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BNI & The Power of One
BNI 899: Weekly Presentation Coaching 159 - Andrew Spiers - Web Design
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Wayfair Every style, every home. Welcome back to BNI and the Power of One. Back with our weekly presentation reviews. Hope everybody's having a fantastic day this Friday. While you're listening to this, I am in South Africa enjoying the South African National Conference. Humbled and honored to have been asked to speak at that. So new world for me, new country, new continent, first time in Africa. So recording this ahead of time to make sure that we can still get these in. Appreciate everybody who continues to listen. Hopefully meeting a bunch of you there at that conference. Today's weekly presentation review. Again, this is where we're just reviewing people's submitted weekly presentation. Try to give some advice, try to make them as effective as possible. Comes from. Let's pull it up. Andrew Spears, he's from Ascot in the United Kingdom. We got a little theme going here with the United Kingdom, which is awesome. He says, hi, I'm a web designer based in Ascot in the United Kingdom. I am a member of bni. Majestic based in Brocknell is a new group and I've only been a member for two months. So first of all, congratulations. Welcome to bni and awesome on you to be taking this, doing this so early in your BNI membership. Really appreciate you listening to the podcast as well. Hopefully it's helping you so early on. Says we have 60 seconds for our weekly presentation. Okay, so I'm going to pull up my timer, make sure we have that. I wanted to link mine back to something that every BNI member knows, their weekly presentation. I would love to hear your feedback for a BNI newbie. Many thanks, Andrew. All right, Andrew, so again, I'm going to pull up my timer. Obviously you and I will do this at different speeds, but it gives us a point of reference. So here we go. Hi, I'm Andrew Speers with Lens Digital, a web design agency based in ascot. I've got 60 seconds to tell you what I do. But here's the thing. Your website doesn't even get that. Research shows that you have just five seconds before a visitor decides to stay or leave. Five seconds to make an impression, communicate your values, and give someone a reason to stick around. If your website isn't doing that, you're losing potential clients before they even read a word. At Lens Digital, we design and redesign websites that grab attention fast, clear messaging, great design, and the user experience that turns visitors into inquiries. We work with local businesses who know they need a better online presence, but aren't sure where to start. Whether your site looks outdated, isn't generating leads, or just doesn't reflect the quality of what you actually do, that's exactly the kind of problem we solve. My ideal referral this week is a business owner who feels their website just isn't working hard enough for them to someone whose site is letting them down rather than bringing clients in. If that sounds like someone you know, I would love an introduction. I'm Andrew Spears. Lens Digital. Okay. Took me a, minute and three and a half seconds, so a little long, but you might be a little bit quicker. You're pretty close. But here's the thing. The purpose of our weekly presentations is training. It's all about training. We're training our fellow members how to identify referral opportunities for us and how to bring them to us. We're not training our members on how to close the deal. We're training them on how to see the opportunity that they might otherwise be walking by every single day and then how to approach that opportunity to potentially make it a referral for us. That is it. Key things that we want to avoid are complexity. We got to keep it simple because you're one of however many weekly presentations happening back to back to back to back. We've got to make it simple in nature of what we're asking them to do. So the trigger, what they were looking for, listening for, et cetera, needs to be simple. What we ask them to say needs to be simple and natural. And we can't put the target on them because the second we put the target on somebody, they will start thinking of all the reasons why they don't need that product and service. That's just our natural reaction to it. The problem with that is once we get their brain thinking about why they don't need it, it becomes impossible for their brain to think about who does. So keywords, as you're starting your new membership that you want to avoid, number one, you. Have you ever did you know, or in your case, your website, you got to try to avoid that because you're putting the focus on them Other things. Anyone. Someone. Anybody. Somebody. Like who do you know? Do you know someone? Or in your case, that sounds like someone you know will get you. No one and nobody. And the reason for that is because we're quite literally asking people to go out and prospect business for us. Go find me someone. Go find me anyone. Go find me somebody. Go find me anybody. They're not going to do any of that. Because no matter how much they love you and they want to help you and we live givers gain and all those things, nobody's going to spend whatever little free time they can find prospecting business for you. That's just not going to happen. So we again need to teach them those three things. You in this case didn't hit any of those. So we got to start a little bit back. I think you've got a direction you're going in, but we didn't hit any of those three things. So the first, first and foremost, the first paragraph, which I like that you tied your weekly presentation. I think that's a unique idea and I like the fact, if that's a true fact, that a website has five seconds to grab somebody's attention. Because if you're not in web development, you don't know that. And that's super crazy. So I like those pieces. But that whole first part, actually most of this is kind of like a. It's targeting the people in the room. So if I read it again to you right, I've got 60 seconds to tell you about what I do. But here's the thing. Your website doesn't get that research shows you have five seconds before a visitor decides to stay or leave. Five seconds to make an impression, communicate