 seconds!

• 15 Second Quick Intro. Need to just introduce yourself and not ask for referrals yet? This one will do the trick and have the audience wanting more.

• One Liner. Use this short phrase to clearly identify what you do on your business cards, website, social media, etc. This is also the perfect content to use for the "My Business" section of BNI Connect as it clearly states what you do in a way that's not to short or to long.

• Tag Line Ideas. A tag line can help you be more memorable. You'll receive 5 ideas for tag lines that you can use the way they or to get those brain juices flowing. 

The methods you'll learn, follow time tested techniques for effective marketing. When we're done, you'll be able to confidently deliver a presentation that works and stands out, every time.

This worksheet should be used during the Maximizing Your Member Presentation workshop. When it's complete, you'll be emailed a completed copy of your new maximized presentation.

1. The Name and Business Name

Start with just saying your name and the company you're with. It's not necessary to say "good morning", "hello," "my name is", etc.

[Example. "John Smith with ABC Auto Shop"]

 TIP #1 · Entertaining vs Effective

When it comes to marketing, one of the biggest mistakes made (sometimes even by big companies) is giving preference to entertaining the audience over accomplishing the goal of bringing in business. Let's not fall into that same trap. If we receive praises and people say that we did a great job or that they loved our presentation, let's make sure it's not because they were just entertained. If entertainment is our goal, we’ve already succeeded with the compliments. However, if our aim is to receive referrals, we must focus on that aspect.

2. The Problem

What is the main problem that you solve with your service or product? If you have multiple problems you solve, this must be the most important one, or the overall problem you solve.

Deliver this as a definite statement in a way that if your clients heard it, they'd say "yes, that is true!"

[Example. "Dishonest and unskilled mechanics cost you time, and money."]

 TIP #2 · Be Specific

Being specific in our member presentations is crucial for receiving the right referrals. When making our ask, remember that people find it easier to think of one individual or type of business rather than a broad group. Even if we work with various types of clients, focusing on a specific type helps our audience identify potential referrals more easily. This clarity sharpens our message and increases the chances that referral partners will think of us when the right opportunity arises.

3. The Solution

How do you solve that problem? Give a general idea what you do or how you stand out. The structure could be something like "We provide (what you do or sell) that (fixes the problem)". Ideally, the The Solution should solve or address The Problem.

[Example. "We're truthful about what's wrong with your car, and we do the job right the first time."]

 TIP #3 · Speak to Just One Person

Many people first learning of the "specific is terrific concept" might feel it's counterproductive. Some think "If I target everyone then I'll get more opportunities." The truth is, as marketing expert Seth Godin has said, "When you speak to everyone, you speak to no one."

So deliver your presentation as if you were doing it for just one person, the right person.

4. The Result

How do your clients feel or benefit after the problem is solved? Describe an overall feeling they get or a benefit they receive. If possible, a description of feeling works better than a tangible benefit. Here you can state up to two results. So, you could have the first be a 'benefit' and the second could be a 'feeling' like the example below.

[Example. "so, you can spend less money and have more peace of mind."]

TIP #4 · Maximize Your Results 

Steps 2, 3, and 4 are the basic building blocks of all effective marketing. Combined they form a phrase often referred to as a "one-liner" It's the same structure followed by commercials and other forms of advertisement. If you take the time to refine your one-liner, you can then use it on your business card, your website, social media, etc.  

"What do you do?", "How do you do it?", and "How will I feel or benefit?" are the questions that people ask themselves before they use your service, buy your product, or contribute to your cause. So time invested in developing this phrase is time well spent.

5. The Story

Give a short, non-detailed story of a client you served. The story should include the exact same elements as the three previous parts, The Problem your client had, The Solution you solved it with, and how they felt or benefited as The Result.

[Example] Susan couldn't afford all the repairs her regular auto shop said she needed. We were able to get her back on the road for almost half as much as the other guys. Now she has a reliable car with money left over for a well-deserved spa day. 

This is the first of the only two parts of your presentation that changes each time.  

TIP #5 · Transference

When we present clearly and confidently, our audience subconsciously gains confidence in our business abilities, boosting our credibility. This process is called transference. Our ability to speak confidently about what we do may not reflect or be related to our actual business or skills, but since transference is subconscious, it doesn't matter. The way we express ourselves can either enhance or diminish our credibility, especially in front of a new audience or one we don't see often. BNI Mega Meetings are perfect examples. In short, not sounding confident, being unprepared or unclear can hurt our chances of receiving referrals more than we realize.

6. The Call to Action

Tell the audience what you want them to do. [Example. "Please refer me to the car owner you know who's frustrated with their mechanic."] This is the second of two parts that can change each time.

[Example. "Please refer me to the car owner you know who's is frustrated with their mechanic."]

*Special Note about the Example above. You may notice in the example, we're asking our audience to refer us to "the" car owner rather than "a" car owner, or "any" car ower. Using "the car owner you know" creates a very specific request to each person listening. We're not asking for a list. We're asking for just one person. For human beings this specific request is much easier to process and come up with an actual answer versus thinking about anyone we know with a car.

 TIP #6 · Ask for what You Really Want

Generally our ultimate goal when delivering our Member Presentations is to receive a referral to our ideal client. So during our presentations, we should keep that goal in mind and use wording that reflects this. It's okay to ask directly. In fact, it's expected. It's also important to remember to ask for the right thing. Meaning generally, we should be asking for referrals as opposed to asking our audience to directly do business with us. The number of contacts our audience has will always greatly outweigh the number of people in the audience. That should be our target. If our message is clear and happens to be specific to needs of an audience member, they will refer themselves to us without direct prompting from us. So let's aim our words in the right direction.

