BNI 807: Weekly Presentation Coaching 130 - Raymond Fuller - Printer

Summary

BNI & The Power of One Podcast Summary

Episode: BNI 807: Weekly Presentation Coaching 130 - Raymond Fuller - Printer
Host: Tim Roberts
Release Date: April 11, 2025

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Introduction

In this episode of the BNI & The Power of One podcast, host Tim Roberts returns with another installment of the Weekly Presentation Coaching series. The segment focuses on providing constructive feedback to BNI members on their submitted weekly presentations, aiming to enhance their effectiveness in securing referrals and advancing their BNI membership.

Featured Presenter: Raymond Fuller

Raymond Fuller from BNI Intrepid in Cape Town, South Africa, is the spotlight of this episode. Raymond shared his weekly presentation titled "34A Training Contact Sphere Referrals," which he records in a concise 45-second format.

Raymond Fuller's Weekly Presentation

Raymond's presentation is designed to attract referrals within the training and coaching industry. Here's a breakdown of his pitch:

• Introduction:

  • "My name is Raymond Fuller from Revprint." (0:05)

• Service Offering:

  • "Training companies make excellent referrals for us. We provide the services of printing all sorts of quality handouts and manuals." (0:12)

• Identifying Targets:

  • "Listen out for trainers and coaches battling to get course material at the right quality, price, and turnaround." (0:22)

• Call to Action:

  • "Ask them if they would be interested in being contacted by a printer specializing in training. Tell them you work closely with a printer that is passionate about supporting trainers." (0:32)

• Referral Request:

  • "The referral I'm looking for this week is a warm introduction to the Director of NCC in Westlake. My name is Raymond Fuller from Revprint." (0:40)

Tim Roberts' Coaching Feedback

Tim provides an in-depth analysis of Raymond's presentation, highlighting both strengths and areas for improvement:

1. Time Management and Content Density:

   • Observations:

     • Raymond's presentation took 36 seconds, leaving a surplus of time in a 45-second slot.
     • Tim notes, "You got quite a bit of time remaining and, you know, it sounds like nine seconds, but just to give a point of reference here, make everybody uncomfortable for a few." (3:15)

   • Suggestions:

     • Utilize the remaining time to enrich the presentation with additional details or storytelling elements.

2. Structure and Clarity:

   • Observations:

     • The title "Training Contact Sphere Referrals" may not accurately reflect the presentation's focus.
     • Tim recommends more precise terminology, such as "Referrals to Trainers or Directors of Training."

   • Suggestions:

     • Clearly define the target audience within the training sector.
     • Conduct research to identify and name specific individuals, like "Jim Smith, Director of NCC in Westlake," to personalize the request.

3. Specificity in Identifying Triggers:

   • Observations:

     • Phrases like "trainers and coaches battling to get course material at the right quality, price, and turnaround" are vague.
     • Tim emphasizes the need for specific triggers that indicate a potential referral.

   • Suggestions:

     • Identify concrete pain points such as complaints about printing costs or turnaround times.
     • Modify the language to reflect these specific challenges, enhancing clarity and focus.

4. Value Proposition Enhancement:

   • Observations:

     • While stating passion in supporting trainers is commendable, it may not add substantial value.

   • Suggestions:

     • Highlight expertise and experience by stating, "We work closely with companies like yours to solve specific printing challenges."

5. Storytelling Integration:

   • Observations:

     • Incorporating a brief success story can make the presentation more engaging.

   • Suggestions:

     • Example: "Let me tell you about a recent client, Jim Smith, Director of Training at XYZ Company. We helped them save time and reduce costs on their annual training materials, allowing them to focus more on their core activities."

6. Reordering for Impact:

   • Suggestions:
     • Place the referral request at the beginning to grab attention immediately.
     • Example structure:
       1. Referral Request: "I'm specifically looking for directors of training like Jim Smith of NCC in Westlake."
       2. Introduction and Service Offering.
       3. Identifying Triggers and Offering Solutions.

Key Insights and Strategies

• Precision in Targeting: Clearly define and name the specific roles and individuals you seek referrals from to enhance relevance and personalization.

