There is literally a ton of information on how to create really great 10 minute showcase presentations. In BNI, the best materials are truly free. For instance, Steve Goldstein, an Assistant Director in Las Vegas, NV has developed the “Post it Note Approach to Writing your 10 Minute” that you can download here. This provides a simple approach to planning and delivering an effective 10-minute presentation to your BNI group.

Keep in mind, the entire purpose of this presentation is to educate your sales force on how to bring you more referrals. A mortgage broker, for instance, should not waste his or her time explaining how to fill out loan documents. Similarly, a web developer should not explain the work involved in designing and coding a website. To take this approach would simply be wasting your time; not to mention boring your group to death.

A good showcase presentation will answer the following questions:

1) Who is a good referral for me?

2) Who is a good referral source for me?

3) What type of objections may I encounter?

4) What can I say or do to overcome these objections

5) What are some good ways to bring up the subject or engage my colleagues in conversation regarding the services provided?

When these questions are answered, you will have met the objective and properly educated your sales force. The ensuing result should be an increase in the amount of referrals you receive. This is, of course, commensurate with the amount of visibility and credibility you have built and are continuing to build in the group.

Finally, do not allow the group to waste your precious showcase time by asking questions that would be better suited for a one-one-one meeting.  In some cases, general questions are ok. However, if an individual starts to inquire about specific needs, it is best to say, “That is a great question. Let’s schedule a time when we can meet and discuss it!”