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Once a month I do a free work shop teaching BNI members how to improve their “Sales Manager Minutes”, aka 60 second presentations. As a BNI Director and business consultant, I get the privilege of helping people fix their word of mouth marketing mistakes. During these monthly training sessions I am asked lots of question about how do create and deliver great 60 second presentations. My sessions always start out with this question. Let me hear what you’re doing now. This evaluation process allows me to help them focus on eliminating any of the 20 most common mistakes I hear.

This article is the second installment of a four part series. In this segment I will discuss 5 more of the 20 mistakes that I often see. Reading all 4 articles will give the reader the cure for all of these so common aliments. Eliminating a few of these mistakes from your 60 second presentation and you will start to see real results. Eliminate them all and the referrals will come rolling in. So let’s get started on segment 2.

Mistake #1 is NO Pain! I often see 60 second presentations where the person does a good job of describing their product or service but leave out the potential customer pain. I try to include 2 or 3 customer pains in all my infomercials. Adding the customer’s pain to your description of your product or service, really make the message pop. It helps clarify the “why” for your listener and clarity produces power. What kind of power you ask? It gives them the power to act; it motivates someone to take action on your behalf.

Mistake #2 NO Emotion 60 Second presentations need to be delivered with feeling in order to be perceived as genuine. Without passion, you come across as fake. Emotions’ help the listener empathize. They are more likely to listen and get involved if the believe what you say. Saying things with emotion and passion gives you this credibility. If you come across without passion and emotion your message will be flat and your listeners’ will be turn off and will tune out.

Mistake #3 Poor Delivery This can be related to not being passionate about your subject but it can also be just a poor delivery. What I am talking about here is your pace, intonation and volume. Going to fast or going too slow can turn off your audience. For some, going too fast carries the connotation of “of a disclaimer”. Going to slow carries the connotation of being boring. Being too loud, equates to obnoxious, too quiet, being timid. A good deliver is varied in pace, intonation and volume. When you speak with emotion and passion this often automatically happens. Remember that presenting has many elements of acting in it. These techniques can be master through practice. Take the time to “rehearse your lines”. Once they are fully memorized, you can then start to work on the other elements of the presentation. Remember to have fun while you’re being serious. This will help you be more authentic and being authentic can help sway your listeners.

Mistake #4 Leaving out “Door Opener” Door openers are statements used to catch a person’s attention. Door openers are word hooks like “on sale, limited offer, free and guaranteed”. Most people automatically pay more attention to these words because most people want to take advantage of or at least know of these “specials”. Using “attention getting words”, gives your referral partners the ammunition to get your foot in the door. Use them and you will get more referral and more sales.

Mistake #5 Using Profanity I don’t often hear profanity used in presentations but when I do, WOW, it doesn’t make the presenter look good. Even using phrases like “stuff happens” brings you close to being in a bad place. You may hear laughter when it is used but it will never increase your credibility or make you look more professional. I have even seen great 10 minute presentations totally destroyed because they used one bad word during their presentation. One word out of several thousand and their presentation was remembers for the one bad word. Never use profanity in your 60 second presentations. It will destroy your entire effort. It may be good tool for comedians working the adult’s only circuit but its bad news for your 60 second or 10 minute presentation.

My next article, (segment 3), will discuss 5 more common mistakes made during 60 second presentations. Each segment will help the reader eliminate 5 possible mistakes that they may be making, until we have covered all 20 possible mistakes. Eliminating any of these mistakes improves your ability to communicate effectively. Each new attempt will bring improvements, focus and message clarity. Look for Segment 3 covering 5 more common mistakes to be out real soon. Until next time, work hard to eliminating the 5 mistakes covered here. Doing so will move the reader closer to their first perfect 60 second presentation. Until next time.

Are you a network marketer who regularly gives a presentation to interest others in your company? How long does it take? How easy is it for your downline to duplicate?

These are two main things to consider when speaking with new prospects because they know that what you are doing is what they will be expected to do. Don’t scare them off by making it all long and complicated. Consider these two things when putting your presentation together.

1. Length: The length of your presentation is extremely important. If you have been with the company for a while you have probably figured out how to condense your presentation. However, if you are new and full of enthusiasm, you most likely want to share everything you know. This is not a good idea.

Most people you talk to are simply interested in gathering enough information to see if this is something they can easily understand and be interested in. Giving them more information will seldom make a difference unless they have asked for it.

Give them a short presentation. First, find out what they need. Then, show them simply how your company can help them. Then see if they have any questions. As you answer their questions, you have the opportunity to add bits of information that may help with the explanation.

Don’t force everything on your prospects at once. Give them a chance to breathe, a chance to process, a chance to come up with questions.

Short and sweet is how long your presentation should be.

That information is what you need to follow when talking with one or a few people. If you are presenting in front of a large group, you still want to keep everything relatively short and simple. Don’t bore the room with facts about the company or how the product was developed and passed every test known to mankind. Most people are not interested in this type of information until later in the game, if ever. So save it!

2. Duplication: Whatever you do in your business, make it simple enough that anyone else can duplicate it.

If you are giving one of those long presentations, often the person listening really isn’t listening. She is convincing herself that there is no way she could do what you do. She is sure she could never learn all of what you have to say or answer all those questions. She understands she needs to duplicate you – so make it so she can!

There are limitless ways in which we can do things. Two people may set out to achieve similar goals, and both achieve them, but one can take longer than the other. However, the one who achieved the goals faster, was constantly stressed and made people around him stressed and unhappy as well. On the other hand, the person who took longer was always at peace and made people around him happy. Which one was more successful? It could have also been that the one who made people happy also reached the goals faster. The difference is that one put more importance on the value of the present moment while the other put more value on the final outcome.

How do we reconcile achieving the desired outcome when it may appear to be impossible to be overly worried about other people’s interest if you are to achieve the desired results? This is a question that hopefully more people would ask themselves before embarking on achieving a goal.

Finding balance through the present moment

We are conditioned to think that our results solely depend on get things done without much consideration to the manner in which we do it. We place primary importance on the desired outcome and forget about the quality to each moment as we do the tasks that are necessary to reaching the goal.

Learning to place the greatest value on the quality of the present moment leads to balanced decisions and higher quality action. By placing your focus primarily on the present moment we recognize the value of “Being.” When we understand that “Being” in a state of already feeling successful produces high quality success, it is much easier to shift the focus. We begin to understand the power of living in harmony with our environment while we perform our work. Stress and worry disappear and clear thinking takes over. Production goes smoother and even quicker and things flow with ease. Nothing is forced.

Practice living in the now and know that by accessing the power of now, you can enjoy even more success than ever before.