Guidelines for FANG Spotlights


Spotlights at other groups — particularly a popular three-letter group — tend to be sales presentations. And that’s consistent with their sales-oriented philosophy that mandates intra-group service swaps, imposes referral requirements, attendance rules, and so on.
But at FANG, we have a different philosophy. We believe in building relationships, forging friendships, and establishing a strong network of authentic referral partners.
To be consistent with our approach, spotlights at FANG are intended to be training sessions. Their purpose is not for you to deliver a sales pitch, but rather for us to learn about your business so we can identify great leads to refer.
And to help you craft a great training, we offer the following guidelines:

Do: Extend Your 30-Second Elevator Pitch

Every week, we advise you to tell us three things during your pitch:
If you follow extend this simple formula to your spotlight, you’ll surely tell us everything we need to know.

DO NOT: Come With Something to Sell

Spotlights at FANG are not an opportunity to present your latest promotion. We are not providing you fifteen minutes with a captive audience. We all have products and services that we want — need — to sell. But that is not the purpose of networking, and it’s not why FANG exists.

Help us recognize when your offering would be useful, and help us recognize those people who will benefit from doing business with you.

DO: Come Prepared

Spotlights are 15 minutes (plus an extra 5 minutes for questions). It’s not a lot of time, but it’s also not a quick 30 seconds. In order to leave people with a positive impression of your capabilities, it’s important to have good command of your material you want to present. Spend some time planning what you want to say. Make an outline noting key points that need to be discussed. Rehearse once or twice to be familiar with the content. Etc.
A little preparation goes a long way toward achieving a successful spotlight.

DO NOT: Present Videos

Networking is personal. Videos from parent companies are impersonal. They may tell us about your product or service, but so can you — and so should you. This is your spotlight to teach us how to help grow your business. And we want to help you.
But videos make that difficult. In addition to being dull and sales-oriented, they often leave networking audiences with a negative impression of your capabilities. Perhaps, in the correct setting, they have value. But in a networking setting, they make it seem like you don’t know your business well and need a video to speak on your behalf.
It’s not a good look.

DO: Ask Questions if Anything is Unclear

Talk to Jonathan or Susan at FANG if you want to ask something not covered or if anything is confusing.
Unless FANG members have specifically opted into your marketing list, the answer is no.

We suggest putting a signup form on your website so people can opt in. Or make a webpage where people can download your content if they’re interested in learning more.
If you’re reaching out to somebody directly and personally because you’d like to get to know them better, want to schedule a one-on-one, or feel that you have some synergy and can work together, then that’s just fine.

If your intent is to SELL, and/or if you’re just going to copy and paste a form letter to make your correspondence appear direct and personal, then that would not be appropriate.

Spotlights are limited to fifteen (15) minutes plus five (5) minutes for questions and answers Please craft your content appropriately for the time allotted.

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