Posts Tagged ‘BNI public speaking tips’

Public Speaking: Networking Events and Incentives

Monday, May 11th, 2009

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”

Friday, May 8th, 2009

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: Tip for Networkers – Forgettable vs. Memorable

Wednesday, January 14th, 2009

Here is a quick tip for those who network and engage in public speaking:

In many networking situations you have the opportunity to stand up, introduce yourself and communicate what you do.  Let’s take a typical group of 30 networkers in the room and assume that they do not know one another.  Here is the likely scenario:  About five members of the audience will diligently take notes, another ten will listen pretty intently, and the rest will be thinking about what they are going to say when it’s their turn.

This means that you have an opportunity to be memorable to an audience of fifteen.  Since these people will likely leave with your card in hand, it is vital that they can match up the name on the card with your face.

Here is the biggest mistake even excellent public speakers make when networking:

AS they are standing up, they begin one long sentence that sounds something like this: Goodmorning I’mFrankDameliofromTargetIntellect and I help people . . . 

The problem: even the notetakers have a hard time picking up your name and company.  I see it happen all the time – people whisper “what did he say his name was?”

The solution: stand up, pause a moment, say “good morning” and pause.  Sometimes nobody will answer, in which case you say it again with a smile and pause.  The pause will cause everyone to look at your face. 

Now that they are looking at your face, say your name and company a bit more slowly and more articulately than you normally would. “My name is FRANK DAMELIO and my company is TARGET INTELLECT.

Implementing these subtle changes will instantly move you from forgettable to memorable.

Next time you have the opportunity to watch people public speaking in a networking scenario, take note of how many squander the opportunity to have others hear and internalize their name and company.

Share your examples of either strong or weak openers right here . . .

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