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

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)

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.