Some thoughts on how & why giving a great spotlight presentation at your networking event or referral marketing meeting = more leads!

1. How Great Presentations Equals
Great Referrals!
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2. Some thoughts on how & why
giving a great spotlight presentation
at your networking event or referral
marketing meeting = more leads!
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3. What You Will See
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• Introduction
• The What, Why, How & No-No
• The Great Spotlight Example
• Final Thoughts

4. Introduction
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• Spotlight presentations are often a privilege of membership
for many networking or referral marketing groupsKey part
of the process of establishing what referrals you want along
with elevator pitches & 121sGood spotlights will help a
member boost their referrals to new levelsBad spotlights
can really hurt them!Here are a few thoughts on delivering
a great spotlight

5. What Is A Spotlight
Presentation
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• Spotlight is a privilege of membership ie only members of a
group normally deliver themSpotlights are normally 10
minutes long & can be delivered using props, overhead
slides or other media to the people at the meetingOften
placed strategically in the agenda to boost the referral
opportunities for the presenter.
• Its a great opportunity for the presenter to really explain
what referrals they are looking for and the referral
partners they want to connect into.

6. Why Do A Spotlight Presentation
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• Members of any networking group have a number of ways
to establish their credentials, referral needs & reputation -
60 secs, learning point, 121s, participate in the group’s
management.The spotlight is a key part of that process for
a member to establish their reputation.It is YOUR chance
to explain in more depth what you do and what referrals
you want.YOUR opportunity to show you are a well
rounded & professional person that people can refer with
confidence by delivering that great spotlight.

7. The How Of A Great Spotlight
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• Speaker properly introduced & "applauded with energy
onto the stage" The 10 minutes should be split as follows
for maximum impact - 1 minute intro, 7 minutes
presentation & 2 minutes for questionsDon’t forget to
“Ask” for referrals at the endNo one needs to be a great
actor - it's ok to be nervous but do practice & be
enthusiasticThe meeting’s Chairman or Moderator should
conclude at the end by encouraging members of the group
to look for referrals for the presenter

8. Spotlight Presentation No-Nos
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• Not doing a spotlight - don't you want referrals?Not do your 60
secs the day you are presenting - don't you want more referrals?Go
over the 10 minutes - are you reliable & professional?Too many
baby photos at the beginning - this is a business presentation after
all!Too many or too many confusing slides!Trying to be too clever,
funny, dull, unpractised, externalising inner thoughts,
uninterested....Not asking for specific referrals....

9. Good Spotlight? An Example!
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• The following spotlight presentation was delivered by Neil
Holloway from AMB Insurance at a referral marketing meeting in
Lichfield in February 2014Spotlight was properly prepared (showing
the evolution of the ideal client) & delivered in a very credible
manner.Referrals were correctly asked for - As a result his business
objectives were over forward in the contribution section.What
other great spotlight presentations have you seen & can learn from?

11. WHY USE AMB AS YOUR
BROKER?
Communication
To get to know the client and their business
To present this accurately to the insurers
Present and explain terms to you the client

12. AMB
Engaging
Fresh
Contemporary
Heavily involved in network marketing and use of
social media

13. Perfect Client
• Public Liability
• Tools
• ‘Bona Fide’ Sub
contractors

14. In need of a Woman’s
Touch…
• Public Liability
• Tools
• ‘Bona Fide’ Sub
contractor
• Wife employed
(No Employers
Liability Needed)

15. Expansion
• Public Liability
• Tools
• ‘Bona Fide’ Sub
contractor
• 1st
Direct
Employee

16. Next… the world
• Public Liability
• Tools
• ‘Bona Fide’ Sub
contractor
• Direct Employee
• Contractors All
Risks
• Plant
• Materials on site
• ‘item worked upon’

17. The claim
• On site meeting with loss
adjuster/ claims inspector
• Help in presenting the
claim in best possible light
• Understanding of policy
terms and conditions
• Negotiation

18. People we would like to work
with
Digbits, Rugeley, Staffordshire
Bayliss Contract Services, Lichfield

20. Final Thoughts
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• Spotlight presentation is a key part of the process for members of any group to
establish their reputation and ensure they get referrals they are looking
for.Following our advice & ensuring you have prepared correctly will ensure
you achieve your business aims - growing sales through more leads.Nobody is
expecting you to be world-class presenter but they do expect you to respect
their time by making the effort.Take every opportunity to do a spotlight & try
different things to make it even more memorable and you more
referable.Asking for referrals is the thing most spotlight presenters fail to do -
make sure you know (and communicate) what your referral targets are.What
other great BforB spotlight presentations have you seen & can learn from?
• What other great BforB spotlight presentations have you seen & can learn
from?

21. Contact Us
www.conspicuous-cbm.com
Phone - 07706 171851
email - stuart@conspicuous-cbm.com
Twitter - @conspicuouscbm
Linked-in - uk.linkedin.com/in/stuartwalton/
Linked-in - www.linkedin.com/company/conspicuous-cbm
Facebook - www.facebook.com/conspicuousCBM

22. THANK YOU
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