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BNI & The Power of One
BNI 813: Weekly Presentation Coaching 132 - Ross Mitchell - Corporate Gifts
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In this week's Weekly Presentation Coaching we meet Ross Mitchell from Australia!
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Foreign welcome back to BNI and the Power of One. We're back with our weekly presentation coaching episodes where we are reviewing submitted weekly presentations, try to help make them as effective as possible. Appreciate everybody who continues to submit and we are trying to get through all of them. We will. Sometimes they just take a little while due to the list, but that's okay. As always, if you want to submit yours, go to bnipower of1.com leave it there. Let me know where you're from, how long you have and if you're finding value out of these, please leave a review. I do appreciate, appreciate everybody who leaves reviews good, bad, as long as they are productive. For the, for the individual who wanted to tell me the ending music is political somehow and just really complain, not productive. And my guess is my man, if you've got that kind of anger over something like that, I don't know how successful BNI is going to be for you generally, but you know, teach their own. So. But if you're finding that we need, we're missing something, something could be added to help make this more effective, more valuable. Definitely open to hearing those types of things. It is a free podcast that we do just to do as a value add as well. So just keep that in mind. But we, we enjoy the interaction and that's both for BNI topics or business topics for the business matters part, whatever that may be. Okay, so today we are hearing from Ross Mitchell. He's out in Australia. This was submitted months ago. I apologize about that. But we're, we're definitely gonna still review. It says I'm a part of a small 19 member chapter. We have 60 seconds and so here we go. Ross, I'm gonna pull out my timer just to give you a point of reference of how long it took me. All right, here we go. Good morning all. Ross from Wines by Design. We produce corporate alcohol gifts specializing in custom labeled alcohol and customized packaging. I hold the corporate gifting category for this chapter. About a month ago I presented a few hamper examples to the group primarily aimed at Christmas orders. However, this week I have an example of a hamper that we can produce throughout the whole year. This is for Calmar, a marine and freight logistics company who show appreciation to their long term staff. Every three to four months or so they place an order for hampers and we print their logo, the milestone and personalized name on the lid of the box. Inside is a bottle of Moet Chardon champagne and five to six food items. This week I'm looking to speak with Marketing managers of businesses that have 30 plus employees like Calmar that may already be showing appreciation for their staff by giving them a thank, thank you gift. The next time you speak with them, ask them what gifts they give to their staff. And if those gifts don't include branding, tell them you can connect them with a branded gift expert that can help. Ross from Wines by Design. Okay, so it took me a minute and three seconds first time reading it. So that comes into play. Probably stumbled through it a little bit. So you're probably right around on time anyways, which is great. Pardon me. Okay, let's look at did we hit who, how, what? Those are the three things that we're looking for. Who are we specifically looking for? How do we identify people like that and what do we say to them? One line in here that I know is pretty habitual. I see it a lot. It's not necessarily a game changer by any means. So just take this with a grain of salt, but to me is not necessary is the I hold the corporate gift category for this chapter. I fill in the blank of professions. I don't think you really need to be doing that. It doesn't highlight too much for anybody. I mean, maybe it highlights for a visitor like the professions you have, but if you're running short on time, that's like an easy place to, to cut back. Okay, so about a month ago I presented a few hamper examples to the group primarily aimed at Christmas orders. However, this week I have an example of a hamper that we can produce throughout the year. This is for calmer. I think that part's all fine. It's when we get to the last paragraph where we're starting to really get into the who, how, what? So I'm looking to speak to marketing managers of businesses that have 30 plus employees like Calmar that may already be showing appreciation for their staff by giving them a thank you gift. So that's decent. I mean, you're getting pretty specific. The marketing manager businesses of 30 plus employees. My nitpicking would be fill in the blank with an actual referral you're trying to get with. Don't use the example that you used ahead of time. Right, so you're saying like Kalmar, who I already told you is a client of mine. Give it a different example and give a name. Right. So who's a marketing manager that you're particularly trying to get connected with at a particular company you're not currently connected with? That would be the real definition of who you're looking for you've got a lot of it there, but strengthen it up. So instead of saying, like Calmar, which is a business, not a person, say like Jimmy Smith at XYZ Company and you know better than me. I, I read that and I go, I don't know if the marketing manager is the right person. Maybe it is. Maybe it's a general manager, maybe it's a operations mayor, whoever is in charge of the team, what have you. But if it's marketing manager, that's fine. But give a very clear example of who one is that you're trying to get referred to. And I don't think you have to say, I'm looking to speak to. Right. I'm looking for introductions. I'm looking for be a little bit more specific on that part of it. But that's nitpicking. All right, so that's the whole. The next time you speak with them, ask them what gifts they give to their staff. And if those gifts don't include branding, okay, that's probably fine. That's probably fine. But again, what we're trying to do here with the, the how part is how do we know these might be potential referrals? So you're saying, you know, and we're not going to hit everybody in the room, that's fine. So you're kind of targeting here people who work with marketing managers, which is perfectly fine. You can change it up each week subtly so that you connect with somebody else who may not work directly with marketing managers, but what could they be looking for? What could they be listening for? So the next time you speak to them, now, the only thing I would change here too is it's a very passive approach, which is fine, but it just realizing what it is, it