There are many elements required to make an excellent 60 second presentation (or elevator speech), but I reckon if you can get these three things right you’ll be doing enough to be successful…
If we strip away all the other stuff, here’s what you have to absolutely get right:
1. Get attention (have you watched how many eyes start to glaze over when the 60 seconds are underway?).
I once sang for my BNI, bearing in mind my voice is enough to put mating cats to flight. That got attention. You don’t have to sing, but eye contact and how you use your voice – enthusiasm – is important. Try clapping, clicking, wear a hat, use a prop…
2. Be memorable.
To be memorable, you have to tell a story. The story should clearly articulate a benefit of your product or service and it must strike an emotional chord (more on this in another blog).
It’s that simple and that difficult.
3. Be specific in asking for what you want.
I don’t like the words ‘a good referral is anyone…’ Wake me up when you’re finished, ok?
If you’re interesting in doing business with technology companies, for example, look up the names of prospective clients, qualify them and then ask for referrals by name.
And that’s it…
3 comments
Nicely put Colin. That’s the way to reveal yourself in a 60 second all right!
Keep smiling 🙂
Paul
Paul Meyer
Assistant Director
BNI South/East Auckland
New Zealand
When I sub for someone, I look at their business to see how I can be memorable, just as you suggested. Plain reading their script is really boring. I wore a hawaiian shirt once with monopoly money taped all over it when representing a banker, which is the place to get a loan and take a vacation. They all told her about it the next week. She changed how she approached people after that because it was the first time anyone noticed her.
Another time I stood on a chair. I have brought props. I was memorable! Once someone who was a visitor but also a competitor of mine told me that after my introduction, they finally understood what they do and how to express it to other business people.
If everyone listened to what you said about the three points, they would double the referrals they receive.
Louis Sokol
Asst Dir – BNI Houston-West Region
Thanks Louis,
Good to see that BNI Houston – West is following this blog. Look forwards to hearing more from you down the track 🙂
Graham
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