• Utilizing Time Effectively: Make full use of allotted time to provide comprehensive information, ensuring that the presentation is both informative and engaging.

• Specific Trigger Identification: Focus on tangible pain points that potential referrals may experience, such as pricing and turnaround issues with printing services.

• Strengthening Value Proposition: Emphasize your unique expertise and proven solutions tailored to the needs of your target audience.

• Incorporating Storytelling: Use brief anecdotes or client success stories to illustrate the effectiveness of your services and to build credibility.

Notable Quotes

• Tim Roberts on Time Management:

  • "You got quite a bit of time remaining…and make everybody uncomfortable for a few." (3:15)

• Tim Roberts on Specificity:

  • "What am I listening for? How would I know that besides the obvious... It should be listen for these triggers." (4:00)

• Tim Roberts on Storytelling:

  • "I'm a big fan of the story. If you can add that in, it perks people's interests… stories are easily shareable." (5:20)

Conclusion

Tim concludes the coaching session by encouraging Raymond to refine his presentation based on the feedback and to resubmit for further review if desired. He also motivates other listeners to submit their own presentations for personalized coaching. Tim emphasizes the value of hearing presentations from different perspectives to identify areas for improvement, fostering a supportive and growth-oriented community within BNI.

“Be brave. Submit yours. Go to bnipowerofone.com… You'll be able to pick up on where you might need to strengthen it to really become as effective as possible.” (8:15)

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Final Thoughts:
This episode underscores the importance of clear, concise, and targeted presentations in the BNI network. By focusing on specificity, effective time utilization, and engaging storytelling, members can significantly enhance their referral-generation strategies and overall business success.

Transcript

[Host]