is passive. So you're saying, well, the next time you happen to be speaking with them versus, hey, you know, here's a question or a thing you can ask them. You know, can you reach out and ask them this? Can you reach out and, and have a conversation around XYZ could be a little bit more productive for you. But this is okay too. I'm really nitpicking sometimes. These are good. And I have to just nitpick a little bit to show you how we might be able to strengthen it. So next time you speak to them, ask them what gifts they give to their staff. I would change that and just ask, do they give gifts to their staff and what are they? So, you know, next time you speak into the marketing manager, just ask them, hey, do you do gifts for your staff and what do you do? Another thing you could subtly change one week could be when you walk into an office with you know of a company with 30 plus employees. Look around and see if you see anything on their desk with that company's logo on it that might look like it was a gift or a piece of recognition, something like that. If you don't see anything, ask them this. So those are ways you can subtly change it where you're hitting different people. Because somebody might not work with the marketing manager, maybe somebody in your, your chapter, potentially in your chapter, sells office equipment that their pro, the marketing manager is not their contact, the general manager is, or the operations manager is. But they can still see clues to those kind of things. Right. And ask those kind of questions. So not saying you have to do that in this one. I'm just giving you ideas of how you can subtly change these and hit different parts. All right, so ask them what gifts they give to their. If they don't include branding, tell them you can connect them with a branded gift expert. I would add maybe a line in here. Let them know that you work closely with somebody who's seen is really helping companies with specialized gifts that happen to be branded or something like that. Tell them you can connect with a branded gift expert. I feel like there's just one little thing missing in there. I'm trying to think about it on the fly. Ask them what gifts they give to their staff and if those gifts don't include branding, tell them, ask. I would say something like ask them why or ask them have they ever thought of including their branding on it. And when you're in that conversation, let them know you work closely with somebody who might be able to help them with this and see if they're open to the introduction. I might change it just that way. Again, what we're trying to do is paint the picture of how this conversation is going to go and train them on how to get from point A to point B in that conversation. Point A is I'm in the converse, I'm starting the conversation. Point B is I'm making the connection. So I think you could probably strengthen it slightly there. Maybe just give a little bit more of like what this conversation is going to entail. And you could do that by removing the I hold the corporate gifting category for this chapter. So if you take those words out, you've got the time to put them in here and just strengthen the training. Remember again, yes, you will have visitors in the room, ideally each week, but your Focus is not on them. Your focus is on the members, the people who are there each and every week with you that are doing one to ones with you that are committed to you. So we don't need to tailor our weekly presentations in any way to the visitors. If they're done well enough, it's going to be very clear to the visitors what we're doing, like what our services and everything else are. And if they happen to need us, they're probably, hopefully they'll still talk to us. They're not the objective. Getting them interested in us is not the objective. Training, teaching them who we are in general is not the objective. The objective is to train my team on how to identify and bring me these types of referrals so you can strengthen this slightly. I'm nitpicking. I think you've got a lot of the bones here and you can remove. You know, again, I hold the corporate gifting category for this chapter because again, if the objective is to train my members, they know that the only one who wouldn't know that would be the visitors. I think it becomes very clear with the rest of them what you do, so you don't need to do that part. And your opening line with we produce corporate alcohol give specializing custom label alcohol and custom packaging also tells everybody what you do. So yeah, I think, Ross, this is really good. I mean this is, this is good. You've got a good story in there that highlights your, what you're doing with it. You've got the specific ask. It'd be a little bit stronger in the ask. Right? So instead of just saying marketing managers, a business with 30 plus like the example I already gave, it should be like my referral request of Jimmy Smith at XYZ company and then the rest of it is again decent. It can just be strengthened. So hopefully this was valuable. I hope you're finding value. I hope everybody's finding value out of it. And I appreciate everybody who continues to listen and, and give feedback and participate. So go to bnipowerofone.com if you want to participate, have your reviewed again. You're helping yourself. You're. But you're helping a lot of other people too. This is the most common type of podcast that we do. So I appreciate it. Have a great day.
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Ready for the day with hard work and passion we pave the way Every little task it builds and it grows in this world of business it's the heart that shows dedication shines in everything we do Together we climb it's me and it's you we all work hard to make our dreams alive with strength of spirit we leave the average behind the power of giving lifts us high and wide that's why we are proud to be a part of B and I From early mornings to late at night we hustle and we strive Keep our vision right through every challenge we stand tall and strong Together as a family we can't go wrong the bonds we're building they take us far in the game of business we're shining like a star we all work hard to make our dreams come true with strength of spirit we all pull through the power of giving lifts us high and wide that's why we are proud to stand side by side Being as the place where connections thrive Uniting our hopes Keeping dreams alive Together we network inspire and share with every referral we show that we care we all work hard to make our dreams align with strength of spirit we're truly on the grind the power of giving lifts us high and wide that's why we are proud to stand side by side so here we are Lifting each other high with dedication and pride we're ready to fly together Together we'll grow through every stormy night in this journey of ours we're shining bright.