‘Givers Gain’ runs deeper than time, money and referrals

When you stand up to deliver your sixty second presentation – or any presentation for that matter – do you do so in the expectation that you will receive a referral or make a sale there and then?
“If you expect nothing… You’ll get it.” – Malcolm S. Forbes.
When you stand up to speak, are you frantically thinking about what you’re going to say?
“The simple act of paying attention can take you a long way.” – Keanu Reeves.
To which I add; paying attention is even more important when you are the one doing the talking.
When somebody asks you what you do for a living, do you respond by being self effacing and making weak jokes i.e. “Oh, I’m a bean counter”. Or do you reply with “I’m an accountant,” and then pause expectantly in anticipation of the joke about your profession that you believe is probably going to come your way?
When you’re making a sales presentation – whether one on one or to a crowd – are you focussed on the benefits and features of what you do, instead of what your audience needs?
If you answered ‘yes’ to any of these questions, you’re probably missing out on a world of opportunity…
The BNI mantra ‘Givers Gain’ isn’t only about giving of your money, your referrals or your time – it is more, much more, about giving of yourself.
This is because people do not do business with plumbers, accountants, graphic artists and copywriters. No, they do business with people first and foremost. Before you are judged for your skill and experience as a copywriter, for example, you are being judged as a person. It’s the first test and the most important one.
Therefore, wherever your mind and your heart are at the time of speaking, is where you’re going to end up. If you expect nothing, you will get nothing. If you are thinking about finishing your presentation as fast as possible, you will… but that’s all you’ll get. If you’re thinking about what you’re going to say (because you failed to prepare), you will think of something to say… but that’s all it will be and all you will get (just some words to get you through the moment).
If you expect to be the butt of somebody’s joke, you will be. If you think that all you are is ‘an accountant’; that’s all you will be.
Remember, people do business with people; with who you are, not what you are.
The next time you stand up to speak, do so with positive expectation – with an objective.
Respect your audience by being clear on what you’re going to say so that you can achieve what you desire because you paid attention – note that ‘pay attention’ implies a transaction is taking place.
Remember that you are not just an accountant or graphic designer or plumber – you are unique; you bring unique thinking, experience and skills application to what you do. Be clear on what you offer as a human being.
When you do that, you will find that people are excited about interacting with you. They will want to do business with you; even if they don’t have an immediate need, they will find others who do; they will want to help you – all because they want to reciprocate. After all, you’ve given of yourself and they will want to return the favour.