your values. Communicate your values and give someone a reason to stick around. If your website isn't doing that, you are losing potential clients before they even read a word. At Lens Digital, we design and redesign websites to grab attention. Fast, clear messaging, great design and the user experience that turns visitors into inquiry so that you can feel it, right? Like there's, that's just. You're talking directly to the people in the room. Time that we need to be talking about, who are we looking for? And small business owners isn't enough. You need to come up with an example, right? So you, you do some thinking, do some planning. Like what is a company you're trying to get into? Who inside that company do you need to speak with? Is it the owner? Is it the cmo? Is it whatever that is? And again, you could be like, well, it could be either one. Great These are multiple weekly presentations, Right. Each one has to be that specific, though. So I'm looking for the owner of businesses, you know, whatever you could do it based on how long they've been around businesses, certain types of businesses, a certain industry that you really are finding success with or want to get into. So I'm looking to work with owners of I don't even know XYZ types of companies, such as Bill Anderson, the owner of ABC Company. Okay, now we're starting there. What a lot of small business owners like Bill don't understand is that you only have five seconds on your website before a visitor decides to stay or leave. Five seconds to make an impression and communicate their values and give someone a reason to stick around. Here's what you look for or listen for. Here's the trigger, or here's a leading question that you can ask Bill or somebody like Bill, hey, has your website been working for you? How many. Do you get a lot of traffic through your website? Do you get a lot of leads through your website? How if they say things like, no, it's a, you know, we have it, but we don't find it, or, yeah, we do, but we wish we got more. Whatever their answer is, ask them this question, right? So you can give them a proactive thing. Go ask Bill or anybody you know, like Bill this specific question. You can give them a reactive thing. If you're talking to Bill and you hear them say, my website sucks, or I have to redo my website, it's been a long time, or whatever, and then give them a question that opens the door, right? Have you ever considered it? Would you be interested in, I know somebody that can really help you, Those kind of things. That's the whole design of the weekly presentation. You don't have any specific referral requests here besides a business owner who feels their website just isn't working hard enough for them. How do I know that? How do I know? Unless you're again, just talking to me and hoping that I'm feeling that, which you shouldn't be doing. How do I know a business owner is feeling that? How do I know that the business owner thinks their website's letting them down, how do I know that they're going to say something, they're going to do something, whatever that is. You're the expert to tell me and to train me on how to identify that. Because what they're not doing is walking around with a sign around their neck saying, my website stinks. I need help. Right? So. But they're doing Something, they're saying something, there's some kind of clue there that as a, you know, any other profession but yours, I don't know how to pick up on. So you got to teach me that. And that's what the training is all about. And this again, same for all of us. It's the same for every single one of our professions. Think of the moment as a training moment, okay? There. When it comes to referral generation, to get quality, consistent, quality referrals from somebody, you have to establish two. You have to do two things. Number one is you have to build a business relationship up with them to the point where they're willing to risk their reputation on you. Because that's what happens when I pass you referral. I am putting my reputation on the line for you. So that, that requires trust and credibility and visibility and all those things that we talk about, that's what that is all about. Okay? I've never really heard anybody really articulate it to that depth, but that's what it is, a relationship to the point where they're willing to risk their reputation on you. Step one, Step two is you then need to teach them how to do it. And that's what our weekly presentations are about. That's what our one to ones are about. That's what our feature presentations are about. So you have to go in with that mindset. This is my time to teach them how to identify the referral, how to bring me the referral. It's not the time to teach them what I do. It's not the time to teach them who I am. That should be part of the one to ones. This is my training moment at that BNI meeting. I've got 60 seconds. I better be laser focused during that time to accomplish that goal. And that is just means it's a different skill set. It's, it's a time we talk differently than we do the rest of our week. Okay, so this isn't just a natural. Like, hey, I can just, you know, somebody's just naturally good at it. We're not, we're not. I'm not even great at it. I would say I'm trying to give advice to it, but, you know, it takes time to really think these things through. And I've been talking about this full time for over 21 years. So take this for, you know, however you want to take it, use it. Hopefully it's just advice, but I would revisit it and I would ask myself, if I'm working on my weekly presentation, am I effectively training somebody in this moment. I would say this was more of a explaining what I do, almost selling what I do type of moment, more than a training moment. All right, so if you redo it, submit it again, love to revisit it. Congratulations. I know you're brand new at bni, so don't take this hard. This is how we all do it. I can show you 20 year members who do exactly what you're doing. So you're doing. You'll do it just fine. You're going to be great. And for everybody else, if you're finding value, leave a review, leave a comment, share it with somebody. Really appreciate that, and I will talk to you soon. Have a great day.
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