Target Intellect Blog » BNI 10 minute

Public Speaking: Networking Events and Incentives

Frank Damelio — Mon, 11 May 2009 13:51:26 +0000

While you speak at a networking event, do you expect your audience to be conjuring referral possibilities for you? Depending on the event, in most cases people are not doing so. Why? Most people are ineffective networkers because they don’t live the “givers gain” philosophy. Many of these people aren’t even listening to your message. They are thinking of what they are going to say when it’s their turn to speak, or perhaps they are pondering lunch. The best networkers WILL listen, but since they are so well connected, there is probably a list of trusted referral partners they already have in your field of expertise.

There is, however, still great benefit to public speaking at networking events as long as you keep in mind the following secret:

People respond to incentives

After you’ve caught their attention using this type of power opener, you must show them how it is in their self-interest to consider who they might know to help you.

Here are some ideas that I’ve seen work at BNI and other networking groups:

1) Refer a wedding to us and you get a romantic overnight stay at our hotel.

2) When your prospect brings up a price objection use this tactic: “If I can show you how to save that much money off your operational expenses, would you be willing to use that savings to invest in my solution?” This is Ben Hall’s (OverVIEW) strategy.

3) For every referral that turns to a sale, we will give you $100.

4) Everybody take out a piece of paper and write down the names of small restaurant owners to whom you would introduce me. As a thank you, here is a small box of Godiva for each name you provide me.

I understand that some readers will contest: “but networking should be people just trying to help oneanother. There is no need for incentives.” Okay, agreed! That would be nice, and there may be SOME groups that live that philosophy. In general, however, if you want people working for you, never underestimate the power of personal incentive.

What creative ideas do you have to incentivize others to search their mental databases for referrals to help you build your business? Please share so that our readers can get the most out of their public speaking at networking events.

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Public Speaking: Tip for Networkers – “I” vs. “You”

Frank Damelio — Fri, 08 May 2009 21:01:03 +0000

Here is a quick tip for those who do public speaking for networking:

After you’ve written your presentation do a search for the word “I” and a search for the word “you”. The latter should appear far more than the former. In reality, however, most presentations are “I”-centric. After all, it is how we grew up. Children use the words “I” and “me” so often because they must. Successful networkers reverse that model and continually speak about “you”.

Why? Other people are far more concerned with themselves than they are with you. Talk in terms of “them” and they will listen intently.

In addition, this tip for public speaking for networking lends itself nicely for developing marketing copy.

Give the word search a try, and you’ll find that your networking presentations capture and retain far more attention.

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Public Speaking: Life Goes On

Frank Damelio — Thu, 07 May 2009 18:33:51 +0000

At a networking meeting, a young woman was getting ready to do her 10-minute BNI presentation on her business. She had done her homework, and was well prepared. Previously, she had confided in me that she dreaded public speaking, but knew it was a “necessary evil” if she wanted to grow her business through networking.

She had heard me doing a persuasion speech on sales, and she said she was going to apply that strategy to public speaking. This was the crux of the strategy:

Before the sales appointment, you must CARE enough to research your prospect, and prepare for questions and roadblocks. However, during your presentation, you must not feel you NEED this particular piece of business. You must know that life goes on either way. You must feel that you would like the business, but you will be fine either way. Sales guru Carl Harvey shared this philosophy with me, and it works. It frees you to simply relax, establish a relationship, and enjoy the process. It makes you feel and appear more confident, and subtly communicate that you offer something they need. You also avoid looking like the desperate salesperson.

This woman applied that philosophy to her speech. She had, in essence, over prepared, but moments before she was on, she adopted an attitude that this presentation would neither make or break her; so she might as well have fun.

Her presentation exceeded even her own expectations. She was natural, funny, and on target.

What happened? The problem is that presenters get nervous because they care TOO MUCH about how they appear before their audiences. By “too much” I mean that the pressure actually hurts their natural ability to communicate. It makes them shaky, stiff and monotone. Most presenters’ main roadblock is their own psychology. By adopting the attitude “this presentation will not really change my life in any significant way,” you mitigate the exaggerated pressure you have fabricated.

What a great application of a sales strategy to public speaking!

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