Fundamentals of the 10-Minute
Consider this: Is your purpose to educate, motivate, or train your fellow members, or is the desired outcome increased referrals?
Obviously the presentation should be oriented the way you want, but generaly it would be towards generating high quality referrals. If we deliver a training presentation and expect referrals, we generally come away disappointed.
When scripting a presentation, think about your business as it applies to your BNI category. Consider the question: "What kind of business do I want to develop in BNI?" Then ask, "What are the most important or most profitable parts of my business?"
Remember people don't want to know about your companies new office layout, or the name of the founder, or see photos of your head office, they want to know how they can help you get new business!
These aspects of your business are known as your High Payoff Activities. HPAs are the keystone to the development of your 10-Minute Presentation. For your presentation, look at using two or three HPAs, and then develop two or three minutes of material around each one. If there is one area you wish to concentrate on, then do just that.
The next part of the 10-Minute is "The Ask." This is where you actually inform your BNI teammates about the "who, what, where, why and how" of an excellent referral for you. (As a side note, don't be afraid to ask for the one referral that could dramatically change the course of your business for the best. Because in BNI, you never know who knows who.)
Your "ask" should be directly related to your presentation HPAs. For instance, you know that the most important part of you business is the sales of widgets. The most prolific consumer of widgets in your market is Empire Company. Empire Company is not a customer of yours. You know that the purchasing agent for widgets at Empire Company is Bonnie Barnes. You've been unable to get past Bonnie's gatekeeper to speak with Bonnie directly. One of your HPAs would be about widgets. One of your "asks" would be a request for a personal introduction to Bonnie Barnes.
Once you have developed two or three HPAs and the "asks" associated with them, the rest is easy. Here's the formula:
Introduction: (30 seconds) Include your name, your company name, and your BNI category. (I'm Jim Smith from Health Associates. I'm this chapter's health insurance specialist).
Qualifications: (15 seconds) For instance, you could say, "I have 18 years of experience as an insurance agent, five as a health insurance claims representative, and a degree in Insurance from Doobrey Whatsit University."
HPA 1. (2 minutes)
HPA 2. (2 minutes)
HPA 3. (2 minutes)
Ask 1 (30 seconds)
Ask 2 (30 seconds)
Ask 3 (30 seconds)
Close: (15 seconds) "I'm Jim Jones of Health Associates—your health insurance specialist—helping my clients, like you, save money and time on health insurance."
Print out your presentation in long form and rehearse it over a three-day period. Once it's a smooth delivery, transfer your key points to an index card. Practice the presentation using the index card.
Have handouts available. But unless they are interactive, such as a fill-in-the-blank sheet, put them on your chapter's literature table. Handouts can actually be a distraction if not used appropriately. You won't need a handout for every chapter member because many will be left behind or thrown away.
If you are using technology, have a back-up plan. A technical assistant can be a big help in advancing the presentation and passing out materials.
This formula will give you the structure to give a great 10-Minute Presentation.