How to accelerate lead generation is the primary reason business people get involved in facilitated networking groups, like BRN. Every facilitated networking group emphasizes the importance of attending its regular meetings. After all, if you aren’t regularly present how do you expect other members to fully appreciate you and the product or service your provide? Smart networkers realize this and take full advantage of the time together with a room full of referral generating partners. The really smart networkers take this to a whole new level, by regularly scheduling lunch or coffee meetings with other members, to develop a deep understanding of their ideal client or customer and products and services.
But did you know one of the most underutilized tools you have at your disposal, as part of your membership in BRN, is the Member Spotlight?
Why do I say underutilized? Because I see too many instances where the presenter is unprepared and doesn’t realize the cost of lost opportunity.
The time allotted for every Spotlight is short, and so presenters need to have a focussed message, geared toward one subset of their networking goals. Some examples might be:
- A retailer who brings in samples of one category of merchandise, and informs the other members why this is an important product and how to listen for opportunities for referring this within their personal and professional networks
- A consultant, who uses his/her time to teach the membership on the types of companies he/she works best with as well as how to understand the ideal referral
- A service provider, who demonstrates the benefit to his/her clientele that the service brings
- A care giver, who works with a particular process, technique, modality or a specific clientele demographic
- An educator, who can illustrate the ideal student, their needs, and the benefit derived from the program
- Any member, who has a new and unique product or service that they wish to educate in some detail
It is impossible to fully explain everything about you and your business in a single spotlight. And it is dangerous to try to… you merely end up diluting the information vital to building your know,like, and trust factor. The same dilution affects any product information you may have intended to impart. And ultimately this will affect your lead opportunities.
How to Make Your Next Spotlight Amazing
If you want to really make your next Spotlight memorable and interesting, approach it the same way a salesperson approaches an important sales call! Be prepared and organized and practice prior to the meeting.
Introduce the reason why you are speaking; in this case introduce your focussed topic or what you would like to accomplish
Use props, a slide show, bring product samples
Teach benefits, explain products, and most of all describe success stories so the listeners can relate… and improve their ability to recognize opportunities for you
Share your marketing materials
and… remember the KISS principal. Keep It Simple Stupid! Follow these ideas and your Spotlight will be effective, and a lot more productive.