7. The Name and Business Name with Optional Tagline or Identity

People are more likely to remember things they hear more than one time. You can add a tagline if there's time. Similar to a tagline, you can introduce an identity.

[Example. "John Smith with ABC Auto Shop. The ones you can trust."]

TIP #7 · Words to Leave Out

Keeping these tips in mind, here are some words to eliminate from our presentations:

any • anyone • someone • somebody • anybody | Words like these words are too general and are the opposite of being specific.

send them my way | This isn't what we really want. This is like asking someone to give them our business card. The reality of things is that the greater majority of people will not contact us if just told to do so. So let's say what we really want: to be referred

 Completed Example [30 Seconds]

"John Smith with ABC Auto Shop. Dishonest and unskilled mechanics cost you time and money. We're truthful about what's wrong with your car and we do the job right the first time, so you can spend less money and have more peace of mind." Susan couldn't afford all the repairs her regular auto shop said she needed. We were able to get her back on the road for almost half as much as the other guys. Now she has a reliable car with money left over for a well-deserved spa day. Refer me to the car owner you know who's frustrated with their mechanic. John Smith with ABC Auto Shop. The ones you can trust."

It's Not What You Say. It's How You Say It.

(actually, it's both) 

Practice. There's an expression that says: "How you do one thing, is how you do everything." People subconsciously judge your business and your capabilities based on your presentation. That may not seem far, but it's human nature and it's true. This is one of the most compelling reasons to practice.

Practice. Practice. The more you practice, the more comfortable you will feel with what you are saying. When you feel comfortable, you will sound more confident. In fact, you will be more confident. Confidence is visible. Confidence is attractive. Confidence sells.

Practice. Practice. Practice.

3 Effective Steps 

1. Voice Recording. Record yourself reading your presentation. Then play it back. See if you like the wording and the flow. Be sure you're completing it 2-5 seconds ahead of the allowed time. Delete, add, or change as necessary. Then repeat the process until you're happy with the results. Finally, get feedback from someone who will be honest with you.

2. Memorize and Record. Now that we have our refined presentation, it's important to memorize it and deliver it as written. For a short timed presentation like this, there is no room for mistakes or improvising. Record and play it back until you can do it from memory in the time allowed, while sounding natural. Do this, and there'll be no need to look at a countdown timer when you do the real presentation. In fact, doing so, could make you unnecessarily nervous.

3. Video Recording. Watching yourself speak on camera will benefit you in very specific ways. Earlier, we referenced "how" you say something. When giving a presentation, "how" you say it involves more than just your voice. It involves your face and body as well. Do your best to smile as you speak. Avoid fidgeting with your hands or crossing your arms. Keep your posture straight. These things project confidence.

Reading

Because of transference, when presenting in person, reading from a digital device or paper can negatively impact our credibility. While this may not be a popular opinion, it’s true. A speaker who doesn’t rely on notes generally appears more confident, and this confidence transfers to the audience’s perception of our abilities. So, let's make the most of our Member Presentation Template and memorize it. Remember, we’re only changing two parts each week, so whether it’s 20 seconds or 60 seconds, it’s easier than you think.

Online Meetings

Even if we meet online most of the time, practice is still essential. While many people read their presentations during virtual meetings, it’s still important to memorize the template both for when we do attend in-person meetings and to ensure we don’t sound like we’re reading (even if we are). Sticking to a template, and practicing will benefit us greatly, even in online settings

NEXT STEPS

Once you submit your answers in a few moments, you'll receive a hard copy of this worksheet along with your answers via email. At the same time, ChatGPT will use your answers along with other pre entered guidelines to deliver the following to you via email:

1. Your {howMany} Second Member Presentation which should be used as a template to produce effective member presenations week after week. Just change out steps 5 & 6 for some variety and to highlight different aspects, services or products within your business. 

2. Your BNI Mega Meeting Presentation to use when you have only up to 20 Seconds to speak.

3. Your 15 Second Quick Intro to use when you have an even shorter period of time to just introduce yourself without asking for referrals.

4. Your One Liner. This is a short 3-5 line paragraph that sums up what you or your business does in a way that is very easy to understand. Use it for the "My Business" section of your BNI Connect Profile, your website, business cards, social media, etc.

 5. Your Tag Line Ideas. A tag line can make you more memorable. If you don't already have a tag line you're happy with, perhaps these 5 suggestions can get you started with creating one. 

Although a lot of care was put into this program to aid ChatGPT in producing great finished drafts, results are not gaurenteed. You may need to make some modifications to suite your needs.

It Matters

You might think that what we say in just 20 to 60 seconds doesn’t have much impact, but every word and how we express it truly matters. The clarity and specificity of our message can make a significant difference in how others perceive us and our business. By following the structured template, practicing, recording ourselves and playing it back; we can refine our delivery and ensure that our presentation is clear and compelling. Remember, being specific and confident helps build our credibility and increases the likelihood of receiving valuable referrals. Let’s take these steps together to maximize the results of our business networking efforts!

"Life is like going up on a down escalator. if you're not moving forward, you're moving backwards."

-Sandro

The views expressed here are the opinions of Sandro Marc-Charles based on studying, research, and experience. They do not necessarily reflect the official policy or position of Business Networking International (BNI).

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