Building on Success

September 16, 2010
Testimonials.  They actually serve a double purpose.  Everyone knows they’re a great advertisement.  But they’re also a barometer of customer satisfaction.  When you want to ask for a testimonial ask a few ‘warm up’ questions first: What are we doing that you like?  How good is our customer service?  How did our product perform?  Are you happy with the results we’re getting?  If the answers are all good, then ask “Could I ask for a testimonial so I could share your experience with others?”  If your customer hesitates, go back and talk about their experience.  There might be something you need to improve on…it’s an opportunity to really impress your customer, and build satisfaction and loyalty.

Practice, practice, practice

September 10, 2010
A bonus from going to a networking group every week:
Practice, Practice, Practice.

We had a new member of our networking group.  He was a young guy, probably pretty good at what he did (surveying).  But he was “technical smart”, not “business smart”.  He could survey a plot down to the inch.  But in front of a group of professionals, he never made eye contact.  He shifted from foot to foot.  He didn’t speak up.  That was when he first arrived.  By the time it came to renew his membership a year later he had changed.  He dressed better.

He was more comfortable speaking up, spoke clearly, and made sense.  Once in a while he even added a bit of humor.

There are benefits to going to a networking group every week, in addition to growing a business.  It’s honing presentation skills with Practice, Practice, Practice.

It’s All Fundamentals

April 30, 2010
It’s all in the fundamentals.
“Gentlemen , this is a football.”  That’s what they say that Vince Lombardi, coach of the Green Bay Packers was said to tell his team…veterans and rookies alike…at the beginning of every training camp.  Lombardi wanted to drive home the message that success is achieved by mastering the fundamentals.

It’s the same in the game of business.  And the game of BNI
At BNI we have a few fundamental tools that we use to succeed: Your 60-second speech,
your 10-minute presentation, and 1:1 meetings with other members.
Your BNI group is your sales force.  They’re your eyes and ears to spot opportunities wherever they go.  Your job at BNI is to “educate, motivate, and train” your sales force.

Luckily, none of the fundamentals at BNI are tough to master.  Consider your 10-minute presentation.  It consists of a simple formula.  None of the ingredients are rocket-science.

Introduction: Who are you?  “My name is Casey Hart.  I help my clients sound more professional and sell more on every call with Informer Messages on hold.”
Qulalifications: What makes you worth listening to?  “We’re unique.  We use our own 8-step process to educate your customer about your products and services, and show how you’re different from your competition.”
Next is the heart of the presentation:  Offer 3 LCD’s and 3 “Asks.”  LCD’s, as you might remember from math, are the “lowest common denominators.”  They’re fractions in their simplist form, so anyone can understand them.  “Asks” are what you’d like from  the group.  Put them together and you might get something like “Apex Beverages has
80 different fountain syrups and beverages.  But most of their customers only buy the top 10.  I’d like a warm introduction to Mr. Apex to show how we can educate his customers about the profit they’re missing out on by not trying the other 70 syrups, and their beverage distribution system.”
And a Closing: “I’m Casey Hart, and I help my clients sell more on every call, with Informer Messages on hold.”

Write out your presentation and rehearse it until its perfect.
Then jot down some notes on the index cards to keep yourself on track when you present it. 
The 10-minute presentation is fundamental to your success.  This formula will make it more successful.