In a BNI meeting, the “memory hook” isn’t as important as when you’re meeting strangers. To give a great 60-second presentation requires specificity and asking for a referral. The best 60-second commercial Dr. Misner ever saw was done by a florist in Chattanooga Tennessee. He used visual aids: a rose from a grocery store, and one of his own roses. He compared the two, demonstrating how far superior his rose was, and concluded by saying “There’s only 3 cents difference in price. Theirs is more.”

Why was this presentation so good?

  • He led with value.
  • He trained a sales force.
  • He was extremely specific.
  • It was memorable.

Remember, Specific Is Terrific. The more you can train a sales force, the better results you’ll get.