Foreign. Welcome back to BNI and the Power of One podcast. We are back with our weekly presentation coaching episodes again where we review somebody's submitted weekly presentation, try to give feedback to help make them as effective as possible. You can submit yours by going to bnipowerofone.com if you're finding value out of these, and I hope you are, leave us a review, let us know. That way. We appreciate it. Today we are hearing from Raymond Fuller. He is out of BNI Intrepid in Cape Town, South Africa. So, Raymond, thank you for listening and submitting and I believe I'm confirmed to be going to South Africa next May, not as in a month from now, but in 2026 for national conference. So I'm looking forward to that. All right, let's pull up your weekly presentation. Says it's number 34A training contact sphere referrals. 45 seconds. Okay, so I'm gonna pull up my timer just to let you know how long I go. Obviously again, as I say each and every time, you and I will do it at different speeds, but it'll give us a point of reference. So here we go. My name is Raymond Fuller from Revprint. Training companies make excellent referrals for us. We provide the services of printing all sorts of quality handouts and manuals. Listen out for trainers and coaches battling to get course material at the right quality price and turnaround. Ask them if they would be interested in being contacted by a printer specializing in training. Tell them you work closely with a printer that is passionate about supporting trainers. The referral I'm looking for this week is a warm introduction to director of NCC in Westlake. My name is Raymond Fuller from Revprint. Okay, so that took me 36 seconds. So you got quite a bit of time remaining and, you know, it sounds like nine seconds, but just to give a point of reference here, make everybody uncomfortable for a few. That dead air was five. So it's a good amount of time. You can fill in a lot of words. I think you, you've got the framework here, you've got pieces. I don't think it flows as well as you're going to really want it to in a way, for training, and a couple of them need to be strengthened. So I would start right out with training Contact Sphere referrals. I don't know if that's the right title. You're looking for referrals to two trainers, so that's fine. Training companies make an excellent referral for us. We provide the services of printing all sorts of quality Handouts and materials. I'd go right into. I'm looking for referrals to trainers or training or I don't. I'm not even really sure based on this, but let's just say trainers or the head of training, such as the director of NCC in Westlake, first and foremost, who. Who is that? Who is the director of NCC in Westlake? You need to name that person. Okay, so if you don't know who that person is, do. Do a little bit of research, find out who that person is. Because you want to say training companies are an excellent referral. Are excellent referrals for us. We provide services on all of printing, on all sorts of quality handouts and manuals that they use. So specifically I'm looking to meet directors of training companies or directors of whatever. Director of training in companies such as Jim Smith, the director of NCC in Westlake. Listen out now, you said listen out for trainers and coaches battling the court to get course material at the right quality price and turnaround. What am I listening for? How would I know that besides the obvious of if you hear a trainer saying, man, I can't get course material printed at a high quality price and turnaround, we don't know what that means. Okay, so it should be listen for these triggers. They're complaining about an upcoming training. They're complaining about the cost of printing. They're complaining about these kind of things. It's not. It's got to be very specific. In each part of your. Of your weekly presentation, you want to be very specific on what you're looking for or training them on. So listen out for coaches. Battling. What does that mean? What does battling sound like? They're complaining specifically about the cost of printing these days. They're complaining specifically about turnaround time with a big training event coming up. Those would be the kind of triggers. Ask them if they'd be interested in being contacted by a printer specialist, a printer specializing in training. There's a gap in between there. So listen for them complaining about the turnaround time or prep work for a big company training. Ask them what they're doing, are they printing internally, those kind of things. And in that conversation, tell them you work closely with a printer that works with a lot of companies like theirs. I don't think you have to say that is passionate about supporting trainers. That's probably a true statement. It doesn't really add any value to it. I would do more of a. Tell them you work closely with a printer that works with companies like theirs or works with Trainers like them to help solve these problems. Right. That's where the value is, is that you have experience, that you do this on a regular basis, that you're not just some Joe Smith with a printer in his office trying to do it, that you actually can solve the problem and the need that they have. And then I would put again, that referral that you put at the end, I'd put at the beginning. I think it's always best. You could, even in 45 seconds, tell a story if you wanted to around this. Let me tell you about a recent client of mine. He's a director of xyz, of training at XYZ company. They put on a lot of annual trainings for their people. We work with them to save time, energy and money in all the materials that they have to get ready for these events. It's one less thing off their plate. I'm specifically looking for directors of training like this, such as Jim Smith of NCC in Westlake. If you know Jim, or a director of training, ask them how do they prepare for these big moments? How do they prepare for these events? Do they do printing internally? And if they give any kind of complaint about. I'm going off the cuff here, but if they give any kind of complaint about price turnaround. Tom, you work closely with a printer that works with companies or trainers, whatever your focus is just like them, and ask if they'd be interested in an inter. In, in an introduction. That would be the way I would be doing my weekly presentation. So again, I think you got the pieces, you got the look, listen, you got what to say. I think they just need to be strengthened. I, I listen out for trainers and coaches battling to get course material at the right quality, price and turnaround. Those are each different complaints. You got to train on one of them. Okay, I think, but it's a good start. And I do like the focus on trainers. I think you're being, you're doing it well by narrowing your field of all the potential people you can help to a very specific industry. And you've got a 90% of a specific referral there with the director of NCC. But you want to name that person again because sometimes, you know, Jim Smith's my neighbor and I didn't even know that's what he did. Right. You don't want to ask your members to go figure out who that person is. You should be figuring out who that person is and describe them. So a good referral for me is Jim Smith, Directors of training at large companies such as Jim Smith, the director of NCC in Westlake, whatever that actual position is. Other than that, good pieces. We just got to strengthen it up, make it a little bit more efficient, make it a little bit more effective. I'm a big fan of the story. If you can add that in it perks people's interests and perks their you know, it gets them to listen a little bit more and stories are easily shareable and everything else as well. So Raymond, first of all, thank you for listening. Humbled that anybody does to be honest with you, especially all the way in South Africa. I hope this is helpful. Hope it's adding some value. Definitely rework it if you want resubmit it and for everybody else, be brave. Submit yours. Go to bnipowerofone.com write it out it I know from experiencing it hearing your weekly presentation come out of somebody else's mouth just you hear it differently and you'll be able to pick up on where you might need to strengthen it to really become as effective as possible. Appreciate you all have a fantastic weekend.