How Great Presentations Equals Great Referrals!

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Some thoughts on how & why giving a great spotlight presentation at your networking event or referral marketing meeting = more leads!

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What You Will See

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•Introduction

•The What, Why, How & No-No

•The Great Spotlight Example

•Final Thoughts

Introduction

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• Spotlight presentations are often a privilege of membership for many networking or referral marketing groupsKey part of the process of establishing what referrals you want along with elevator pitches & 121sGood spotlights will help a member boost their referrals to new levelsBad spotlights can really hurt them!Here are a few thoughts on delivering a great spotlight

What Is A Spotlight Presentation

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• Spotlight is a privilege of membership ie only members of a group normally deliver themSpotlights are normally 10 minutes long & can be delivered using props, overhead slides or other media to the people at the meetingOften placed strategically in the agenda to boost the referral opportunities for the presenter.

• Its a great opportunity for the presenter to really explain what referrals they are looking for and the referral partners they want to connect into.

Why Do A Spotlight Presentation

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• Members of any networking group have a number of ways to establish their credentials, referral needs & reputation - 60 secs, learning point, 121s, participate in the group’s management.The spotlight is a key part of that process for a member to establish their reputation.It is YOUR chance to explain in more depth what you do and what referrals you want.YOUR opportunity to show you are a well rounded & professional person that people can refer with confidence by delivering that great spotlight.

The How Of A Great Spotlight

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• Speaker properly introduced & "applauded with energy onto the stage" The 10 minutes should be split as follows for maximum impact - 1 minute intro, 7 minutes presentation & 2 minutes for questionsDon’t forget to “Ask” for referrals at the endNo one needs to be a great actor - it's ok to be nervous but do practice & be enthusiasticThe meeting’s Chairman or Moderator should conclude at the end by encouraging members of the group to look for referrals for the presenter

Spotlight Presentation No-Nos

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• Not doing a spotlight - don't you want referrals?Not do your 60 secs the day you are presenting - don't you want more referrals?Go over the 10 minutes - are you reliable & professional?Too many baby photos at the beginning - this is a business presentation after all!Too many or too many confusing slides!Trying to be too clever, funny, dull, unpractised, externalising inner thoughts, uninterested....Not asking for specific referrals....

Good Spotlight? An Example!

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• The following spotlight presentation was delivered by Neil Holloway from AMB Insurance at a referral marketing meeting in Lichfield in February 2014Spotlight was properly prepared (showing the evolution of the ideal client) & delivered in a very credible manner.Referrals were correctly asked for - As a result his business objectives were over forward in the contribution section.What other great spotlight presentations have you seen & can learn from?

WHY USE AMB AS YOUR BROKER?

Communication

To get to know the client and their business

To present this accurately to the insurers

Present and explain terms to you the client

AMB

Engaging

Fresh

Contemporary

Heavily involved in network marketing and use of social media

Perfect Client

• Public Liability• Tools• ‘Bona Fide’ Sub

contractors

In need of a Woman’s Touch…

• Public Liability• Tools• ‘Bona Fide’ Sub

contractor• Wife employed

(No Employers Liability Needed)

Expansion

• Public Liability• Tools• ‘Bona Fide’ Sub

contractor• 1st Direct

Employee

Next… the world

• Public Liability• Tools• ‘Bona Fide’ Sub

contractor• Direct Employee• Contractors All

Risks• Plant• Materials on site• ‘item worked

upon’

The claim

• On site meeting with loss adjuster/ claims inspector

• Help in presenting the claim in best possible light

• Understanding of policy terms and conditions

• Negotiation

People we would like to work with

Digbits, Rugeley, Staffordshire

Bayliss Contract Services, Lichfield

Final Thoughts

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• Spotlight presentation is a key part of the process for members of any group to establish their reputation and ensure they get referrals they are looking for.Following our advice & ensuring you have prepared correctly will ensure you achieve your business aims - growing sales through more leads.Nobody is expecting you to be world-class presenter but they do expect you to respect their time by making the effort.Take every opportunity to do a spotlight & try different things to make it even more memorable and you more referable.Asking for referrals is the thing most spotlight presenters fail to do - make sure you know (and communicate) what your referral targets are.What other great BforB spotlight presentations have you seen & can learn from?

Contact Us

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Phone - 07706 171851email - stuart@conspicuous-cbm.comTwitter - @conspicuouscbmLinked-in - uk.linkedin.com/in/stuartwalton/Linked-in - www.linkedin.com/company/conspicuous-cbmFacebook - www.facebook.com/conspicuousCBM

THANK YOU

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