Podcast Summary: BNI & The Power of One

Episode: BNI 762: Weekly Presentation Coaching 117 - Chris Skeens - Mobile IV
Release Date: November 15, 2024
Host: Tim Roberts
Guest: Chris Skeens, Member of BNI Profit Builders, Jacksonville Beach, Florida

1. Introduction to Weekly Presentation Coaching

In this episode of the BNI & The Power of One podcast, host Tim Roberts continues his series on weekly presentation coaching. Tim emphasizes the importance of effective presentations within large BNI chapters, where members often have limited time to convey their value propositions. The focus is on refining presentation skills to maximize impact within a strict timeframe.

"When you're the larger the chapter, not only are you going to get shorter time, it means you got to be super effective because of the time, but also super efficient because of the time..."
— Tim Roberts [00:39]

2. Chris Skeens’ 30-Second Presentation

Chris Skeens, a member from BNI Profit Builders, presents his 30-second pitch for Duval Drips, a mobile IV clinic. His presentation centers around the urgency of flu season and how his services can help individuals maintain their health and productivity.

Chris’s Presentation Highlights:

• Urgency of Flu Season: Chris opens by highlighting the impact of flu season on people's time and health.

  "Flu season is officially here to rob you of your time."
  — Chris Skeens [00:39]

• Target Audience: He identifies individuals who are beginning to feel sick but cannot afford downtime, such as business professionals and families.

• Service Offering: The Flu Fighter Drip is likened to an oil change for the immune system, emphasizing preventive care and quick recovery.

  "Our flu fighter drip is like an oil change for the immune system."
  — Chris Skeens [02:10]

• Call to Action: Chris encourages listeners to reach out for his full service menu and offers to provide services directly to homes or offices to save clients’ time.

  "If you need an IV, call me Chris with Duval Drips."
  — Chris Skeens [02:35]

Despite his confidence, Chris encounters a minor stumble during his presentation:

"It took me 34 seconds but I tripped a little bit because first time I was seeing it and you got me with the tongue twister flu fighter drip."
— Chris Skeens [02:40]

3. Tim Roberts’ Feedback and Coaching

Tim Roberts offers comprehensive feedback aimed at enhancing Chris's presentation effectiveness. He focuses on three critical components: Who, How, and What.

a. Clarifying the Target Audience (Who): Tim observes that Chris uses vague terms like "you" and "anyone," which may lead to a lack of clear targeting.

"The who is who are we looking for that you did not hit. You kept using words like you, which means we're targeting the people in the room, right?"
— Tim Roberts [05:00]

b. Enhancing the Service Explanation (What): Tim notes that while Chris mentions the Flu Fighter Drip, the connection between identifying a need and presenting the solution needs strengthening.

"You went right to if you know someone starting to sniffle... I don't know how to get to that part of the conversation."
— Tim Roberts [07:15]

c. Improving the Engagement Strategy (How): Tim suggests integrating questions that naturally lead into Chris's service offering, fostering a smoother transition from identifying the problem to presenting the solution.

"Have you ever considered IV? If they ask what that is, say this..."
— Tim Roberts [09:30]

Key Recommendations:

1. Specify the 'Who': Instead of broad terms like "anyone," Chris should target specific individuals such as spouses, coworkers, or friends.

   "Your spouse starts sniffling, ask them, hey, have you ever considered doing an IV?"
   — Tim Roberts [10:15]

2. Create a Clear Conversation Path: Introduce questions that can lead prospects naturally into discussing the benefits of the IV services.

   "If they show interest, right, ask them when I can call them, ask them if I can send them the menu..."
   — Tim Roberts [11:45]

3. Refine the 'What': Clearly articulate the benefits and logistics of the service to ensure prospects understand the value proposition.

"Ask them if I could send them my menu. I'll come right to their home or office to help them get back on their time..."
— Tim Roberts [10:50]

4. Practical Insights and Member Experiences

Tim shares personal insights and experiences to illustrate the effectiveness of IV treatments, thereby adding credibility to Chris’s service offering.

"We have a IV place up here in New Hampshire that's a member. I just went for my first one. I felt amazing."
— Tim Roberts [13:20]

He encourages members to consider the benefits of IV therapy personally and professionally, reinforcing the service's value.

5. Conclusion and Encouragement

Tim wraps up the episode by reiterating the importance of continuous improvement in presentation skills. He invites members to resubmit their presentations for further feedback and emphasizes the community support within BNI.

"You can always resubmit it again. That goes for anybody happy to review them again."
— Tim Roberts [14:00]

Tim also highlights the significance of one-to-one meetings in developing effective pitches, especially in large chapters with limited presentation time.

"You got to be hyper effective and hyper efficient and you still got to hit the who, how, what."
— Tim Roberts [12:30]

Finally, he encourages listeners to engage with the podcast by leaving reviews and submitting their presentations for future coaching sessions.

"If you're finding helpful, leave a review or better yet, submit your weekly presentation for review as well."
— Tim Roberts [14:30]

Key Takeaways

• Target Specific Audiences: Clearly define who you are seeking referrals from to make your presentation more impactful.

• Structured Conversations: Integrate questions that naturally lead prospects to consider your services, ensuring a smooth transition from identifying needs to presenting solutions.

• Continuous Improvement: Regularly seek feedback and be open to refining your presentation to enhance effectiveness.

• Leverage Personal Experiences: Sharing personal testimonials can add credibility and relatability to your service offerings.

This episode provides valuable insights into crafting concise and effective presentations within the BNI framework. By focusing on specificity, structured engagement, and continuous refinement, members can elevate their networking efforts and achieve greater referral success.